And you can use business books to do this so I’ll give you an example. Let’s say you want to get into a company and you’re a seller and you you. You don’t know how you’re going to get in. You can do a couple things right. You can go on LinkedIn kind of figure out the organizations structure find out who you think your decision maker is. But one of the things I think people don’t do if they’re covering a local territory they can do this physically or if they’re covering a wider territory they can do it virtually. But in today’s market I think it works really well and you can get a business book and you just write inside the jacket of the business book. Something like I hope this makes a great addition to your business library. I would love to chat with you about what we can do for your business at some point in the future. And you write your name and your phone number and really making a connection with somebody a business to business especially you know those things stand out. And so you send that out or you have it dropped off to that executive and then you make a phone call in and ask to chat and it may not be the right time for your product or service or it may be and it just wasn’t on the radar yet.
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Top 3 things
Being battle ready
Selling can be more than just what it is. People to people.
What we’re really doing in sales is engaging with people
I would seek out more in-person mentors
Describes his $13M+ sales results last year
The biggest challenge is all mental
Individual contributors don’t have control and how to deal with it
“People are very optimistic on Fridays and they’re willing to commit to me on Fridays”
The sales books that have most impacted Paul in his sales career
Books as mentors and reading business books in addition to books on sales
Paul’s experience working with a business coach from the Tony Robbins organization
The average sales person’s gap
How top performers really win
Top sellers have the same struggles as everyone else
Focus on becoming an expert at what you’re doing
What does it really take to get to #1?
3 point 7 day challenge