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Working without the anxiety of failure

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. Waiting for the outcome of a Board Meeting, CFO meeting, or CEO formal approval. While it’s tempting to run circles…

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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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Perfecting your Sales Pitch

September 7, 2020

When somebody asks you “what do you do for a living,” how do you normally respond? If you are like many AE’s, you will likely describe what it is that you sell, such as saying “I sell CRM software to Large Enterprises.” But that answer really doesn’t tell anybody what you do, especially if they…

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LEARN TO DELEGATE LOW-VALUE ACTIVITIES

August 24, 2020

The only way to say YES to RGA’s (Revenue Generating Activities) is to say NO to the daily activities and tasks which pull you away from them. Today I share the importance of DELEGATING so you can focus on what will move the needle on your business. The most important tasks to delegate are: 1.…

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Here’s the #1 reason why Enterprise Customers choose to “do nothing”

August 18, 2020

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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How to prevent deals from slipping

August 5, 2020

Today I share the importance of understanding a customer’s Purchasing Process to avoid deals from slipping or apply unwelcome pressure onto your clients. Here are the key questions to ask: One you’ve secured a yes, what happens next? Do they have a PO process, and what does the approval process look like for that? When…

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WHAT DOES HAVING A BABY HAVE IN COMMON WITH ENTERPRISE SALES?

July 27, 2020

1. Both take time and require patience. Having a baby takes 9 months, and closing an Enterprise sale can take 6-12 months. 2. Both require practice. In labor, practice means taking classes for breathing and pain management. In selling, it means doing dry runs. 3. Both require a plan for success. In the case of…

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“PAY YOUR DUES” TO EARN BIGGER OPPORTUNITIES

June 29, 2020

Today I discuss the importance of paying your dues in sales. So what exactly does this mean? When starting at a new company, it likely means one of the following scenarios: 1. Taking on a territory which has performed poorly in the past. 2. Getting very few or no existing customers assigned to you 3.…

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What does it really mean to be a “hard worker” in life

December 7, 2020

“Hard worker” is an identity, not something you do from 9-5 Monday to Friday. “Hard worker” means you…