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Working without the anxiety of failure

Selling is helping

March 30, 2021

Selling is helping. Definition of help: 1. make it easier for (someone) to do something by offering one’s services or resources. Selling is not: Applying unnatural pressure on somebody who is not ready or able to make a decision on your timeline Trying to convince a prospect to buy something they may not want or…

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How to create a compelling Business Case

March 23, 2021

Most large Enterprises will not purchase software or services without a strong Business Case. Last week I had the pleasure of appearing on the 30 Minutes to President’s Club Podcast with Nick Cegelski and Armand Farrokh, where we dove deep into how to put together a compelling Business Case using my “Yo-yo” selling framework. Here’s the formula…

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Top 7 qualities of great Sales Leaders

March 15, 2021

What makes a great frontline sales leader? In today’s video I dive deep into the qualities of exceptional sales leaders that will drive higher revenue, low sales turnover, and happier AE’s. Here are the top 7 qualities of great sales leaders: 1. Shock absorbers – rather than passing the pressure of aggressive sales targets directly…

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How to partner with purchasing

March 3, 2021

Have you ever missed your number because your deal with was stalled in purchasing??? If so, pay close attention to today’s videos to ensure this never happens again. Many sales reps view purchasing departments as obstacles to getting deals done, and will try to go around purchasing to close deals. This is the worst thing…

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Is it possible to make over 7 figures in sales?

February 23, 2021

Is it possible to make over 7 figures in sales? The simple answer is YES, but there are several factors to doing so which extend far beyond hard work, perseverance, resilience, focus, and execution, all of which are table stakes. 1. You need to be driving the right vehicle – i.e. working for a company…

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Which sales methodology is best?

February 8, 2021

Which sales methodology is best??? BANTSPINGAPChallengerSandlerTarget Account Selling I frequently get asked which method I use, and the simple answer is that there isn’t a single method that I use when selling. If I had to pick one to recommend, it would GAP selling by Keenan, as this aligns closest with how I run discovery. And…

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How to play “The Waiting Game” in sales

January 19, 2021

We’ve all been there…. If you are in sales, you know exactly what I am talking about. The time period when we’re waiting to hear back as to whether or not we got the sale. While it’s tempting to run circles around your champion asking for an update every hour, this is the last thing…

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Authenticity Matters in Sales

December 22, 2020

People buy from people they like and trust. If you want to connect better with clients, you have to show up as your authentic self every day. Rapport is built when you are relatable. I used to wear a suit and tie.Now I wear a hat and t-shirt. I used to memorize sales pitches.Now I…

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HOW TO PROSPECT INTO THE C-SUITE

December 3, 2020

When it comes to prospecting, personalization matters. If you want to set more appointments with key execs and decision makers, take the time to understand who they are and what they care about BEFORE reaching out. Here’s the strategy I use to crack into the C-suite: RESEARCH FIRST1. Visit your target executives LinkedIn profile and…

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How to build stronger customer connections to close bigger deals

November 24, 2020

Without a strong connection to your prospect or customer, it’s very difficult to close large deals in Enterprise accounts. Here’s how you know if your connection is weak: 1. Your customer has gone silent and is not picking up your calls or returning your texts. 2. You don’t fully understand their buying cycle or next…

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How to create a compelling Business Case

March 23, 2021

Most large Enterprises will not purchase software or services without a strong Business Case. Last week I had…