Better yourself. Better your sales.
Working without the anxiety of failure
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When selling Enterprise Software, our primary competition is not other vendors, but status quo. Regardless of how impactful your product or service may be, many companies will choose not to do anything at all. There are several reasons why this may occur including the following: 1. They feel like their current plan is working fine2.…
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Incredible success in your career means nothing if your personal life or health is suffering in the process. So what exactly does it mean to be “successful?” I believe that success means living to your greatest potential in ALL areas of life, not just in your career. This means living a healthy lifestyle, making the…
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Working in sales is a lot like riding a roller coaster… There are constant ups and downs, you are often left hanging, and your head will likely be spinning throughout the ride. But unlike a roller coaster, the ride of a career in sales never ends. If you’re like most AE’s, when your day is…
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Last week I shared the importance of spending the bulk of your day on RGA’s (Revenue Generating Activities), which I’ve defined as follows: 1. Setting meetings 2. Preparing for meetings 3. Doing meetings 4. Following up on meetings An important point to remember is that not all RGAs are created equal! It’s important to spend…
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Key takeaways of today’s video: 1. Deals move faster when you are with power from the onset, so always try to start at the top, then yo-yo down to the middle or bottom before coming back up. 2. If you are already are working with a champion, ask to meet with the decision maker as…
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I know it can be hard to stay positive during difficult times, especially given the current events and COVID-19. Today I share a couple questions which I ask whenever I encounter a major challenge or setback in sales or in life. 1. Is this happening TO me, or is this happening FOR me? 2. What…
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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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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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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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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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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…