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Working without the anxiety of failure

Reducing Stress in Sales

May 11, 2021

Is it possible to reduce stress when working in sales, or does this simply come with the territory? May is Mental Health Awareness month, and last week on Andy Paul’s Sales Enablement podcast Andy, Richard Harris, and Howard Brown discussed a recent survey in which 75% of sales reps reported feeling “stressed” or “highly stressed.”…

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Earning the right for discovery

May 3, 2021

How do you respond when a prospect asks to see your product or service before discovery??? You should never: give them a demo before validating what they need provide a detailed overview of your product tell them you can’t show them yet because you haven’t done discovery Prospects don’t want to waste your time or…

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Focus on output, not outcomes

April 27, 2021

Why do many AE’s perform below their potential and feel unfulfilled in sales? It’s because they are focused on outcomes instead of output. Here are a few examples of what this looks like: Will I hit my quota this month/quarter/year? Is this deal going to close? How much will I earn this year? When will…

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Pitch your discovery, not your product

April 20, 2021

Most sales are made during discovery, NOT at the closing stage of a sales cycle. So rather than pitching your product or scheduling a demo early on, pitch your discovery process first. When a prospect agrees to let you into their world and show you how they are doing things today, they expect that will…

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Can morning workouts improve sales?

April 13, 2021

Can morning workouts improve your sales? I firmly believe that exercising each morning can and will improve sales performance. Why? There are many reasons, but four stand out most: Morning workouts give you energy which lasts throughout the day. Energy is what enables you to put in a FULL day and feel sharper so you…

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Work smarter, not harder

April 6, 2021

Are you a “busy worker” or a “focused worker”? Many AE’s confuse “hard work” for “busy work,” which feels like a grind and prevents the most important things from getting done. Here’s what “busy work” looks like: working excessively long hours, including nights and some weekends moving from one menial task to another without prioritizing…

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Selling is helping

March 30, 2021

Selling is helping. Definition of help: 1. make it easier for (someone) to do something by offering one’s services or resources. Selling is not: Applying unnatural pressure on somebody who is not ready or able to make a decision on your timeline Trying to convince a prospect to buy something they may not want or…

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How to create a compelling Business Case

March 23, 2021

Most large Enterprises will not purchase software or services without a strong Business Case. Last week I had the pleasure of appearing on the 30 Minutes to President’s Club Podcast with Nick Cegelski and Armand Farrokh, where we dove deep into how to put together a compelling Business Case using my “Yo-yo” selling framework. Here’s the formula…

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Top 7 qualities of great Sales Leaders

March 15, 2021

What makes a great frontline sales leader? In today’s video I dive deep into the qualities of exceptional sales leaders that will drive higher revenue, low sales turnover, and happier AE’s. Here are the top 7 qualities of great sales leaders: 1. Shock absorbers – rather than passing the pressure of aggressive sales targets directly…

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The Golden Rule in Sales

March 11, 2021

What is the golden rule in sales??? ADD VALUE FIRST Before I ever try to sell a client or prospect, I always start by helping with their immediate needs. Help others get what they want, and you will get what you want. This is the fastest, most effective way to build trust and rapport with…

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Earning the right for discovery

May 3, 2021

How do you respond when a prospect asks to see your product or service before discovery??? You should…