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Better yourself. Better your sales.

Working without the anxiety of failure

MINDSET OF A SALES CHAMPION: PART 2

March 19, 2020

Today I continue covering the top 10 beliefs of high performing sales reps, and share my thoughts on the impact of Coronavirus to Account Executives and our customers. Here are beliefs 4-6: 4. I’m willing to do whatever I need to do to change, as my results won’t change unless I do 5. Selling is…

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MINDSET OF a SALES CHAMPION: Part 1

March 11, 2020

Today I begin a new series on the top 10 beliefs which top performing salespeople have in common. More than any other skill, an AE’s success is determined most by what’s between their ears. The first three are listed below: 1. I believe I can do anything2. I always have a strong “why” and refine…

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Breaking into the C-suite

March 2, 2020

How do you secure a meeting with the CEO, COO, or CIO of a large Enterprise? It may sound simple, but an effective strategy to break into the C-Suite is to send a highly personalized gift in the mail, with a hand-written note which demonstrates that you are thinking about them. Today i share how…

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What do sales and fishing have in common?

February 24, 2020

Sales is a lot like fishing in many ways. 1. Choosing the right bait upfront is critical to catching a fish 2. If the fish bite is is not locked in strong enough from the onset, you can easily lose the fish when you try to reel it in 3. The line can break any…

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Objection Handling 101

February 20, 2020

Follow these five steps to master object handling in every stage of the B2B sales cycle. 1. Understand the objection 2. Empathize 3. Isolate the objection 4. Address the objection. 5. Commit to action

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Hit the Ground Running in Q1

February 11, 2020

Yesterday I had the privilege or presenting tips to hit the ground running in 2020. Some key takeaways from the presentation were the following: 1. Master your mindset. Having your head on straight is foundational to everything else. 2. Research your customers and come up with a Point of View and Value Proposition on how…

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Sales Training: Why do customers buy from YOU?

January 27, 2020

Companies buy a product or service because of the OUTCOMES they believe it will deliver to them. As a sales pro, it’s critical to spend time focusing on how you will enable them to APPLY your product or service to their unique business to ensure success. The main reason they will choose YOU over a…

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Get weekly sales tips delivered to your inbox!

January 8, 2020

Great News! I’m excited to launch a weekly video newsletter, where I will send a new sales training video every Monday to help you go out and CRUSH IT! Click the link below to subscribe to my newsletter!

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Selling through a Champion

September 8, 2021

How do you know if your “champion” is really a champion with the power and influence needed to…