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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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Elite Sales Performer Trait #5: they focus and spend nearly all their time on RGA’s. “RGA” stands for Revenue Generating Activities. There are only two types of RGA’s: 1. Advancing pipeline2. Creating pipeline Nearly everything else is noise, and should be delegated or deleted altogether. Here are some examples of RGAs for each category: Creating…
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How do you get yourself out of a slump? Do you ever feel unmotivated, uninspired, or apathetic at work? If so, these feelings will likely prevent you from showing up your best and taking the required actions which will drive positive results. Even top performers go through ups and downs, and it’s important to understand…
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In B2B sales, success is often defined by three criteria: #1: Your % of quota attainment #2. Your income #3. Your standing on the leaderboard The challenge with these metrics is that they are typically only achieved towards the end of the year, or sometimes not at all for 50% of AE’s. So if you…
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So what exactly does ALL IN look like? Here’s a breakdown: 1. They rely on commitment over motivation. Commitment means staying loyal to what you said you were going to do long after the mood you said it has left you. 2. They show up every day! Showing up means trying your best and doing…
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Best advice I could give to anybody in sales: Focus on the process, not the outcomes. Outcomes: closing deals, making a certain income, achieving Presidents Club, etc. Process: executing next steps in active deals, showing up every day (regardless of how you feel), planning your day, executing your plan, and prioritizing RGA’s (Revenue Generating Activities)…
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Pareto Principle in Sales: 80% of your sales will come from 20% of your customers. I used to think that more = better. More accounts = more opportunitiesLarger territory = more upside This philosophy meant that I spent a little bit of time with a lot of accounts, and was thinly spread. Less time invested…
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“The prize doesn’t go to the fastest guy. It goes to the guy who slows down the least.” -Rich Roll, Ultra Marathon Runner. In sales, it’s very easy to take your foot off the gas, especially when nobody is watching. Many sales professionals have two speeds at which they work: 1. High speed – whenever…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it! When you know and believe in the value you bring to your clients, you can defend your pricing with conviction. When you know a client will be better off with you than without you, then you can…
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The golden rule of time management: THE QUALITY OF TIME YOU WORK WILL DETERMINE THE QUANTITY OF TIME YOU HAVE OUTSIDE OF WORK While working long hours, hustling, and grinding every day may get you far in life, it’s often not sustainable and can lead to burnout, stress, and anxiety. We also reach a plateau…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…