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Working without the anxiety of failure

How Masterminds changed my life

February 20, 2024

For the past 7 years, I’ve been attending Mastermind events. They changed my life forever. Here are the Masterminds I’ve been part of, and how they have helped. 2017-2018: Abundant The main focus of Abundant is to help sales reps and business owners gain clarity on what they want most, create a compelling vision for…

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Top 3 Ingredients to close big deals

February 13, 2024

If you want to make 500K+ per year in tech sales, there’s only one way to do it… CLOSE BIG DEALS! And to close big deals, you need 3 key ingredients:  I call these the 3 P’s: Here’s a breakdown of each ingredient:  Power: You need to be speaking directly to key decision makers, rather…

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How to Build an Effective Prospecting Sequence

February 6, 2024

There are two main reasons why most prospecting sequences fail:  I’ve been coaching AE’s for 4+ years to help them create highly personalized, multi-channel sequences that convert into qualified meetings.  One of my clients used the sequence we created to book 10 meetings with Senior Executives in Fortune 500 companies.  Another AE gave the sequence…

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The #1 Prospecting Mistake You Can Make!

January 30, 2024

Here’s the single biggest mistake you can make when prospecting in 2024:  Prospect a little bit to a lot of people.  Here’s what I mean:  Let’s say your territory consists of 50 prospects.   Most people will identify a few key contacts in each account to target (let’s use 3 for this example).  This gives them…

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Can Money Buy Happiness?

January 23, 2024

“Whoever said money can’t buy happiness simply didn’t know where to go shopping.” -Gertrude Stein While it’s  true that money itself can’t buy happiness, it can afford you the time, freedom, and opportunity to pursue and do things that can lead to happiness.  It can also help you provide for your family and loved ones…

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Two Kinds of Pain in Sales

January 16, 2024

There are two kinds of pain you will experience on a regular basis if you work in sales: Let’s talk about the two in detail:  1. The pain of regret and shame:  This is the pain that you feel at the end of the day, which is a direct result of NOT keeping your word…

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Fireside Chat with Anthony Natoli

January 9, 2024

Four years ago, Anthony Natoli hit rock bottom, was $100,000 in debt, and was struggling from a severe gambling addiction.  Today, he’s completely sober from gambling, debt free, and a top Account Executive in tech.  He’s running a half marathon this year and has appeared on dozens of podcasts to share his inspiring story with…

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My RAD goals for 2024

January 2, 2024

Happy New Year! I hope that you had a wonderful holiday break with family and friends.  The holiday season is also a great time to reflect upon what you want most for 2024.  Have you set your 2024 goals yet?  If not, try using my “RAD” goal framework.  For anybody unfamiliar with RAD goals, here’s…

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Tale of the Sale: Berkshire Hathaway HomeServices

December 26, 2023

Until today, I have never shared the exact details of how I was able to find and close the largest deal of my career with Berkshire Hathaway HomeServices.  I’m thrilled to provide you with a closer look “under the hood” of this deal from start to finish.  I recently met with Andrew Kappel and appeared…

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Fireside Chat with Chris Stuart

December 19, 2023

The largest deal I sold in my sales career was to Berkshire Hathaway HomeServices.  The main reason Salesforce won this deal is that we were aligned to the company’s strategic goals, became a trusted partner throughout the sales process, and had an amazing Executive Sponsor in Chris Stuart, who was their former CEO.  I’m thrilled…

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The #1 key to negotiating

January 19, 2022

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