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Working without the anxiety of failure

Elite Sales Performer Trait #7: Resilience

April 27, 2022

Elite Sales Performer Trait #7: They are Resilient. So what does it truly mean to be resilient? Here are some examples: 1. Resilience is the ability to get back up quickly after failures, obstacles, and setbacks. Often times the greatest success lies directly on the other side of failure, but we will never see this…

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Can you get Rich working in Tech Sales?

April 12, 2022

Is it possible to get rich working in tech sales? It depends how you define rich, but let’s define it simply as having a net worth between 4M-8M between the ages of 35-44, which represents the top 1% for this age bracket. The answer is an astounding YES, but there are a few critical things…

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How will mastering sales today help you tomorrow?

April 6, 2022

At 42 years old, I was able to retire from Corporate sales to run my coaching business full time. In my first full year running my own business, I sold nearly 1M in revenue. How was this possible, when I had never owned a business before and work completely solo? It’s very simple….I spent 19…

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Elite Sales Performer Trait #6: They are persistent

March 29, 2022

Elite Sales Performers do not take ghosting or rejection personal. They realize that just because somebody doesn’t get back to you doesn’t mean they’re not interested. It just means their busy. My first 7 figure deal occurred my rookie year at Salesforce. It took 15 emails before the CIO agreed to meet with me. On…

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How to get yourself out of a slump

February 28, 2022

How do you get yourself out of a slump? Do you ever feel unmotivated, uninspired, or apathetic at work? If so, these feelings will likely prevent you from showing up your best and taking the required actions which will drive positive results. Even top performers go through ups and downs, and it’s important to understand…

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The Best Definition of Success I’ve ever heard

February 21, 2022

In B2B sales, success is often defined by three criteria: #1: Your % of quota attainment #2. Your income #3. Your standing on the leaderboard The challenge with these metrics is that they are typically only achieved towards the end of the year, or sometimes not at all for 50% of AE’s. So if you…

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Elite Sales Performer Trait #4: They’re ALL IN

February 15, 2022

So what exactly does ALL IN look like? Here’s a breakdown: 1. They rely on commitment over motivation. Commitment means staying loyal to what you said you were going to do long after the mood you said it has left you. 2. They show up every day! Showing up means trying your best and doing…

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Focus on the Process, not the Outcomes

February 9, 2022

Best advice I could give to anybody in sales: Focus on the process, not the outcomes. Outcomes: closing deals, making a certain income, achieving Presidents Club, etc. Process: executing next steps in active deals, showing up every day (regardless of how you feel), planning your day, executing your plan, and prioritizing RGA’s (Revenue Generating Activities)…

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Set RAD goals for 2022

December 29, 2021

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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How to get to an “ALL IN” state

December 15, 2021

On December 28th, 2018 I listened to a podcast featuring a Bronnie Ware, author of “The 5 regrets of the Dying.” Bronnie worked for many years as a hospice nurse caring for dying patients. She heard them share the same regrets over and over again on their deathbeds, and wrote a book about it. They…

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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!…