What is the fastest way to turn a prospect into a client?

How do I engage prospects? One call at a time.

How do I book meetings? One invite at a time.

How do I close deals? One offer at a time.

When I lay my sales bricks as perfectly as they can be…

In time I’ll have a wall full of clients.

In a business world obsessed with speed, I never forget tasks of real worth and value take time.

How do I structure my workday to achieve these real worth tasks on time?

I spend 1/2 of my day doing. This means engaging prospects, handling, booking meetings, and closing deals = 3 hours morning

I spend  1/4 of my day studying. This means learning strategies, researching prospects, and analyzing competitors = 1.5 hours early afternoon

I spend 1/4 of my day reflecting. This means reviewing what I’ve done and how I can get faster, better, smarter = 1.5 hours late afternoon

Total: 6 hours

When you lean into the discomfort of work, the dividends are huge.

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P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

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If I wake up at 4 am will I hit my sales quota?

Here’s what happens when I wake up a 3:59 each morning.

I get 3 BONUS hours each day for ME.

That’s an extra 15 hours per week and a whopping 60 more hours per month.

That’s one week and a half more PER MONTH than my competitors.

Worth ditching the snooze button for?

It is for me…

This is because when I trade off 3 evening hours of the Thought Vacuum, Social Mesmerization, and other mind numbing activities…

And replace these with 3 morning hours of reading, writing, and learning with ZERO distractions…

How is NOT possible to crush my competitors and my sales targets?

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P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

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How can I hit my sales targets?

I will hit my sales targets if can:

1) prioritize ruthlessly.

and….

2) control my attention.

Both of these have become particularly hard in the dopamine age of texts, pings and likes….

Sales reps who can control these two critical factors will rule their markets.

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P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

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Should I sleep next to my cell phone?

It doesn’t surprise me that 71 percent of us sleep next to our cell phones…

What does surprise me is…

This includes the 13 percent who sleep WITH their phones IN their beds.

Deloitte did a study and found that one in three people are waking up and reading emails in the middle of the night.

Do yourself a favour…

When you go to bed tonight…

Try putting your phone outside the bedroom. Turn off the text, email, and app alerts. Tell people who need to reach you in the middle of the night to CALL you.

When you wake up, give yourself 5 minutes before checking it.

The phone is your tool.

Don’t become the tool.

You owe it to yourself to live at least 5 minutes in the present every day.

What’s the best way to plan my workday?

As a salesperson…

I’m in the habit of paying myself first.

I don’t mean financially.

I mean… chronologically.

My time is a currency.

That’s why I make the first hour of every day MINE.

No matter what.

I don’t let email, texts, or social media steal my day.

I turn that junk off in hour 1 and get something done that determines my long term success.

Personally, or professionally.

So, I work on my own stuff.

Exercising

Reading

Writing

Studying

Because no matter what happens at work, I know I’ve done something that moves me closer to my goals.

If I’ve studied in the morning… the rest of the day can go okay.

If I’ve exercised in the morning… the rest of the day can go okay.

If I’ve written in the morning … the rest of the day can go okay.

I try to be consistent in an inconsistent world.

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P.S: Whenever you’re ready… here’s how I can help you hire stoic sales reps, so your business grows.

When is the most productive time for salesMen?

SalesMEN have their highest level of testosterone from 6AM to around 1PM.

This is the best time to get your most challenging work done.

I guess this means things like…

Filling out expense reports…

Entering data into CRMs…

Listening to forecasting calls…

Attending product training webinars…

Should be scheduled for 1 pm.

Or better yet…

Your final hour before leaving the office.

If someone asks you to do any of these time and energy sucking activities before 1:00 pm, blame your hormones.

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P.S: Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows…

What will it take for my sales team to be successful?

How to make your sales team successful

Every rep must be intellectually aligned.

They have to be on the same page, and have the same answers to 4 critical questions

And every rep has to be in the exact same place around those 4 questions.

A good sales leader will constantly communicate these answers all the time to their sales team.

A good sales leader will constantly repeat the answers to these 4 questions to their sales team – all the time.

Sales managers… Try this:

Gather your sales reps and congregate in your boardroom for as long as it takes …

With plenty of bottled water, snacks. Order lunch and dinner if you have to…

Stay there until you all agree unanimously on the answers to the four questions below…

Here are the 4 questions:

What problem do we solve? 

(Whiteboard the problem – not your product’s features and benefits.)

Who is our ideal prospect?

(Whiteboard your customer avatar – not just their industry and job title. Get granular.)

What’s our value proposition?

(Whiteboard your value prop so a 10 year old kid would instantly get it.)

How will we hit our team number?

(Whiteboard your KPIs. How many calls, opportunities, demos each each rep needs to succeed – per day, per week, per month per year. Set realistic expectations.)

Congrats!

Your sales team is intellectually aligned for success.

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P.S:  If you’d like me to scout some stoic sales reps for your business… tell me a little about your role and I’ll share 3 profiles of sales reps who are interested.