So I think the top three things for me have been relationships and what I call being battle ready focus and mastery. We’ll talk about these and that adaptability in action. So it’s a total of six but I combine them into three because I think they go together. So really you know with relationships and being battle ready. You know I think this is a core of being successful in sales and probably more than just that but in sales specifically at least I’ve found being in a couple different industries. You have to be very quick to build relationships with the customer as well as with with internal folks whether that’s V.P. or people that you need to approve or deals internally building those relationships quickly and really understanding each element that goes into it is what I call being battle ready meaning you are prepared to make that deal happen. And the more you know and the more you truly understand what you’re talking about. That leaves me into into number two. You’re able to really focus with your customer on what they need. Then you also have a mastery of what you’re talking about and that can be anything from the actual product or solution or service you’re providing all the way to internally whether you’re having a business conversation about how this makes business sense for the company and then leading down into Number 3. So really being adaptable and taking action you know things change consistently in business and so being able to adapt to those different scenarios you know and able to take action on those items. For me has been the key to success so running through those in depth we can go into them even more but I think those things are what I keep in the forefront of my mind.
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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
Using business books to prospect new business
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