Ten years ago, Meredith Berkich, Chief Growth Officer at Jenkon, attended a DSA event that made a massive impact on her. The speaker gave a presentation on technology and said, “The reality is that direct selling companies need to be technology companies first if they intend to survive and thrive.” This was a significant “light bulb” moment for Meredith, and the quote has stuck with her to this day. In this episode of the Direct Sales Masterclass, Meredith and I discuss how technology decisions can either hinder your company’s vision or drive your successful momentum.
When I attended my first direct sales event in 1991, I helped my dad sell cassette tapes and training tools in the back of the room. We sold different titles that helped distributors introduce the company’s opportunity to their prospects. You could buy a pack of 50 tapes and ten training workbooks for $50. The titles included: “Leverage, Opportunity, and Timing,” “The Right Place. The Right Time. The Right Opportunity.”, and “If Not Now, When?” The industry focused on the opportunity pathway and the tools reflected that. Fast forward 30 years and most things about the direct sales journey have changed. Everything from the tools and the back-office to the customer journey and prospecting techniques. This edition of the Direct Sales Masterclass features a conversation with Jim Marks, the Chief Revenue Officer and Co-founder of DirectScale.
2021 was an exciting year for the direct sales industry. In-person meetings resumed, large industry gatherings were held, and the industry moved forward in new and innovative ways. The Direct Sales Masterclass had several guests from diverse backgrounds. We covered topics ranging from how to formulate the right products to maximize the use of your back office.
When Social Selling News opened its doors in 2018, their goal was to become the eyes and ears of the direct selling industry. Over the last few years, they have become just that.
Compliance—it’s a hot topic of conversation in the direct sales industry. For some, it’s a concern and a priority and for others, it’s something that is (at best) ignored by sticking their head in the sand. Being proactive when it comes to compliance ensures that you protect your company and field. If ignored, the compliance issue can create major problems that can have negative impacts on your company.
The Direct Sales Back Office is typically the brain behind a company’s business. Everything from commissions and reporting to incentives and promotions runs through the back end. Frequently the back office provider also offers a shopping solution and tools to communicate with the field and the customer base. Knowing the best way to utilize your back office can make the difference between growth and profitability and struggles and business challenges. Two months ago, Trace Jensen joined the Verb sales team. Trace has over two decades of experience working with various back office providers. This episode of the Direct Sales Masterclass focuses on tips to help you maximize your back office in ways that can impact your growth and momentum.
When I was first introduced to the industry, the duplication process was heavily dependent on hotel meetings, powerful presenters, and large enrollment packages. With the advances in technology, it seems that everything has changed. Now you can build a business from your smartphone, from anywhere in the world. In this edition of the Direct Sales Masterclass, I discuss this topic with Stu Finger and Michael Swilling of CTFO.
To view the full video of McKinley’s Masterclass with Craig and James click here
To view the full video of Jim and McKinley’s Masterclass click here.
Over the last 10 years the direct sales industry has been massively impacted by social media. Companies and independent distributors have adjusted the way they use social media to grow their businesses. What began as a unique way to reach more people has become the main platform that most successful companies are using to create awareness about their company, their products, and their opportunity.