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 guess/hypothesis regarding the pain(s) my prospect’s persona is li...

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 other new sales rep’s Disco/Demos. That’s OK! […]...

“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 for that. If your sales leader needs to take a chill pill- don’t...

“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 questions about the position, and help them with any doubt or concerns th...