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Working without the anxiety of failure

Prospecting into the C-suite

September 24, 2021

We all know the importance of engaging with decision makers to accelerate your deals. The question is, how do you book meetings with Senior Execs? Here’s my formula for booking meetings with power in any organization: =================================================== Step 1: Research the Executive extensively. Most important is that we identify what they are focused on in…

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Using Active Listening to run powerful discovery meetings

September 15, 2021

“Most people do not listen with the intent to understand; they listen with the intent to reply.” – Stephen R. Covey To succeed in Enterprise sales, it is important to engage directly with power and align your solution to a key initiative or a problem your client is trying to solve. The challenge, however, is…

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Selling through a Champion

September 8, 2021

How do you know if your “champion” is really a champion with the power and influence needed to successfully sell within their company? In the world of Enterprise Sales, most of us strive to sell directly to Senior Executives with power as this compresses the sales cycle. However, it’s often difficult to get access to…

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Sell the Grass, not the Seeds

August 30, 2021

Customers buy desired outcomes, not products and services. So you must focus on selling the grass, not the seeds. Here are 4 simple steps to do this: Focus on selling directly to power, as Executives are clear on desired outcomes for themselves and the company and will see the “big picture” value of what you…

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How to help clients find budget for your project

August 3, 2021

What’s the worst possible question to ask early in the discovery process? “Do you have budget for this project?” In 18+ years selling, I cannot think of any large deals I closed where a client had approved budget when we started the sales cycle. Asking about budget early in the sales cycle is foolish for…

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How to elevate to “Trusted Advisor” status

July 28, 2021

When selling to the Enterprise, it’s essential to elevate from vendor to trusted advisor. Why is this so important? There are several reasons: Trusted advisors have unfettered access to Senior Executives 2. Trusted advisors are given permission to engage in deep discovery to understand the inner workings of the company 3. Trusted advisors are viewed…

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Shift from an Inward to an Outward Mindset to triple your income

July 20, 2021

If you are looking to double or triple your sales results, you must change one critical thing. From 2013-2016 I averaged 1.3M ACV and 240K W2 income. From 2017-2020 I averaged 3.9M ACV and 715K W2 income. What was the ironic secret that led to tripling my results? In order to sell more, I had…

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Sales is a Marathon, not a Sprint.

July 12, 2021

When I was working at Ricoh selling copiers, I hit quota 42 months in row. I was asked to share how I did this at company trainings, and one thing I shared was this: “Sales is a marathon, not a sprint.” So what exactly does this mean? On September 26th, I will be racing in…

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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 through a Champion

September 8, 2021

How do you know if your “champion” is really a champion with the power and influence needed to…