One of the biggest challenges in sales is effective follow-ups. And no wonder—we're dealing with human beings. One of my clients referred me to their client who had shown interest in my sales training. After my client made an email introduction, I reached out to the prospect. No response. I followed up with another email a week later. Still no response. Will I give up? Hell no! I sent him a LinkedIn connection request and set a reminder in my CRM to call them in the new year. Research shows...
8 days ago • 6 min read
I just returned from a weekend getaway to Waiheke Island with three colleagues I've worked with for over 15 years in the telecommunications industry. Reflecting on our journey together was fascinating—what started as peer-to-peer relationships evolved into client-account manager relationship, then back to peers, and once again to professional collaborations. It’s a testament to how enduring and dynamic professional relationships can be, don’t you think? Surprisingly, despite our long history...
14 days ago • 6 min read
I got this question from a student in my November course cohort: How do you manage pricing discounts? I’m always caught up with my clients asking for discounts and I’m afraid to lose the deal! Indeed, this is a common dilemma. You're so close to sealing the deal, and then it happens. The customer asks, “Can you offer us a discount?” It’s the moment many sales professionals dread—a potential hit to your bottom line, yet turning them down outright feels like risking the deal entirely. Balancing...
22 days ago • 6 min read
You know that feeling. You’ve just finished a productive meeting with a client. The energy is high, and both you and your client are eager to tackle the challenges ahead. You part ways, feeling optimistic, believing a deal is just around the corner. But then... nothing. Weeks pass, and the deal remains in limbo. Sound familiar? So what happened? Perhaps your client “champion”, just as invested in the success as you are, might be hitting their own roadblocks in internal politics. Or Your...
about 1 month ago • 3 min read
✨Update: I'm happy to share that we launched cohort 6 of "How to Win High-Value Deals" yesterday! I'm already impressed by the brilliance of this group. We have 10 smart, enthusiastic professionals who are honing their enterprise sales skills. We'll be delving deep into the nuances—it's not just about frameworks. I'll be sharing sales scripts, guiding them through dry-run presentations, and facilitating role-plays for challenging conversations. This hands-on approach will really bring the...
about 1 month ago • 7 min read
🎓Course update for Elite Sales Athlete: Win High-Value Enterprise Deals: November Cohort enrolment is open. The last day of enrolment is November 8, so you have time to dig into the content on the Maven platform, syllabus is here. The cohort is limited to 12 students for more effective learning and personalised coaching. We are kicking off on November 12, 2024. If you have been thinking about joining, I'd love to see you in class $250 off. Enrol here. Read Time: 6 mins Hi everyone, last week,...
about 2 months ago • 5 min read
In October 2023, LinkedIn introduced Account IQ for Sales Navigator as part of a larger update, joining the AI trend. Account IQ offers a comprehensive summary of prospective clients, including: Financial Report: Revenue overview and estimates Strategic Priorities: Key initiatives and goals Business Challenges: Major issues and pain points Key People: Profiles of executives and decision-makers Executive Voices: Leadership insights from LinkedIn Competitive Landscape: Industry overview and...
2 months ago • 1 min read
One of the top challenges in b2b sales is stalled opportunities. Even with a qualified sales opportunity, where the problem is clear and there's significant evidence that it exists and negatively impacts your client's business, you cannot help your client if they're unwilling to commit the right resources. The three crucial resources are time, people and money. You want to know very early on if there is an overlap between what your clients feel is necessary and what you think is required to...
2 months ago • 2 min read
This post from LinkedIn caught my eye, Justin explained that while he has not met the Account Executive, the email sent to him was “extremely accurate, relevant, and intriguing.” This was not a pure, COLD EMAIL. That’s the very reason I don’t believe in COLD EMAIL. One of the biggest myths in sales is ABC. I wrote about it here, #13: 5 False beliefs holding back salespeople (and how to unlearn them). Most people think successful salespeople need to be ABC. (Always Be Closing). Ironically, the...
3 months ago • 4 min read
