Territory strategy and planning has been instrumental in driving significant enterprise deals throughout my career. During my time as Country Manager for Ruckus Wireless in New Zealand, our team achieved $3M USD in revenue within the first 12 months - a testament to the power of structured planning and execution. I'm sharing these insights because I've seen firsthand how the right strategy can transform territory performance. For enterprise sales teams looking to hit the ground running in...
8 days ago • 5 min read
Happy New Year!🎉 I hope you've had a chance to recharge, unwind, and spend time with family and friends. I'm still on a semi-break, trying to enjoy the New Zealand summer—so I'll keep this week's newsletter short but impactful. A client asked me if Sales Navigator is needed in their lead and sales development. While Sales Navigator is one of the most powerful prospecting platforms available, it requires strategy, process, and experience to use effectively. Without proper knowledge, its...
14 days ago • 4 min read
How Was 2024 For You? Before we start thinking about 2025, it’s crucial to reflect on our wins, our lessons, and the moments that tested our grit. Did you crush your goals? Yes! Or perhaps you realised some weren’t worth chasing after all? Maybe you had breakthroughs in client relationships, leadership, or personal resilience. Whatever the case, a review isn’t about dwelling on failure —it’s about learning. The beauty of reflection is that it reconnects us with our "why." Why we started, why...
28 days ago • 4 min read
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...
about 1 month 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...
about 1 month 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...
about 2 months 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 2 months 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...
2 months 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,...
3 months ago • 5 min read
