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Working without the anxiety of failure
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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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Follow these five steps to master object handling in every stage of the B2B sales cycle. 1. Understand the objection 2. Empathize 3. Isolate the objection 4. Address the objection. 5. Commit to action
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Yesterday I had the privilege or presenting tips to hit the ground running in 2020. Some key takeaways from the presentation were the following: 1. Master your mindset. Having your head on straight is foundational to everything else. 2. Research your customers and come up with a Point of View and Value Proposition on how…
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Companies buy a product or service because of the OUTCOMES they believe it will deliver to them. As a sales pro, it’s critical to spend time focusing on how you will enable them to APPLY your product or service to their unique business to ensure success. The main reason they will choose YOU over a…
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Great News! I’m excited to launch a weekly video newsletter, where I will send a new sales training video every Monday to help you go out and CRUSH IT! Click the link below to subscribe to my newsletter!
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…