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