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Better yourself. Better your sales.

Working without the anxiety of failure

The Best Definition of Success I’ve ever heard

February 21, 2022

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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Elite Sales Performer Trait #4: They’re ALL IN

February 15, 2022

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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Focus on the Process, not the Outcomes

February 9, 2022

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: 80/20 rule

February 6, 2022

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…

January 26, 2022

“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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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! 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

January 11, 2022

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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Become your customers’ customer

January 6, 2022

A fantastic way to understand how and where you help your customers is to become their customer first. This will help you identify friction points, inefficiencies, and opportunities where your products or services could help improve the overall customer experience. This is also the best type of research which can help you develop a tailored…

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Set RAD goals for 2022

December 29, 2021

How can you make 2022 your best year yet? By thinking bigger, aiming higher, and setting RAD goals! While many people use the SMART framework to set goals, there’s one piece of this which I’m not a huge fan of. It’s the A, which stands for achievable (or attainable). When we set achievable goals, often…

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Uncovering Opportunity Costs in Deals

December 22, 2021

If you sell software, then you likely help companies improve efficiency and productivity of their company and users. This is done by automating manual processes, enabling collaboration within a single tool or platform, leveraging AI, and eliminating redundant tasks or steps. Almost every organization I work with is feeling immense pressure from a labor shortage…

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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!…