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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 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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Sell the Grass, not the Seeds

August 30, 2021

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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Sales is a Marathon, not a Sprint.

July 12, 2021

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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Make the 2nd half of 2021 your best ever!

July 7, 2021

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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Untap your Sales Potential

June 29, 2021

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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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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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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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…