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Better yourself. Better your sales.

Working without the anxiety of failure

Dealing with Anxiety

April 30, 2024

A few weeks ago I was feeling a lot of anxiety.  I was preparing to host a large Mastermind at my home in Lake Arrowhead, and I felt extremely anxious about what could go wrong.  Although I had spent months preparing for the event, my mind was racing.  So I recorded a video about how…

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Fireside Chat with Jake Dunlap

April 23, 2024

I recently hosted a Fireside Chat with Jake Dunlap, who just launched his new book the Innovative Seller.  Jake is the industry-leading CEO of Skaled, a Revenue Operations Consultancy known for its leadership in AI for sales, modern sales strategies, and focus on performance.  He has worked with 1000s of top revenue leaders and teams…

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10 Strategies to Build Wealth in Tech Sales in 2024

April 16, 2024

There are ten strategies to build wealth in tech sales in 2024.  They are simple, but not easy.  Before we begin, please note that I am not a Financial Advisor and the strategies which I’m sharing are based on my own experience.  If you want investment advice, always consult with a financial professional.  Now let’s…

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The Power of Belief in Sales

April 9, 2024

If you want others to believe in you, you must first believe in yourself.  There are two critical things you MUST believe to be successful:  Let’s start with the first belief.  If you don’t believe that you can succeed in your role, then you won’t.  Because you won’t be ALL IN every single day, since…

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The Power of Executive Sponsorship

April 2, 2024

Here’s why you need Executive Sponsorship in all your deals:  Always aim to get the cell phone number of your Executive Sponsor, and text them a thank you note after you first meet so they have your contact info.  I also ask permission to reach out to give them important updates, or in the event…

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Do this RGA to win 62% of your deals

March 26, 2024

Did you know that the top 20% of sellers have a 62% deal win rate? So what exactly are they doing differently than everybody else?  They are doing one RGA which I’ve never talked about, but is more important than ever.  🥁🥁🥁🥁🥁🥁 They are constantly RE-QUALIFYING deals in their pipeline.  And if their deals are…

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Fireside Chat with John Barrows

March 19, 2024

This month I had the honor of interviewing my friend and mentor John Barrows, who many consider to be the Godfather of software sales training.  Most of you already know John, or perhaps he trained you at a past company you worked for.  If you haven’t met John, you are in for an absolute treat…

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The True Price of Hard Work

March 12, 2024

If you want to become a top 1% seller, you must show up consistently and work your hardest every day.  However, hard work often comes at a high price.  Here’s what that looks like for me:  So if it comes at such a high cost, why bother at all?  It’s really simple: because the alternative…

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From Addiction to Sales Mastery

March 5, 2024

For most of my teenage and adult life, I was a “high functioning addict.” Alcohol, drugs, adderall, gambling, porn, video games, and work.  You name it, I did it.  As long as it gave me a dopamine hit… Because I was a top performer at work, I denied I had a problem.  Until I hit…

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Fireside Chat with Mike Fiascone

February 27, 2024

This month’s Fireside Chat is with Docusign legend Mike Fiascone!  Mike has cracked the code on selling exceptionally large enterprise deals.  He was the former #1 AE at Oracle, #1 AE at Docusign, and VP of Strategic Engagements at Docusign, where he led their Big Deal team globally.  Here’s what we covered during the Fireside…

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The #1 key to negotiating

January 19, 2022

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