We’ve been in the archives for a bit on the blog as summer lazes on, work drags by, vacations abound (I hope for you!), and life journeys on. We’re continuing on our case study journey in today’s post and wrapping up the series this fall.
Read More
This week we’re hopping back in time to share something we’ve posted before that goes especially well with our current topic of Case Studies. Take a look at this post from the archives!
Read More
Alright my fellow sales nerdz. We’re continuing on our case study journey in today’s post and I’m excited to share one from my professional archives. I worked on this deal several years ago and have seen elements from this process come up again and again over the years. There’s definitely some repeatable elements worth reviewing.
Read More
In late 2021, I had my first major win while at my new position at Google. I was thrilled. Amazed. Relieved. Emotions emotions. But I knew I couldn’t celebrate just yet. I needed to…review the work!
Read More
Tell me if this sounds familiar. You’ve got a new client, maybe you just got some new territory. You’re making good progress, building a solid relationship, scheduling follow-up meetings and learning about your client’s needs and priorities. In short, you’re doing everything right.
Read More
This week we’re hopping back in time to share something we’ve posted before that goes especially well with our current topic of Account Planning. Check (see what I did there?) out this post from the archives!
Read More
Tell me if this sounds familiar. You’ve got a new client, maybe you just got some new territory. You’re making good progress, building a solid relationship, scheduling follow-up meetings and learning about your client’s needs and priorities. In short, you’re doing everything right.
Read More
Recently on the blog we’ve been exploring the wide world of account planning. This is the grunt work of the sales world. It’s not the flashy business lunches, the cocktail hour, or the high pressure meetings that kick your adrenaline into gear.
Read More
Imagine you’re at your desk one innocent Wednesday afternoon, minding your own business. Your boss comes in (or calls you) and says, “Sandra’s leaving next week, we need you to take over half her accounts starting today. I know you’ll be great. Good luck!”
Read More
These days I’m constantly looking for ways to keep myself from becoming a workaholic. Stuck in this seemingly never-ending pandemic, inside a lot more than usual, traveling less, it’s easy to cling to work like it’s the last ship out of port. But I’m searching for some work/life balance y’all, especially in a global pandemic.
Read More
Holy moly have we got a big announcement for you this week! You may have noticed some things have changed around here on the website. Don’t worry, you’re not hallucinating.
Read More
We have had quite the ride this fall exploring the many angles of avatars. I admit that avatars are much more useful than I had initially realized. In fact, I didn’t even fully understand how often I was using this concept in my own work. And now, I’m more excited than ever to keep integrating this tool into my sales processes to close more deals and help more people get what they need to succeed.
Read More
Eventually, once you’ve done the research, drug yourself through the background work, properly imagined your avatar as the ideal customer, you’ll end up with a meeting on the books. You’re nervous. Sweating. Anxious for this half-hour call to go well because you know you might not get another chance. This is the moment when your avatar becomes a real person you’re having an actual conversation with.
Read More
A couple of months ago I met with my coach for our usual session. As is typical for us, I had a few questions about aspects of a deal I was pushing through and he had a few things he wanted to follow up on from our last chat.
Read More