Better yourself. Better your sales.
Working without the anxiety of failure
Watch Videos:
The night after Ian Mai closed the biggest deal in his company’s history, he couldn’t sleep. The deal was about 20 times the average deal size at the time. By every outside measure, it was a massive win. But instead of celebrating, he felt more beat up and more broken than before. One question kept…
Most sales training is built to be consumed once and forgotten. You spend two days at a Sandler bootcamp, or a weekend binging YouTube videos, and you come away fired up and full of ideas. Then Monday arrives, and within a week you’re back to running your deals exactly the way you always have. That…
I came from 10 years of copier sales. 20 cold calls a day. “Never take no.” I trained 70 reps on it as a leader at Ricoh. My territory was Koreatown in LA. Every day I walked into 20–30 businesses, cold, with “no soliciting” signs. And I got thrown out, literally. over and over again.…
In my 20s, I thought working 80 hours a week made me successful. It didn’t. It made me tired, distracted, and busy. Today I coach sellers who make the same mistake. When I ask how much of their day is real selling, I usually hear something like this: “I have 8 hours blocked… but I…
I went to see Mike D from the Beastie Boys with my wife recently. It got me thinking about the Beastie Boys’ old producer, Rick Rubin. He’s one of the most successful music producers of all time and has worked with the likes of Adele, Jay-Z, the Red Hot Chili Peppers, and some of the…
For years, I thought being good at sales meant knowing how to pitch. That approach made me the #1 Director of Sales globally at Ricoh. Then I joined Salesforce and missed quota three years in a row. The sellers winning the biggest deals weren’t better presenters. They were better listeners who understood the customer’s business…
Christi Civalier was crushing it in sales and making half a million a year, but something was missing. Deep inside she knew there was another level of selling she had yet to reach. She felt stuck in her career, and had hit a ceiling. Five years ago, while I was still working at Salesforce, she…
When I ask sales teams how many times they follow up with an executive before they move on, the most common answer is two emails, maybe a call. The B2B tech sales emails that get replies prove you researched the buyer’s business before writing. I used to be a pushy, transactional seller. I missed quota…
I get asked all the time how to break into Enterprise tech sales. Since I don’t offer career coaching, I decided to interview my good friend Daniel Borodyansky, who broke into Microsoft with no sales experience. Not only did he share his step-by-step playbook for landing his dream job, he also broke down how he…
I once sold more deals than anyone on my team and still missed my number. That year I finished at 95% of quota at Salesforce. And I still missed, because every deal I sold was a department-level deal. Small, tactical, easy to approve and easy to forget. So what is enterprise tech sales, and why…
Weekly Sales Tips
Be the first to know:
Featured Post:
What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…