Framework for Account Executives to Measure an Effective Day
I’ve never seen a rep miss an annual quota when they consistently applied this framework.
Three Mistake that Lost a Deal (and how to avoid for yours)
This week we are examining how I screwed up a winnable deal so you can learn from my pain and avoid the same mistakes.
Mistake One: Failed to course-correct after significant misunderstanding
How to Guarantee an Account Executive Onboards Successfully
This week I’m sharing how I help new AEs hit the ground running. Here are the three coaching sessions I use to begin onboarding:
Session One: Ensure AE is working on the right accounts
How to Build Resilience as an Account Executive in Sales
Early in my career as an AE, I frequently lost sleep as I stressed about key deals.
Early in my career as a leader, I had anxiety attacks, culminating in an ER visit.
Two conversations that changed my career trajectory
This week we are looking at two conversations that played an outsized role in turning around two low points of my career.
The Best Prospecting Email I’ve Seen
I’ve taught that cold email outreach required personalization for years.
This week’s newsletter will look at the email that challenged my paradigm and a breakdown of why it was so effective, even without personalization.
Avoid End of Deal Stall
“Let me talk internally and get back to you” is when most sellers lose control of their deals.
This is a pivotal moment where the typical seller loses control of the deal cycle by responding with:
The Top Priorities For New Account Executives (AEs) in Sales
In today’s newsletter, we are going to go a bit deeper into this recent LinkedIn post:
I’m frequently asked, “what should my priorities be when joining a company as a new AE?” Here’s my advice:
How to Motivate and Enable Your Buyer in B2B Sales
If you frequently lose deals early in the process, you need to better motivate your buyer.
If your deals fizzle towards the end of the process, you need to better enable your buyer.
My Favorite Metric in B2B Sales
This week we are going to take a deeper look at my favorite metric: next quarter’s weighted pipeline.
Weighted pipeline takes into account deal size + likelihood to win. A $100,000 deal, forecasted at 50% likely to close, contributes $50,000 to weighted pipeline.*