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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it! When you know and believe in the value you bring to your clients, you can defend your pricing with conviction. When you know a client will be better off with you than without you, then you can…
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The golden rule of time management: THE QUALITY OF TIME YOU WORK WILL DETERMINE THE QUANTITY OF TIME YOU HAVE OUTSIDE OF WORK While working long hours, hustling, and grinding every day may get you far in life, it’s often not sustainable and can lead to burnout, stress, and anxiety. We also reach a plateau…
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How can you make 2022 your best year yet? By thinking bigger, aiming higher, and setting RAD goals! While many people use the SMART framework to set goals, there’s one piece of this which I’m not a huge fan of. It’s the A, which stands for achievable (or attainable). When we set achievable goals, often…
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I have a confession to make. A year ago around this time, I was seriously considering leaving Salesforce. My paternity leave has just ended, and I returned sitting at 50% of plan. I had to sell 1M in Q4 to hit my goal, and I was scared. My fear was that if I missed my…
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How do you know if your “champion” is really a champion with the power and influence needed to successfully sell within their company? In the world of Enterprise Sales, most of us strive to sell directly to Senior Executives with power as this compresses the sales cycle. However, it’s often difficult to get access to…
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Customers buy desired outcomes, not products and services. So you must focus on selling the grass, not the seeds. Here are 4 simple steps to do this: Focus on selling directly to power, as Executives are clear on desired outcomes for themselves and the company and will see the “big picture” value of what you…
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When I was working at Ricoh selling copiers, I hit quota 42 months in row. I was asked to share how I did this at company trainings, and one thing I shared was this: “Sales is a marathon, not a sprint.” So what exactly does this mean? On September 26th, I will be racing in…
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Want to crush the second half of 2021 in all critical areas of life??? Hit the reset button and create your H2 business plan using this framework: STEP 1: VISION STATEMENT: What is it that you want to accomplish and why? It is critical to have a vision statement that inspires you to try your…
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There are few feelings worse in life than not fulfilling ones full potential. Unfortunately, many people drift through life without clear direction and often accept what happens to them rather than changing their situation and taking full control of their destiny. Here’s what untapped potential may feel like: Dreading going to work on Monday morning…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…