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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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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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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 Salespeople do the hard things first.
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do more for others.
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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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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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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…