Revenue Experts

'If a woman is in a company where they want to grow and succeed but they don't see that, become the woman that creates the environment where other women can grow and succeed.'

'Learn who is a thermometer and who is a thermostat on your team. A thermometer takes the temperature, but a thermostat can change the temperature. We all have someone on our team to carry the message forward and those people need the psychological safety to give us the feedback we need.'

'Effective leadership means that you are problem solving along with your team, you are leading by example, being a coach than a directive boss. I give my team a weekly report to create transparency.'

'Throughout the demo, your process, your pitch, you need to be able to understand where the price is going to add value to them and what part of the offering you need to focus on. If you build enough value, price shouldn't be an issue.'

'We are professional sellers, we chose this profession as a career whereas the people we are selling to often aren't professional buyers. You need to help the customer buy vs trying to sell them something.'

'Being relatable, not problem solving, relate to me, speak to me is what it is. There is a key difference. Everybody wants more revenue, everybody wants less churn, that's a problem. But, can you relate to me as a human is something that is different.'

'Data is Key.
If you don't have the data or the facts to back up your decision, it typically turns out to be a bad or a wrong decision'

'If you don't have attention to detail in your resume, chances are that you won't have attention to detail in your job. I want to see a resume that has results in it. What have you done, what have you accomplished? How do you transform a company?'

'I narrow down to the decision maker as soon as possible using online tools. I don't bother with sending an email and immediately call that person which fast tracks the sales process.'

'It's easier to be a leader when the team is performing, it's when you are failing, when you are in the weeds, that's when leaders show their true colors'

'It takes 6 people to make a decision in an enterprise sales cycle. Have you identified those stakeholders? What is in it for each one of them? What is the decision making process?'

'An eagle entered the workplace many years before they became the best in their space, can you identify an eagle before they become one and capture that value curve?'

'In sales, It's so easy to be focused on whatever deals are top of mind, but you really do need to set aside that time to look at the forest for the trees. Identify activities, look at your metrics..'

'Remember you are interviewing sales people so they will try to sell you. As a seller it's expected that you know what you bring to the table. Are you genuine, how do you present yourself, what questions do you ask?'

'In this environment, we have done a lot of accountabilibuddy type method where it is more common frequent short touchpoints and pairing off to keep our teams motivated.'

'I signed my first statement of work for $3 million sitting at a coffee shop! To close a sale, you need to remain aligned, remain connected and most importantly listen to your customers'

'Don't pre-judge a situation! How can you really have a discovery conversation if you have already figured out what they are going to buy? Do a little bit of basic research, be naturally curious, get defined next steps..'

'What separates top sellers from good sellers is attitude and activity. That's part of the job, it's our factory. A top seller has also found a product they believe in and value. Ultimately it comes down to your belief in the product.'

'Sales can be the easiest low paying job you will ever have or it can be the hardest job that provides the most rewards you will ever have. It's really everyone's individual choice.'