E131: Build an Outstanding Sales Culture with Marcus Murphy

Marcus is an entrepreneur and sales expert who cares deeply about the flourishing success of entrepreneurs. Marcus previously worked for Yelp, helping them go from start-up to multi-billion-dollar giant. He also worked at Infusionsoft and is currently sitting on the advisory board of LinkedIn. 

More importantly, he’s the head of partnerships and business development at Digital Marketer and their other portfolio companies.

Episode highlights:

  • How Digital Marketer got started and grew to become the largest online community of marketers, and how the Traffic & Conversion conference grew from 250 people to 10,000.
  • How Digital Marketer chooses to build its portfolio.
  • Why marketing and sales is thought to be like oil and water.
  • The importance of getting sales and marketing on the same team.
  • Insights on the difference between marketing and sales, and where you should focus.
  • What if owners are the best salesperson? Marcus gives his strong opinion on the matter.
  • The most important things to think about when agency owners hire a salesperson. Marcus has another strong opinion here!
  • How a salesperson should be compensated at a six-figure digital agency.
  • Run time: 47:05
  • Best advice ever received: No one dictates your future but you.
  • Habit that contributes to success: Knowing what I’m good at and what I’m not.
  • Recommended tools: Buffer


Links:

Quotes:

  • “We’re way more practitioner than theologian.”
  • “A bunch of little rocketships that are all going to the moon instead of one.”
  • “That was an uphill battle.”
  • “That was the stereotype that created this massive gap.”
  • “How do they cohabitate?”
  • “If you say, ‘You want fries with that?’ That’s not an upsell.”
  • “They gotta pay for themselves.”
  • “You gotta think about the seat.”
  • “You can’t fire your kids.”

Takeaways:

  • Think about what is providing the “lifeblood” of your company: marketing or sales?
  • How can you duplicate your process for others to follow?
  • Have clear expectations and deadlines when hiring someone, rather than just hiring a “family member”.
  • Make a commission structure that’s simple and easy to calculate, and make sure it changes as they salesperson progresses.