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In sales we are often taught to WIN a deal at all costs and never take NO for an answer. I have found that while this approach can certainly help us develop thick skin and persistence, which are essential in sales, you also need to know when to walk away. If we are spending a…
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Today I share what reps can do to move deals forward which are stuck at status quo. Here are the highlights and key takeaways: 1. Start with why. Until you know a clients reasons for wanting to change, then you won’t have a deal. 2. Understand the current pain of staying the same and the…
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Last week I shared the importance of spending the bulk of your day on RGA’s (Revenue Generating Activities), which I’ve defined as follows: 1. Setting meetings 2. Preparing for meetings 3. Doing meetings 4. Following up on meetings An important point to remember is that not all RGAs are created equal! It’s important to spend…
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Today I demystify what “hard work” really means in sales: Myth #1: It takes working 80 hour weeks to make 7 figures in sales Truth #1: What you DO when you are working matters more than how many hours you work Myth #2: “Hard work” is defined by “hours worked” Truth #2: Hard Work is…
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Key takeaways of today’s video: 1. Deals move faster when you are with power from the onset, so always try to start at the top, then yo-yo down to the middle or bottom before coming back up. 2. If you are already are working with a champion, ask to meet with the decision maker as…
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Spend MORE time with LESS people, as long as they are the RIGHT people with POWER to drive change within their company!
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Today I share 3 tips on how to run impactful meetings with Senior Executives. 1. See yourself as an equal. Always remember that we are all human and put our pants on the same way. Executives are friendly, sharp, and direct which makes them easy to work with. 2. Focus on understanding and solving their…
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Motivation Monday: Asking POWERFUL questions. What is the most important question you can ask your clients or prospects when working on a deal?…??? “Why is this important to you?” Many of us are taking time to reflect upon what matters most in our lives. When it comes to B2B sales, the more you can help…
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Today I had the privilege of appearing as a guest on John Barrows’ “Make it Happen Monday” Podcast, where I shared tips on how to win large Enterprise deals. In this clip below, I discuss the importance of understanding how decisions get made within a large company and questions you can ask your Champion to…
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Today I begin a new series on the top 10 beliefs which top performing salespeople have in common. More than any other skill, an AE’s success is determined most by what’s between their ears. The first three are listed below: 1. I believe I can do anything2. I always have a strong “why” and refine…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…