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Working without the anxiety of failure

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. If you want to sell more and improve your close rate, you must know your impact. There are 4 levels of impact for every deal. Individual level What is the impact this deal will have for your…

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Finding Happiness in Sales

June 2, 2021

For the bulk of my career, I believed happiness came from crushing it in sales. If I hit my quota, I was happy.If I didn’t, I beat myself up and felt miserable. I also believed a high income would enable me to buy things that made me happy. News flash….it didn’t. 2016. I bought a…

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How to Handle Low Motivation Days

May 25, 2021

How do you handle days when your motivation is low? Last week I had a coaching client tell me he was on fire Monday and Tuesday, but felt unmotivated on Wednesday. Here’s what I told him: First off, it’s important to understand that motivation comes and goes, even for the most ambitious of people. Here…

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How to Maintain Work/Life Balance

May 18, 2021

Is it possible to perform consistently in sales while maintaining a healthy work/life balance? The simple answer is YES, but it will require thinking and working differently. Over the past two years, I was able to exceed plan while starting and growing my side hustle, having a baby, and putting a tremendous amount of time…

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Reducing Stress in Sales

May 11, 2021

Is it possible to reduce stress when working in sales, or does this simply come with the territory? May is Mental Health Awareness month, and last week on Andy Paul’s Sales Enablement podcast Andy, Richard Harris, and Howard Brown discussed a recent survey in which 75% of sales reps reported feeling “stressed” or “highly stressed.”…

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Earning the right for discovery

May 3, 2021

How do you respond when a prospect asks to see your product or service before discovery??? You should never: give them a demo before validating what they need provide a detailed overview of your product tell them you can’t show them yet because you haven’t done discovery Prospects don’t want to waste your time or…

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Focus on output, not outcomes

April 27, 2021

Why do many AE’s perform below their potential and feel unfulfilled in sales? It’s because they are focused on outcomes instead of output. Here are a few examples of what this looks like: Will I hit my quota this month/quarter/year? Is this deal going to close? How much will I earn this year? When will…

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Pitch your discovery, not your product

April 20, 2021

Most sales are made during discovery, NOT at the closing stage of a sales cycle. So rather than pitching your product or scheduling a demo early on, pitch your discovery process first. When a prospect agrees to let you into their world and show you how they are doing things today, they expect that will…

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Can morning workouts improve sales?

April 13, 2021

Can morning workouts improve your sales? I firmly believe that exercising each morning can and will improve sales performance. Why? There are many reasons, but four stand out most: Morning workouts give you energy which lasts throughout the day. Energy is what enables you to put in a FULL day and feel sharper so you…

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Work smarter, not harder

April 6, 2021

Are you a “busy worker” or a “focused worker”? Many AE’s confuse “hard work” for “busy work,” which feels like a grind and prevents the most important things from getting done. Here’s what “busy work” looks like: working excessively long hours, including nights and some weekends moving from one menial task to another without prioritizing…

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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!…