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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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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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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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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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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 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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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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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…