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Do This One Thing and Improve Your Sales Numbers

CROs, VPs of Sales, CEOs of early-stage companies… Do this one thing well and your sales numbers will skyrocket. Many Sales Leaders treat their teams like a Sports Team that plays games and never practices. That sounds like ...

Questions to Ask Yourself Before Meeting with a New Prospect

Did you know that prospects can tell whether you are confident or not, faster than a blink of an eye? (200 milliseconds) Before you begin a meeting with a prospect, ask yourself the following question: 1. Do I have a reasonable gu...

18 Things I Wish I Had Known Earlier in My Career.

For those of you who are starting a new gig with a new company, here are a few tips I wish I had earlier in my career. 1)  First Customer Calls  Do them in week 1 or 2! Your first 15 Disco/Demos will kind of suck. So will every...

Do your best…that’s all that matters.

“Take a breath and keep perspective as we round the corner to end of quarter.” Dave Kennett I used to be a crazy intense sales leader who stressed out my team. I’m not that person anymore. Life’s too short ...

8 Tips for Keeping a New Hire

“Get your new reps and managers off to a solid start and you are far more likely to retain them. Sounds simple, but it’s often not done well.” 1) Give them an onboarding buddy  This will give them someone to ask que...