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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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Pitch your discovery, not your product

April 20, 2021

Most sales are made during discovery, NOT at the closing stage of a sales cycle. So rather than pitching your product or scheduling a demo early on, pitch your discovery process first. When a prospect agrees to let you into their world and show you how they are doing things today, they expect that will…

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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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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.…