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I don’t believe in work life balance. Instead, I believe in work life integration. What exactly does this mean? It means that I often wake up early on the weekends to exercise, get important work done, or plan for my upcoming week. Even when I’m on vacation. The key is that I strive to finish…
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How do you know if a large deal is likely to close? Try using my PREDICT SELLING © framework. While I’ve used many sales methodologies in the past, I never found one that captured all the key ingredients needed to close complex Enterprise deals. So I came up with my own! I just received the…
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When your WHY is big enough, you will always find a way how. Without a strong purpose, it’s often hard to endure the day to day challenges which sales brings. That’s why it’s important to reset your why every year and understand what’s driving you right now, as opposed to years past. This can often…
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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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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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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 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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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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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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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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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…