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At 42 years old, I was able to retire from Corporate sales to run my coaching business full time. In my first full year running my own business, I sold nearly 1M in revenue. How was this possible, when I had never owned a business before and work completely solo? It’s very simple….I spent 19…
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Elite Sales Performers do not take ghosting or rejection personal. They realize that just because somebody doesn’t get back to you doesn’t mean they’re not interested. It just means their busy. My first 7 figure deal occurred my rookie year at Salesforce. It took 15 emails before the CIO agreed to meet with me. On…
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Why do companies decide to make large purchases and change what they are doing? A major motivation is to avoid losing something valuable that they have today. In fact, the preference to avoid losing something valuable is significantly stronger than going after a gain of equivalent value. This principle is known as Loss Aversion, aka…
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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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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…