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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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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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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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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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Why is it that so many large Enterprise deals never go anywhere, even though the benefits and payoffs may seem obvious? It’s because there is ALWAYS more than just one buyer, and your champion or Exec Sponsor must sell this internally before they can sign. It could be their CEO, CFO, Board of Directors, or…
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“TO KNOW AND NOT TO DO IS REALLY NOT TO KNOW” – Stephen R. Covey There is a wealth of fantastic content out there, but a scarcity of application. It’s far too common that people listen to or read something new, then immediately move onto something else without applying what they learn. NEVER move onto…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…