Last week I ran my first marathon.  My goal was to finish in under 5 hours. I finished at 4:34:32, or an average pace of 10:27 per mile. Here are my top 5 lessons from the Marathon:  1. Take incremental steps by setting achievable goals and hitting them first. Then move on to bigger goals…

During a recession, it’s harder to sell than ever before.   Budgets are tighter, decision makers are gun shy, and spending freezes are common.  This has a direct impact on sales rep performance, as Repvue has recently reported a significant decline in the % of reps hitting quota in 2022 across all segments.  In order to…

How do you create the life of your dreams working in sales?  It’s not easy, but it’s fairly simple.  You must live by this philosophy every day:  HARD NOW = EASY LATER At 42 years old, I was able to retire from Corporate sales to run my coaching business full time.  I live 5 minutes…

The term “quiet quitters” is used to describe employees choosing not to go above and beyond at work.  As a Gallup poll reveals, “quiet quitters make up at least 50 percent of the U.S. workforce, probably more.” I find this unsettling for several reasons:  1. There is immense joy in having meaningful goals and working…

If you want to become an Elite Seller, you must make one major change in how you sell.  You must shift from an inward focused to an outward focused seller.  Here’s what inward focused selling looks like:  * My job is to sell you * I talk, pitch, and present to you  * We discuss…

If you work hard at your job you can make a great living.  If you work hard at home you can make a great life!  Here are some of the keys to success:  1. Just as you would prioritize scheduling meetings with clients, make sure you prioritize schedule time for your family.  Here’s what this…

How do you transform your results in all areas of your life, including your sales, business, relationships, family, and health??? Over the past 6 years, I have embarked on this exact journey and the results have exceeded my wildest expectations:  2017-2018: Sales Transformation – went from selling around 1.3M/year ARR to selling over 5M/year ARR.…

Comfort is the enemy of progress.  The moment we become too comfortable is the moment we stop growing.  When you’ve saved enough money to provide for your family and live a great life, the money itself becomes less of a motivator.  In the sales world, this can result in losing the “spark” within that ignites…

Let’s face it – many Enterprise customers don’t know how to buy software.  They’ve never done it before and don’t know where to start.  And it’s not their fault – it’s OURS.  As sales professionals, we owe it to our customers to make it EASY for them to buy.  My preferred method is to use…