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In her first year of coaching, Katie Pierce nearly doubled her income from $250K/year to $500K/year. But what’s most interesting is that we didn’t focus on her sales skills at all. Instead, we focused on her self-care and work habits. Prior to coaching, Katie was consistently hitting around 100% of quota, but doing it the…
We’ve all heard about winning friends and influencing people, right? The book about building relationships that make work more successful could lead you to think that tech sales are relationship-driven through and through. What if this isn’t the whole story? In fact, I know it’s not the true story of tech sales. Why? Because I’ve…
AI is going to replace a lot of transactional sellers. But sellers who master these 3 skills will become IRREPLACEABLE in the Age of AI: Here’s why these skills matter more than ever. Buyers are already using AI to research solutions, compare vendors, and learn about products before speaking with a salesperson. If your primary…
When I announced on LinkedIn last week that Salman Mohiuddin was joining our team, I was excited because I knew he was a great sales coach. But after spending 90 minutes with him on this week’s podcast, I’m ecstatic! Because he’s truly one of the best sales coaches in the world. He cares deeply about…
A few years ago, Eric Cullen wasn’t sure he should even stay in sales. This year, at 50 years young, he’s on track to earn $1M. For most of his career, Eric made around $300K a year and hovered right around his number. Some years a little above plan, some years a little below, but…
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…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…