Hope you're all well! This week's newsletter is a few days late—I was busy kicking off 7th cohort of Elite Sales: Win High-Value Enterprise Deals on Maven. We're running both AM and PM sessions to accommodate our diverse participants across different time zones. It's taking a lot of energy, but it's absolutely worth it! When it comes to any successful sales conversation, getting the order of the sales process right is key. Sales professionals often get this wrong by jumping into solution...
13 days ago • 5 min read
Last Thursday, I ran a training program for a boutique strategy consulting company based in Asia (comprising alumni from Deloitte, Procter & Gamble, Unilever, United. Yes, they were a bunch of really smart operators). We dove into a controversial discussion: how should you handle a presentation or pitch when the decision-maker suddenly can't attend? Do you carry on in their absence to avoid missing your chance? Or do you reschedule and risk delaying the sales process? Also, how do we avoid...
20 days ago • 5 min read
We don't talk about this often. I lost one of my best clients last year. What do you do when you lose one of your best clients? The truth is, losing a major client hurts—especially when you're not used to it. It's scary and unsettling. But you know what? Good things happen when there's change. In my experience, when one door closes, a better one always opens. Believe me this is not wishful thinking, it’s true! Still, it hurts. Ironically, we managed to win the client back, we just signed them...
29 days ago • 4 min read
One of the biggest deal and most memorable deal won in my career was rolling out a public wifi network for Spark (an NZ Telco) when I was working at Ruckus (a wireless networking company). It’s not just because it’s a 7-figure deal but because it taught me and my team a lesson I'll never forget. We were pursuing New Zealand's largest mobile operator, I initially did what most tech vendors do – led with our superior technology. Our pitch was polished: best-in-class outdoor Wi-Fi access points,...
about 1 month ago • 2 min read
CEOs and sales leaders often believe that poor sales performance is primarily due to a lack of sales skills. This is only partly true. After conducting a discovery call and reviewing their B2B Sales Maturity Self-Assessment, they're often surprised by what I find: their team's underperformance isn't just about sales skills—it stems from a basic lack of understanding of the sales process. And in some cases, there's no clear sales process at all. Working on large enterprise deals the last 25+...
about 2 months ago • 4 min read
✨ Course update: Cohort 7 of my "Elite Sales: How to Win High-Value Enterprise Deals" course is now open! Classes start April 9 with an early-bird discount of $300 off until March 15. If you've been thinking about joining, check out the course details and reserve your spot. Questions? 📞Let's chat! Reading time: 5 mins Landing a new sales role is exciting! But it can also feel overwhelming. How do you hit the ground running while avoiding rookie mistakes? Your first 30 days are critical for...
2 months ago • 5 min read
I have been talking with AI Google Studio a lot lately. I am mind-blown everyday not only with the capabilities of Gen AI but the speed of how they improve every week. And it hit me. The superpower of a salesperson has evolved. It’s no longer about solving our client's problems. Today's buyers are so smart. They are highly informed, with so much information. They have Google, ChatGPT, Claude and so many new AI apps launching everyday. They have access to industry reports, and peer networks at...
2 months ago • 2 min read
Sales is a science, not an art—and it's not magic. Proven sales playbooks have existed for years (including mine!). Success in sales hinges on strategy, execution, and the right people—specifically, the invaluable contributions of Business Development people or BDMs. Their role is integral to the company's revenue performance. BDMs focus on identifying new business opportunities, building relationships with potential clients, and developing long-term growth strategies for a company. Sales...
3 months ago • 5 min read
You finally got that crucial meeting with the CEO or VP. Yay!!! Now it’s time to nail this meeting, turn it into an opportunity, progress into a sale or decide that it’s not the right account, and stop wasting time and precious resources. In B2B sales, we call this initial meeting a discovery sales call. Discovery meetings happen because you or your prospect/clients initiated a discussion. Discovery meetings are a great way to know your clients and their needs. This will help you provide them...
3 months ago • 5 min read