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Working without the anxiety of failure

The Truth about Money Motivation in Sales

May 23, 2022

I believe that “money motivation” is a great driver for salespeople.  However, the pursuit of money alone will leave salespeople feeling unfulfilled and empty inside if it’s their only reason for working in sales over the long term.  Here’s what I mean: Most salespeople i know originally chose to pursue a sales career because of…

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How to Stop Procrastinating

May 17, 2022

Is procrastination killing your productivity? 😫 We often make things way harder in our heads than they are in reality. 🤕 The good news is that you can do something about it immediately! 👊👇 You see, it’s not the event, task, person, or situation which is causing you to feel anxious and stressed. It’s the…

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The Top 3 Reasons AE’s miss quota

May 6, 2022

As a Sales Coach, I consistently see three top reasons AE’s miss their sales targets. And they have nothing to do with selling skills. Where do AE’s struggle the most? 1.) They struggle to work their hardest on a consistent basis every single day. Many of my clients share that when they need to work…

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Are we Overcomplicating Sales?

April 20, 2022

Are we overcomplicating sales and making it much harder than it needs to be??? At its core, sales is really quite simple. There are two primary reasons why people buy or change: 1. Avoidance of pain2. Pursuit of gain Our job as sellers is to understand the challenges which our clients are having today and…

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Uncovering Opportunity Costs in Deals

December 22, 2021

If you sell software, then you likely help companies improve efficiency and productivity of their company and users. This is done by automating manual processes, enabling collaboration within a single tool or platform, leveraging AI, and eliminating redundant tasks or steps. Almost every organization I work with is feeling immense pressure from a labor shortage…

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Impactful Executive Conversations

January 20, 2021

1. How do I book meetings with CEO’s and other C-suite execs who refuse to meet with sales reps? 2. How can I ensure that these meetings are impactful? 3. How do I avoid getting intimidated when speaking to execs? 4. How can I build strong, authentic connections with execs? These are some of the…

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Closing time: How to close deals on your timeline without being too pushy

January 11, 2021

We are in the last month of our fiscal year here at Salesforce, and closing strong is top of mind for everybody. Here are my top tips to get your deals closed quickly without jeopardizing the relationship by putting too much pressure on your clients: 1. Make sure you are connected with POWER. Never take…

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How to make 2021 your best year ever

December 28, 2020

Most of us make New Years resolutions and go into the year excited and motivated to hit them. According to Forbes, only 8% of people actually accomplish their goals. So why is that? Simply put, most people have pie in the sky goals and no plan or timeframe to hit them. If you want to…

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The 12 Week Year: Keys to successful Execution of your weekly goals

November 18, 2020

If you are like many salespeople, daily execution of Revenue Generating Activities (RGA’s) can be a real challenge. Often times the day can overtake us, as we get consumed responding to customer emails, addressing challenges, and working on low value tasks. This is energy draining and hurts our chances of success. I am wrapping up…

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How to get motivated in sales

November 10, 2020

There are some several critical success factors in sales, and in my humble opinion DRIVE is perhaps the most important one. DRIVE is what enables us to figure out ways to win after constant rejection, roadblocks and obstacles throughout the sales cycle. DRIVE is what enables us to show up every day and give it…

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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!…