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Working without the anxiety of failure

You are NOT your number

January 25, 2021

How do you define success? Many salespeople believe success is simply a reflection of their W2 or quota attainment. The problem is that this belief can lead to a life of constant stress, anxiety, and disappointment and devalues all the things which make us great. When we are only focused on outcomes, it’s difficult to…

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Impactful Executive Conversations

January 20, 2021

1. How do I book meetings with CEO’s and other C-suite execs who refuse to meet with sales reps? 2. How can I ensure that these meetings are impactful? 3. How do I avoid getting intimidated when speaking to execs? 4. How can I build strong, authentic connections with execs? These are some of the…

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How to play “The Waiting Game” in sales

January 19, 2021

We’ve all been there…. If you are in sales, you know exactly what I am talking about. The time period when we’re waiting to hear back as to whether or not we got the sale. While it’s tempting to run circles around your champion asking for an update every hour, this is the last thing…

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Closing time: How to close deals on your timeline without being too pushy

January 11, 2021

We are in the last month of our fiscal year here at Salesforce, and closing strong is top of mind for everybody. Here are my top tips to get your deals closed quickly without jeopardizing the relationship by putting too much pressure on your clients: 1. Make sure you are connected with POWER. Never take…

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Hard now = Easy later

January 4, 2021

Hard now = easy later.Easy now = hard later. That’s my mantra for 2021. Doing the hard things now makes life easier in the future. Period. Last night I started sleep training my son. While it was tough to hear him cry, he put himself to sleep after just a few cycles. A hard WEEK…

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How to make 2021 your best year ever

December 28, 2020

Most of us make New Years resolutions and go into the year excited and motivated to hit them. According to Forbes, only 8% of people actually accomplish their goals. So why is that? Simply put, most people have pie in the sky goals and no plan or timeframe to hit them. If you want to…

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Authenticity Matters in Sales

December 22, 2020

People buy from people they like and trust. If you want to connect better with clients, you have to show up as your authentic self every day. Rapport is built when you are relatable. I used to wear a suit and tie.Now I wear a hat and t-shirt. I used to memorize sales pitches.Now I…

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HOW TO STAY FOCUSED EVERY DAY

December 13, 2020

As somebody who struggles with ADHD, I’ve always had trouble staying focused throughout the day. This struggle compounded this year when I decided to quit taking Adderall, which had served as a “crutch” to increase productivity and get through tasks I didn’t enjoy doing. To continue performing at a high level, I had to find…

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What does it really mean to be a “hard worker” in life

December 7, 2020

“Hard worker” is an identity, not something you do from 9-5 Monday to Friday. “Hard worker” means you work just as hard in your personal life as you do in your career. This means working hard on your: 1. Relationships 2. Family 3. Health 4. Finances 5. Home 6. Hobbies 7. Side hustles 8. Faith…

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HOW TO PROSPECT INTO THE C-SUITE

December 3, 2020

When it comes to prospecting, personalization matters. If you want to set more appointments with key execs and decision makers, take the time to understand who they are and what they care about BEFORE reaching out. Here’s the strategy I use to crack into the C-suite: RESEARCH FIRST1. Visit your target executives LinkedIn profile and…

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Selling with Impact: 4 levels of impact

June 9, 2021

People and companies don’t buy products and services… They buy the outcomes which those products and services deliver.…