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Working without the anxiety of failure

Sales is not a charity: never give things away without getting what you need in return

October 27, 2021

Sales is a two way street: it requires active participation from both parties to run a successful sales cycle. One of the best indicators of whether a deal is qualified or a customer is serious is their level of engagement. Customers who want whatever you’re selling are typically willing to share during discovery, actively communicate,…

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Use “reverse selling” to have your clients convince you why they need it

October 21, 2021

Do your clients really NEED what you’re selling, or is it a nice to have? Once you understand why they truly need what you have to offer, then you can sell with much more effectively. This will improve your win rates and save you time chasing unqualified deals. During discovery, I use a method I…

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When should you deliver pricing, and who should you give it to?

October 14, 2021

🤔 At what stage of the sales cycle should you deliver pricing, and who should you give it to? Many software deals are lost as a result of giving pricing at the wrong time to the wrong person in the sales cycle. If you give pricing too early, the prospect may disqualify you before the…

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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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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!…