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Working without the anxiety of failure
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The only way to say YES to RGA’s (Revenue Generating Activities) is to say NO to the daily activities and tasks which pull you away from them. Today I share the importance of DELEGATING so you can focus on what will move the needle on your business. The most important tasks to delegate are: 1.…
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When selling Enterprise Software, our primary competition is not other vendors, but status quo. Regardless of how impactful your product or service may be, many companies will choose not to do anything at all. There are several reasons why this may occur including the following: 1. They feel like their current plan is working fine2.…
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Incredible success in your career means nothing if your personal life or health is suffering in the process. So what exactly does it mean to be “successful?” I believe that success means living to your greatest potential in ALL areas of life, not just in your career. This means living a healthy lifestyle, making the…
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Today I share the importance of understanding a customer’s Purchasing Process to avoid deals from slipping or apply unwelcome pressure onto your clients. Here are the key questions to ask: One you’ve secured a yes, what happens next? Do they have a PO process, and what does the approval process look like for that? When…
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1. Both take time and require patience. Having a baby takes 9 months, and closing an Enterprise sale can take 6-12 months. 2. Both require practice. In labor, practice means taking classes for breathing and pain management. In selling, it means doing dry runs. 3. Both require a plan for success. In the case of…
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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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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…