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Better yourself. Better your sales.

Working without the anxiety of failure

How to prevent deals from slipping

August 5, 2020

Today I share the importance of understanding a customer’s Purchasing Process to avoid deals from slipping or apply unwelcome pressure onto your clients. Here are the key questions to ask: One you’ve secured a yes, what happens next? Do they have a PO process, and what does the approval process look like for that? When…

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WHAT DOES HAVING A BABY HAVE IN COMMON WITH ENTERPRISE SALES?

July 27, 2020

1. Both take time and require patience. Having a baby takes 9 months, and closing an Enterprise sale can take 6-12 months. 2. Both require practice. In labor, practice means taking classes for breathing and pain management. In selling, it means doing dry runs. 3. Both require a plan for success. In the case of…

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HOW TO RIDE THE SALES ROLLER COASTER

July 20, 2020

Working in sales is a lot like riding a roller coaster… There are constant ups and downs, you are often left hanging, and your head will likely be spinning throughout the ride. But unlike a roller coaster, the ride of a career in sales never ends. If you’re like most AE’s, when your day is…

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What’s the #1 trait which top sales performers possess?

July 14, 2020

FEARLESSNESS! When you have a “nothing to lose” mindset, you won’t be afraid to “go for it” in sales. Here’s what fearlessness looks like at every stage of the sales cycle: In PROSPECTING, it means reaching out to the C-suite because you know that you bring value. In DISCOVERY, it means asking the tough questions,…

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Re-energize yourself for the second half of 2020

July 6, 2020

2020 has been a difficult year for sales professionals… The global pandemic has placed tremendous strain on many businesses, causing companies to explore ways to cut costs and closely scrutinize any new investments. Layoffs and furloughs have become increasingly common, and AE’s fortunate enough to still have jobs are now challenged to sell completely from…

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“PAY YOUR DUES” TO EARN BIGGER OPPORTUNITIES

June 29, 2020

Today I discuss the importance of paying your dues in sales. So what exactly does this mean? When starting at a new company, it likely means one of the following scenarios: 1. Taking on a territory which has performed poorly in the past. 2. Getting very few or no existing customers assigned to you 3.…

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“BE INTERESTED, NOT INTERESTING”: HOW TO BUILD INSTANT RAPPORT WITH CLIENTS

June 22, 2020

A major mistake people make in sales is to lead by talking about themselves, their company, or their products. This is a sure way to quickly lose your customers attention and break rapport. If you want people to like and trust you, the first thing you need is do is show you are interested in…

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How to have your best sales year ever!!!

June 15, 2020

I’ve appeared on many podcasts, but my recent interview for The LowlySDR with ABUVEGROUND was by far one of the most enjoyable. In this podcast I cover: 1. How can you sell better by being a better human being?2. When is the time to forget sales tactics and just be your authentic self?3. How do you quarterback…

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How to get past “NO DECISION”

June 1, 2020

Today I share what reps can do to move deals forward which are stuck at status quo. Here are the highlights and key takeaways: 1. Start with why. Until you know a clients reasons for wanting to change, then you won’t have a deal. 2. Understand the current pain of staying the same and the…

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HOW TO RIDE THE SALES ROLLER COASTER

July 20, 2020

Working in sales is a lot like riding a roller coaster… There are constant ups and downs, you…