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Better yourself. Better your sales.

Working without the anxiety of failure

Executing “Land & Expand” Deals

July 9, 2024

I recently took a trip to Cabo, and ended up spending over $300 for a 90 minute hot stone massage at the spa. I had no intention of getting a massage, but here’s what happened:  So what does this have to do with selling? The spa just executed a perfect land and expand deal.  Here…

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4 Ways to be wildly successful in ALL areas of your life

July 2, 2024

Do you think it’s possible to be wildly successful in ALL areas of your life at the same time?  Many people have massive success in one area of their life, but are struggling in other areas.  For example, they are crushing their sales goals, but working around the clock  (or always thinking about work) and…

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I spent $191,400 on personal development – here’s what I learned

June 25, 2024

Over the past 7 years, I’ve spent $191,400 on personal and professional development in the form of Masterminds, coaching, retreats, therapy, and trainers.  All out of pocket!  I’ve found that the more I invest in myself, the more I increase my earnings.  Here’s one of the main secrets of highly successful people: They find people…

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Fireside Chat with Elyse Archer

June 18, 2024

I recently interviewed Elyse Archer as my Fireside Chat guest. We spent 90 minutes diving into some of the most powerful ways to accelerate sales which are rarely discussed publicly.  Elyse is the founder of the Superhuman Selling and She Sells movements, which empower entrepreneurs and sales professionals to revolutionize how they sell, explode their…

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Get a YES or a NO, but never a maybe

June 11, 2024

Here is my definition of winning in sales:  it’s getting a yes or a no, but never a maybe.  You don’t want to work with prospects or clients who aren’t willing to commit, one way or another.  They don’t need to commit to signing an order right now.  But they absolutely need to commit to…

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Are you in Sales Purgatory?

June 4, 2024

I’m seeing more sales reps living in “sales purgatory” than ever before.  So what exactly is sales purgatory?  It’s when you work in sales, but aren’t ALL IN on your sales career.  There are a variety of reasons why people are in sales purgatory today:  These reasons cause people to lose hope and ask themselves…

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My Best Sales Technique to Sell Anything to Anyone

May 28, 2024

There’s a lot of effective sales techniques out there, but I’ve never heard anyone discuss the very best technique of all, which I used to sell over 100M in my sales career.  Here’s why: it goes against everything that you’ve ever been taught about sales.  We’ve been taught that sales is a performance sport, and…

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Fireside Chat with Nitin Mehta, #1 AE at Mulesoft

May 21, 2024

For this month’s Fireside Chat, I’m thrilled to speak with Nitin Mehta, who has been a Gold coaching client for over a year. Nitin joined my program after getting hired at Mulesoft, and he wanted to hit the ground running. In his first full fiscal year, he finished #1 of 20 mid-market AEs for most…

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This too shall pass

May 14, 2024

May is Mental Health Awareness month, and unfortunately the overall mental health of sales professionals is in a bad spot.  According to the 2024 State of Mental Health in Sales Report, 70% of sellers rate their mental health as fair or poor, up from 43% in 2020 during COVID.  For most of my sales career,…

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Fireside Chat with Daniel Borodyansky

May 7, 2024

For the past two years, I’ve been coaching Daniel Borodyansky, a Microsoft AE.  When we started working together, he was only in sales for two months and had just switched from his prior role as Product Marketing Manager.  He had a burning fire in his belly, but no experience.  One of the first things we…

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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!…