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Better yourself. Better your sales.

Working without the anxiety of failure

Maintaining a Positive Attitude

April 14, 2020

I know it can be hard to stay positive during difficult times, especially given the current events and COVID-19. Today I share a couple questions which I ask whenever I encounter a major challenge or setback in sales or in life. 1. Is this happening TO me, or is this happening FOR me? 2. What…

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Asking Powerful Questions

April 6, 2020

Motivation Monday: Asking POWERFUL questions. What is the most important question you can ask your clients or prospects when working on a deal?…??? “Why is this important to you?” Many of us are taking time to reflect upon what matters most in our lives. When it comes to B2B sales, the more you can help…

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Mindset of a Sales Champion: Part 3

March 31, 2020

Today wraps up our series on the Top 10 beliefs of high performing sales reps. Here are beliefs 7-10: 7. I do what others won’t do, so I can do what others can’t do. 8. I am not attached to a specific outcome 9. Output matters most 10. I stay the course until my work…

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Navigating Decision Making within a Large Enterprise

March 24, 2020

Today I had the privilege of appearing as a guest on John Barrows’ “Make it Happen Monday” Podcast, where I shared tips on how to win large Enterprise deals. In this clip below, I discuss the importance of understanding how decisions get made within a large company and questions you can ask your Champion to…

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MINDSET OF A SALES CHAMPION: PART 2

March 19, 2020

Today I continue covering the top 10 beliefs of high performing sales reps, and share my thoughts on the impact of Coronavirus to Account Executives and our customers. Here are beliefs 4-6: 4. I’m willing to do whatever I need to do to change, as my results won’t change unless I do 5. Selling is…

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MINDSET OF a SALES CHAMPION: Part 1

March 11, 2020

Today I begin a new series on the top 10 beliefs which top performing salespeople have in common. More than any other skill, an AE’s success is determined most by what’s between their ears. The first three are listed below: 1. I believe I can do anything2. I always have a strong “why” and refine…

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Breaking into the C-suite

March 2, 2020

How do you secure a meeting with the CEO, COO, or CIO of a large Enterprise? It may sound simple, but an effective strategy to break into the C-Suite is to send a highly personalized gift in the mail, with a hand-written note which demonstrates that you are thinking about them. Today i share how…

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What do sales and fishing have in common?

February 24, 2020

Sales is a lot like fishing in many ways. 1. Choosing the right bait upfront is critical to catching a fish 2. If the fish bite is is not locked in strong enough from the onset, you can easily lose the fish when you try to reel it in 3. The line can break any…

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Objection Handling 101

February 20, 2020

Follow these five steps to master object handling in every stage of the B2B sales cycle. 1. Understand the objection 2. Empathize 3. Isolate the objection 4. Address the objection. 5. Commit to action

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Hit the Ground Running in Q1

February 11, 2020

Yesterday I had the privilege or presenting tips to hit the ground running in 2020. Some key takeaways from the presentation were the following: 1. Master your mindset. Having your head on straight is foundational to everything else. 2. Research your customers and come up with a Point of View and Value Proposition on how…

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The #1 key to negotiating

January 19, 2022

What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…