Better yourself. Better your sales.
Working without the anxiety of failure
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Spend MORE time with LESS people, as long as they are the RIGHT people with POWER to drive change within their company!
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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…
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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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Motivation Monday: Asking POWERFUL questions. What is the most important question you can ask your clients or prospects when working on a deal?…??? “Why is this important to you?” Many of us are taking time to reflect upon what matters most in our lives. When it comes to B2B sales, the more you can help…
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Today wraps up our series on the Top 10 beliefs of high performing sales reps. Here are beliefs 7-10: 7. I do what others won’t do, so I can do what others can’t do. 8. I am not attached to a specific outcome 9. Output matters most 10. I stay the course until my work…
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Today I had the privilege of appearing as a guest on John Barrows’ “Make it Happen Monday” Podcast, where I shared tips on how to win large Enterprise deals. In this clip below, I discuss the importance of understanding how decisions get made within a large company and questions you can ask your Champion to…
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Today I continue covering the top 10 beliefs of high performing sales reps, and share my thoughts on the impact of Coronavirus to Account Executives and our customers. Here are beliefs 4-6: 4. I’m willing to do whatever I need to do to change, as my results won’t change unless I do 5. Selling is…
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Today I begin a new series on the top 10 beliefs which top performing salespeople have in common. More than any other skill, an AE’s success is determined most by what’s between their ears. The first three are listed below: 1. I believe I can do anything2. I always have a strong “why” and refine…
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How do you secure a meeting with the CEO, COO, or CIO of a large Enterprise? It may sound simple, but an effective strategy to break into the C-Suite is to send a highly personalized gift in the mail, with a hand-written note which demonstrates that you are thinking about them. Today i share how…
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Sales is a lot like fishing in many ways. 1. Choosing the right bait upfront is critical to catching a fish 2. If the fish bite is is not locked in strong enough from the onset, you can easily lose the fish when you try to reel it in 3. The line can break any…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…