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Better yourself. Better your sales.

Working without the anxiety of failure

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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How to build stronger customer connections to close bigger deals

November 24, 2020

Without a strong connection to your prospect or customer, it’s very difficult to close large deals in Enterprise accounts. Here’s how you know if your connection is weak: 1. Your customer has gone silent and is not picking up your calls or returning your texts. 2. You don’t fully understand their buying cycle or next…

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The 12 Week Year: Keys to successful Execution of your weekly goals

November 18, 2020

If you are like many salespeople, daily execution of Revenue Generating Activities (RGA’s) can be a real challenge. Often times the day can overtake us, as we get consumed responding to customer emails, addressing challenges, and working on low value tasks. This is energy draining and hurts our chances of success. I am wrapping up…

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How to get motivated in sales

November 10, 2020

There are some several critical success factors in sales, and in my humble opinion DRIVE is perhaps the most important one. DRIVE is what enables us to figure out ways to win after constant rejection, roadblocks and obstacles throughout the sales cycle. DRIVE is what enables us to show up every day and give it…

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Helping your champion sell internally

November 3, 2020

Why is it that so many large Enterprise deals never go anywhere, even though the benefits and payoffs may seem obvious? It’s because there is ALWAYS more than just one buyer, and your champion or Exec Sponsor must sell this internally before they can sign. It could be their CEO, CFO, Board of Directors, or…

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Going “ALL IN” on your Sales Career

October 27, 2020

Why is it that some sales professionals CRUSH IT year after year, while others struggle to find their way? 🤷‍♂️ The answer is simpler than you think. They are ALL IN! 🙌 So what exactly going “all in” mean? 🤔 1️⃣ It means doing the things you don’t feel like doing, especially when you don’t…

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WHY SALES REPS STRUGGLE TO FIND FULFILLMENT, AND WHAT TO DO ABOUT IT.

October 20, 2020

Sales is a performance sport. When we are selling, our confidence soars and we build upon this momentum to sell even more! When we are in a slump, we question ourselves and often stop doing the things which made us successful in the first place. The roller coaster of sales can be downright exhausting when…

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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!…