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Working without the anxiety of failure
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Working in sales is a lot like riding a roller coaster… There are constant ups and downs, you are often left hanging, and your head will likely be spinning throughout the ride. But unlike a roller coaster, the ride of a career in sales never ends. If you’re like most AE’s, when your day is…
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FEARLESSNESS! When you have a “nothing to lose” mindset, you won’t be afraid to “go for it” in sales. Here’s what fearlessness looks like at every stage of the sales cycle: In PROSPECTING, it means reaching out to the C-suite because you know that you bring value. In DISCOVERY, it means asking the tough questions,…
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2020 has been a difficult year for sales professionals… The global pandemic has placed tremendous strain on many businesses, causing companies to explore ways to cut costs and closely scrutinize any new investments. Layoffs and furloughs have become increasingly common, and AE’s fortunate enough to still have jobs are now challenged to sell completely from…
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Today I discuss the importance of paying your dues in sales. So what exactly does this mean? When starting at a new company, it likely means one of the following scenarios: 1. Taking on a territory which has performed poorly in the past. 2. Getting very few or no existing customers assigned to you 3.…
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A major mistake people make in sales is to lead by talking about themselves, their company, or their products. This is a sure way to quickly lose your customers attention and break rapport. If you want people to like and trust you, the first thing you need is do is show you are interested in…
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I’ve appeared on many podcasts, but my recent interview for The LowlySDR with ABUVEGROUND was by far one of the most enjoyable. In this podcast I cover: 1. How can you sell better by being a better human being?2. When is the time to forget sales tactics and just be your authentic self?3. How do you quarterback…
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In sales we are often taught to WIN a deal at all costs and never take NO for an answer. I have found that while this approach can certainly help us develop thick skin and persistence, which are essential in sales, you also need to know when to walk away. If we are spending a…
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Today I share what reps can do to move deals forward which are stuck at status quo. Here are the highlights and key takeaways: 1. Start with why. Until you know a clients reasons for wanting to change, then you won’t have a deal. 2. Understand the current pain of staying the same and the…
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I recently appeared on the Monster Chats Business Podcast, where I talked about motivation, work ethic, and purpose. In this clip I share how I stay motivated every year. Here are a few key takeaways: 1. When failure is not an option, you will figure out a way to get the job done 2. The…
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Last week I shared the importance of spending the bulk of your day on RGA’s (Revenue Generating Activities), which I’ve defined as follows: 1. Setting meetings 2. Preparing for meetings 3. Doing meetings 4. Following up on meetings An important point to remember is that not all RGAs are created equal! It’s important to spend…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…