Prospecting: Elevate Your Game

 Prospecting With any sales role, you need action in order to build, progress and close your pipeline.  When the pipe disappears…so do you.  Level set yourself…remind yourself that you don’t deserve anything…so…go get what you want.  Take action.  Massive action.  Prospecting and building your pipe to bursting so you need to close deals to bleed pressure.

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Selling Analytics? Start with the Lines of Business.

Analytics.  The word is everywhere, and with good reason.  In the recent past, data analytics was used by a handful of people to make smarter decisions for a few business challenges.  Just look at sports.  Player stats were the purview of the superfan, scouts, hitting coaches…until someone in the front office figured out how to […]

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How Many Selling Days Do You Have Left?!

If you are in enterprise sales, you are probably working on a quarterly cycle.  In a calendar year, the following dates are very important to you: March 31, June 30, Sept 30, Dec 31 Every quarter has about 90 days in it…and that seems like a plenty long period of time when it comes to forecasting your deals. […]

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Does your team LOVE Sales? Are they really SELLERS?

Take a look at the makeup of your sales team.  Do you think they are Sellers?  Do you know what a Seller is?   Seems like an obvious question, but when you peel it back, you realize that there are a lot of roles within “sales” that don’t really amount to selling.  This is especially true in large […]

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Sales is hard. Here are 11 ways through it.

  There is a hard truth about sales.  As a rep…You…Deserve…Nothing. That’s a punch in the mouth. Good. Choke down that dose of reality and get on with it. Don’t let 2016 be a repeat of every single year you can remember. Challenge yourself to live it differently. We don’t always have what we deserve. […]

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Quit defending your pipeline fantasy!

Wake up from your fantasy

As a leader, I struggle with this. The quarter rolls, the business trickles in…issues pop up that need executive focus and things get really busy. The weekly pipeline reviews look large…and curiously consistent. The overall number never seems to grow or decline…it just…moves. Month to month, Q to Q. I call it Fantasy Pipe, and […]

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Handle Up on Your Fears, Regrets and Wants

Do yourself a favor.  Take a moment to reflect on yourself.  Are you where you want to be?  Have you achieved any of the goals you have set for yourself?  Are you happy?  Are you scared…angry? Do you like your job?  Do you fear your job?  Are you healthy?  Do you exercise…at all? Do enough […]

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