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We are in the last month of our fiscal year here at Salesforce, and closing strong is top of mind for everybody. Here are my top tips to get your deals closed quickly without jeopardizing the relationship by putting too much pressure on your clients: 1. Make sure you are connected with POWER. Never take…
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Hard now = easy later.Easy now = hard later. That’s my mantra for 2021. Doing the hard things now makes life easier in the future. Period. Last night I started sleep training my son. While it was tough to hear him cry, he put himself to sleep after just a few cycles. A hard WEEK…
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Most of us make New Years resolutions and go into the year excited and motivated to hit them. According to Forbes, only 8% of people actually accomplish their goals. So why is that? Simply put, most people have pie in the sky goals and no plan or timeframe to hit them. If you want to…
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People buy from people they like and trust. If you want to connect better with clients, you have to show up as your authentic self every day. Rapport is built when you are relatable. I used to wear a suit and tie.Now I wear a hat and t-shirt. I used to memorize sales pitches.Now I…
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As somebody who struggles with ADHD, I’ve always had trouble staying focused throughout the day. This struggle compounded this year when I decided to quit taking Adderall, which had served as a “crutch” to increase productivity and get through tasks I didn’t enjoy doing. To continue performing at a high level, I had to find…
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“Hard worker” is an identity, not something you do from 9-5 Monday to Friday. “Hard worker” means you work just as hard in your personal life as you do in your career. This means working hard on your: 1. Relationships 2. Family 3. Health 4. Finances 5. Home 6. Hobbies 7. Side hustles 8. Faith…
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When it comes to prospecting, personalization matters. If you want to set more appointments with key execs and decision makers, take the time to understand who they are and what they care about BEFORE reaching out. Here’s the strategy I use to crack into the C-suite: RESEARCH FIRST1. Visit your target executives LinkedIn profile and…
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Without a strong connection to your prospect or customer, it’s very difficult to close large deals in Enterprise accounts. Here’s how you know if your connection is weak: 1. Your customer has gone silent and is not picking up your calls or returning your texts. 2. You don’t fully understand their buying cycle or next…
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If you are like many salespeople, daily execution of Revenue Generating Activities (RGA’s) can be a real challenge. Often times the day can overtake us, as we get consumed responding to customer emails, addressing challenges, and working on low value tasks. This is energy draining and hurts our chances of success. I am wrapping up…
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There are some several critical success factors in sales, and in my humble opinion DRIVE is perhaps the most important one. DRIVE is what enables us to figure out ways to win after constant rejection, roadblocks and obstacles throughout the sales cycle. DRIVE is what enables us to show up every day and give it…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…