It’s crunch time for sellers, and I wanted to share with you my #1 negotiation tip to help bring your deals over the finish line in Q4. Never offer incentives or discounts until you’ve done this: 👇👇👇 #1 Tip: Always confirm that they want to move forward with your solution before offering incentives or discounts!!!…

I’m a dopamine junkie. If it brings immediate gratification, I’ve probably done it or been addicted at some point. I’ve been sober for nearly 5 years, but still have one addiction that remains:  MY CELL PHONE!  No matter how hard I try, I always find myself habitually reaching for my phone in between meetings, or…

When I think about what makes people great in sales year after year, three things come to mind which few people talk about:   1. Longevity (time in role): Mastery of any trade doesn’t come quickly, including sales. It often takes years to figure things out, and once we do, then we start to realize we…

What’s holding you back from achieving your full potential in sales is not what you think.  It’s not your selling skills, territory, product, or manager.  It’s not your work ethic, habits, or lack of focus.  While all of these things can hinder your success, there’s something much bigger that’s holding most people back.  It’s your…

What’s the difference between how a consultant sells, and how a typical software AE sells?  In one word: EVERYTHING!  My first four years at Salesforce, I spoke to customers like many AE’s do.  I was friendly, charismatic, and asked a lot of questions about their current situation.  If I thought we could help the client,…

As part of an effort to finish Q4 strong and hit our annual goal of 3M, I decided to start taking sales calls again for the first time in 2+ years.  For context, our coaching programs range from 3K/year to 25K/year.  The highest level of coaching we offer is Platinum level (25K/year), which includes private…

Last week I attended the Kajabi Hero conference, where I joined thousands of other business owners who had left Corporate to become full time Entrepreneurs. Most people were  “living their dream” by teaching and coaching the exact skills which have made them successful.  In my case, I teach tech sales. But interestingly enough, I didn’t…

I’ve witnessed more sellers struggling with addiction than ever before. The constant pressure to perform often leads sellers to turn to unhealthy behaviors, vices, and addictions as a way to temporarily cope and escape. If you struggle with addiction, you are not alone.  The biggest challenge is that most addictions are shrouded in shame and…

If you don’t love selling, you’re going to have a tough time crushing your quota and every day will feel like a constant grind. Here’s how you can love selling again, and why it’s so important: Why it’s important:  Sales is a transfer of energy.  If you’re not excited about what you’re selling, your clients…