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Why is it that so many large Enterprise deals never go anywhere, even though the benefits and payoffs may seem obvious? It’s because there is ALWAYS more than just one buyer, and your champion or Exec Sponsor must sell this internally before they can sign. It could be their CEO, CFO, Board of Directors, or…
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Why is it that some sales professionals CRUSH IT year after year, while others struggle to find their way? 🤷♂️ The answer is simpler than you think. They are ALL IN! 🙌 So what exactly going “all in” mean? 🤔 1️⃣ It means doing the things you don’t feel like doing, especially when you don’t…
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Sales is a performance sport. When we are selling, our confidence soars and we build upon this momentum to sell even more! When we are in a slump, we question ourselves and often stop doing the things which made us successful in the first place. The roller coaster of sales can be downright exhausting when…
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There are three critical success factors in Sales: 1. Activity (RGAs) 2. Attitude (Positivity and Confidence) 3. Selling skills The good news is that we have 💯 control over our activity, and high activity will likely lead to improved skills and increased confidence. But the key to activity is that we focus on the RIGHT…
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“TO KNOW AND NOT TO DO IS REALLY NOT TO KNOW” – Stephen R. Covey There is a wealth of fantastic content out there, but a scarcity of application. It’s far too common that people listen to or read something new, then immediately move onto something else without applying what they learn. NEVER move onto…
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Several weeks ago I had the privilege of meeting with Dale Dupree, founder of the Sales Rebellion, and appearing on his Podcast “Selling Local.” This was truly an EPIC conversation where we discussed ways that Sales Professionals can perform at their highest level while truly making an impact on the lives of others. We spent…
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Over the past 8 weeks, I’ve been on paternity leave and have used the time to bond with my wife and 2 sons. It’s also been a time to reflect upon what I really want in life, and connect deeply with my greater mission and purpose. I always believed that happiness would come from experiencing…
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We all have days where we get down on ourselves, regardless of how well things may be going in our lives. Today I share a helpful hack to “snap out of it” when you feel like you’re in a funk or having a rough day where it’s hard to get going. A few important pointers…
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When somebody asks you “what do you do for a living,” how do you normally respond? If you are like many AE’s, you will likely describe what it is that you sell, such as saying “I sell CRM software to Large Enterprises.” But that answer really doesn’t tell anybody what you do, especially if they…
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Most of us will never experience a “near death experience,” but those who have will all agree that it is life changing in many ways. I recently appeared on April Garcia’s “PivotMe” Podcast, where I shared my life story and the catalyst which led me to start making videos and coaching others. The full episode…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…