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I believe that “money motivation” is a great driver for salespeople. However, the pursuit of money alone will leave salespeople feeling unfulfilled and empty inside if it’s their only reason for working in sales over the long term. Here’s what I mean: Most salespeople i know originally chose to pursue a sales career because of…
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Is procrastination killing your productivity? 😫 We often make things way harder in our heads than they are in reality. 🤕 The good news is that you can do something about it immediately! 👊👇 You see, it’s not the event, task, person, or situation which is causing you to feel anxious and stressed. It’s the…
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As a Sales Coach, I consistently see three top reasons AE’s miss their sales targets. And they have nothing to do with selling skills. Where do AE’s struggle the most? 1.) They struggle to work their hardest on a consistent basis every single day. Many of my clients share that when they need to work…
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Elite Sales Performer Trait #7: They are Resilient. So what does it truly mean to be resilient? Here are some examples: 1. Resilience is the ability to get back up quickly after failures, obstacles, and setbacks. Often times the greatest success lies directly on the other side of failure, but we will never see this…
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Are we overcomplicating sales and making it much harder than it needs to be??? At its core, sales is really quite simple. There are two primary reasons why people buy or change: 1. Avoidance of pain2. Pursuit of gain Our job as sellers is to understand the challenges which our clients are having today and…
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Is it possible to get rich working in tech sales? It depends how you define rich, but let’s define it simply as having a net worth between 4M-8M between the ages of 35-44, which represents the top 1% for this age bracket. The answer is an astounding YES, but there are a few critical things…
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At 42 years old, I was able to retire from Corporate sales to run my coaching business full time. In my first full year running my own business, I sold nearly 1M in revenue. How was this possible, when I had never owned a business before and work completely solo? It’s very simple….I spent 19…
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Elite Sales Performers do not take ghosting or rejection personal. They realize that just because somebody doesn’t get back to you doesn’t mean they’re not interested. It just means their busy. My first 7 figure deal occurred my rookie year at Salesforce. It took 15 emails before the CIO agreed to meet with me. On…
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Why do companies decide to make large purchases and change what they are doing? A major motivation is to avoid losing something valuable that they have today. In fact, the preference to avoid losing something valuable is significantly stronger than going after a gain of equivalent value. This principle is known as Loss Aversion, aka…
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How do you get access to key decision makers when you are getting blocked in a deal? A major reason why deals don’t close is because we aren’t engaging directly with decision makers. According to Gong Research, not engaging with decision maker decreases a deals win rate by 80% in SMB, and 233% in Enterprise.…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…