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Better yourself. Better your sales.

Working without the anxiety of failure

How to get to an “ALL IN” state

December 15, 2021

On December 28th, 2018 I listened to a podcast featuring a Bronnie Ware, author of “The 5 regrets of the Dying.” Bronnie worked for many years as a hospice nurse caring for dying patients. She heard them share the same regrets over and over again on their deathbeds, and wrote a book about it. They…

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How do you know if you’re working with a change agent?

December 9, 2021

How do you know if you’re working with a change agent at a company who has the power and influence to get a deal done? Last week I posted a video on how to gain consensus from multiple stakeholders when selling large, complex deals. This video was widely circulated and received great feedback, so I…

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Win Large Deals by gaining Consensus from multiple stakeholders

December 1, 2021

I once lost a deal on a contract valued at 47 million dollars. Yes, you heard that right. …47 MILLION! The hardest part was that I felt I had done everything right to win it. I was engaged directly with the company CEO and he was championing the deal internally. I had negotiated with their…

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Elite Sales Performer Trait #3: They Have a Strong Why

November 23, 2021

I have a confession to make. A year ago around this time, I was seriously considering leaving Salesforce. My paternity leave has just ended, and I returned sitting at 50% of plan. I had to sell 1M in Q4 to hit my goal, and I was scared. My fear was that if I missed my…

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Elite Sales Performer Trait #2: They Care

November 18, 2021

The second trait of Elite Sales Performers is that they care. Why is this so critical to sales success? Teddy Roosevelt said it best: “People don’t care how much you know until they know how much you care.” Customers can quickly and easily tell if you truly care about them by the way you engage…

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Elite Salesperson Trait #1: Discipline

November 8, 2021

Elite Salespeople do the hard things first.

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Help others get what they want, and you will get what you want

November 2, 2021

do more for others.

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Sales is not a charity: never give things away without getting what you need in return

October 27, 2021

Sales is a two way street: it requires active participation from both parties to run a successful sales cycle. One of the best indicators of whether a deal is qualified or a customer is serious is their level of engagement. Customers who want whatever you’re selling are typically willing to share during discovery, actively communicate,…

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Use “reverse selling” to have your clients convince you why they need it

October 21, 2021

Do your clients really NEED what you’re selling, or is it a nice to have? Once you understand why they truly need what you have to offer, then you can sell with much more effectively. This will improve your win rates and save you time chasing unqualified deals. During discovery, I use a method I…

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When should you deliver pricing, and who should you give it to?

October 14, 2021

🤔 At what stage of the sales cycle should you deliver pricing, and who should you give it to? Many software deals are lost as a result of giving pricing at the wrong time to the wrong person in the sales cycle. If you give pricing too early, the prospect may disqualify you before the…

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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!…