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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. 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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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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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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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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Have you ever missed your number because your deal with was stalled in purchasing??? If so, pay close attention to today’s videos to ensure this never happens again. Many sales reps view purchasing departments as obstacles to getting deals done, and will try to go around purchasing to close deals. This is the worst thing…
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Is it possible to make over 7 figures in sales? The simple answer is YES, but there are several factors to doing so which extend far beyond hard work, perseverance, resilience, focus, and execution, all of which are table stakes. 1. You need to be driving the right vehicle – i.e. working for a company…
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How do you do it all? I have been getting this question more and more, as many people are aware that in addition to a highly demanding career at Salesforce, I also: 1. Run my own sales coaching business 2. Make videos, speak, and go on podcasts 3. Exercise daily 4. Prioritize family and have…
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Which sales methodology is best??? BANTSPINGAPChallengerSandlerTarget Account Selling I frequently get asked which method I use, and the simple answer is that there isn’t a single method that I use when selling. If I had to pick one to recommend, it would GAP selling by Keenan, as this aligns closest with how I run discovery. And…
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I have a confession to make…. I was scared to come back to Salesforce after taking my paternity leave. Why? Because I was afraid that if I didn’t hit my plan I would lose credibility within the sales community and at Salesforce. For context, It was mid-October and I had been on leave for almost…
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Most large Enterprises will not purchase software or services without a strong Business Case. Last week I had…