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Working without the anxiety of failure

The Top 3 Reasons AE’s miss quota

May 6, 2022

As a Sales Coach, I consistently see three top reasons AE’s miss their sales targets. And they have nothing to do with selling skills. Where do AE’s struggle the most? 1.) They struggle to work their hardest on a consistent basis every single day. Many of my clients share that when they need to work…

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Elite Sales Performer Trait #7: Resilience

April 27, 2022

Elite Sales Performer Trait #7: They are Resilient. So what does it truly mean to be resilient? Here are some examples: 1. Resilience is the ability to get back up quickly after failures, obstacles, and setbacks. Often times the greatest success lies directly on the other side of failure, but we will never see this…

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Are we Overcomplicating Sales?

April 20, 2022

Are we overcomplicating sales and making it much harder than it needs to be??? At its core, sales is really quite simple. There are two primary reasons why people buy or change: 1. Avoidance of pain2. Pursuit of gain Our job as sellers is to understand the challenges which our clients are having today and…

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Can you get Rich working in Tech Sales?

April 12, 2022

Is it possible to get rich working in tech sales? It depends how you define rich, but let’s define it simply as having a net worth between 4M-8M between the ages of 35-44, which represents the top 1% for this age bracket. The answer is an astounding YES, but there are a few critical things…

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How will mastering sales today help you tomorrow?

April 6, 2022

At 42 years old, I was able to retire from Corporate sales to run my coaching business full time. In my first full year running my own business, I sold nearly 1M in revenue. How was this possible, when I had never owned a business before and work completely solo? It’s very simple….I spent 19…

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Elite Sales Performer Trait #6: They are persistent

March 29, 2022

Elite Sales Performers do not take ghosting or rejection personal. They realize that just because somebody doesn’t get back to you doesn’t mean they’re not interested. It just means their busy. My first 7 figure deal occurred my rookie year at Salesforce. It took 15 emails before the CIO agreed to meet with me. On…

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Use Loss Aversion to Close Big Deals and beat the Status Quo

March 21, 2022

Why do companies decide to make large purchases and change what they are doing? A major motivation is to avoid losing something valuable that they have today. In fact, the preference to avoid losing something valuable is significantly stronger than going after a gain of equivalent value. This principle is known as Loss Aversion, aka…

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How to access Decision Makers when you are getting blocked in a deal

March 14, 2022

How do you get access to key decision makers when you are getting blocked in a deal? A major reason why deals don’t close is because we aren’t engaging directly with decision makers. According to Gong Research, not engaging with decision maker decreases a deals win rate by 80% in SMB, and 233% in Enterprise.…

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Elite Sales Performer Trait #5: They Focus on RGA’s

March 10, 2022

Elite Sales Performer Trait #5: they focus and spend nearly all their time on RGA’s. “RGA” stands for Revenue Generating Activities. There are only two types of RGA’s: 1. Advancing pipeline2. Creating pipeline Nearly everything else is noise, and should be delegated or deleted altogether. Here are some examples of RGAs for each category: Creating…

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How to get yourself out of a slump

February 28, 2022

How do you get yourself out of a slump? Do you ever feel unmotivated, uninspired, or apathetic at work? If so, these feelings will likely prevent you from showing up your best and taking the required actions which will drive positive results. Even top performers go through ups and downs, and it’s important to understand…

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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!…