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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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🤔 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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How do you separate your self worth from your sales performance? 3 in 5 sales professionals rate their mental health as “fair” or “poor,” and a major reason is due to constant stress and pressure to perform. We beat ourselves up when things aren’t going well, don’t celebrate enough when things are great, and struggle…
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At 42 years old, I decided to run a half marathon. I set this goal to inspire others to go after what they want and show that it’s never too late to start. Last Sunday I ran my first half marathon in 2:07:56, an average pace of 9:45/mile. My original goal was 2:15, which I…
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We all know the importance of engaging with decision makers to accelerate your deals. The question is, how do you book meetings with Senior Execs? Here’s my formula for booking meetings with power in any organization: =================================================== Step 1: Research the Executive extensively. Most important is that we identify what they are focused on in…
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“Most people do not listen with the intent to understand; they listen with the intent to reply.” – Stephen R. Covey To succeed in Enterprise sales, it is important to engage directly with power and align your solution to a key initiative or a problem your client is trying to solve. The challenge, however, is…
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“Many of life’s failures are people who did not realize how close they were to success when they gave up” – Thomas Edison In sales, and in life, your greatest victories will often come shortly after your most painful failures. Regardless of your spiritual beliefs, it feels like God or the universe is constantly testing…
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How do you know if your “champion” is really a champion with the power and influence needed to successfully sell within their company? In the world of Enterprise Sales, most of us strive to sell directly to Senior Executives with power as this compresses the sales cycle. However, it’s often difficult to get access to…
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Customers buy desired outcomes, not products and services. So you must focus on selling the grass, not the seeds. Here are 4 simple steps to do this: Focus on selling directly to power, as Executives are clear on desired outcomes for themselves and the company and will see the “big picture” value of what you…
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I used to believe that true fulfillment and joy would only come if I crushed my sales number. The idea was simple: if I made a ton of money I could buy things and do things that would bring happiness. I also would have the freedom to do what I want, when I want, and…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…