Better yourself. Better your sales.
Working without the anxiety of failure
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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…
Read More...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…
Read More...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…
Read More...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…
Read More...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…
Read More...Today I demystify what “hard work” really means in sales: Myth #1: It takes working 80 hour weeks to make 7 figures in sales Truth #1: What you DO when you are working matters more than how many hours you work Myth #2: “Hard work” is defined by “hours worked” Truth #2: Hard Work is…
Read More...Key takeaways of today’s video: 1. Deals move faster when you are with power from the onset, so always try to start at the top, then yo-yo down to the middle or bottom before coming back up. 2. If you are already are working with a champion, ask to meet with the decision maker as…
Read More...Spend MORE time with LESS people, as long as they are the RIGHT people with POWER to drive change within their company!
Read More...Today I share 3 tips on how to run impactful meetings with Senior Executives. 1. See yourself as an equal. Always remember that we are all human and put our pants on the same way. Executives are friendly, sharp, and direct which makes them easy to work with. 2. Focus on understanding and solving their…
Read More...I know it can be hard to stay positive during difficult times, especially given the current events and COVID-19. Today I share a couple questions which I ask whenever I encounter a major challenge or setback in sales or in life. 1. Is this happening TO me, or is this happening FOR me? 2. What…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…