10.Jan.2020

The Secret to Avoiding Burnout: Balancing Energy with Output

I was about 12 months in as a new Sales rep when I realized I was having trouble sleeping. I had a bit of nerves about quota each month, but it was more than that. I couldn’t stop thinking about the job. I was excited. I knew I was in a great positi...

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17.Dec.2019

Dear Sales Rep: the phone is not the ENEMY

Why are we telling our sales reps that the phone doesn’t work anymore? Why are we telling our sales reps that no one will read and respond to their emails? That email is dead. That the phone is dead.These are punch lines. It’s hyperbolic propaganda d...

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25.Nov.2019

Can I have a discount with that?

Have you ever asked the barista at a coffee shop for a discount on your latte? I have.When I was first learning how to sell, I’d ask everyone for a discount. It doesn’t sound that crazy until you ask the barista, “Can I get 20% off this latte today i...

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7.Nov.2019

Performance fear

I’m a quota-holic and I suffer from performance fear -- the fear of underperforming.In my early days as a sales rep, that fear drove me to outwork everyone and led me to success. As a sales leader, I make mistakes when I don’t recognize that performa...

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23.Oct.2019

The best professional gift EVER

Four years ago, I was given the best professional gift I’ve ever received.A young BDR on my team summoned her courage and confronted me. In very few words, she expressed that my team didn’t know what I stood for and that the confusion was causing pro...

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16.Aug.2019

"Check your emotions at the door" is BS advice

“Check your emotions at the door.”What a load of BS.It’s possibly the worst business advice of all time. It ignores the reality that (1) emotions call attention to life’s biggest moments; and (2) EVERYONE is ALWAYS emotional.But like all cliches, it ...

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9.Aug.2019

The most underrated value today is TOUGHNESS

Do you know what the most underrated value is today? Toughness.But, it’s more in vogue these days to tone down "toughness", to call it other names like dedication, commitment, figure-it-out factor, hard work, grit, and, sometimes, even luck.The truth...

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18.Jul.2019

Take a chance in your career

It doesn’t happen often that the opportunity of a lifetime comes knocking at your door.Or taps you on the shoulder.But it does. And it did. And I’ve never looked back.Here’s what happened.A few years into my career at HubSpot, Jeetu Mahtani tapped me...

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12.Jun.2019

The most important sales manager skill is EMPATHY

Want to know the best skill a Sales Manager can have? Empathy.Empathy builds trust. Trust builds relationships. And as a Sales leader, there’s nothing more important than building relationships with your employees and customers.When your employees tr...

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9.May.2019

Tough love: the key to early career sales success

Sometimes BDRs need a bit of tough love. Other times, they need a LOT of tough love.Sales leaders, we need to communicate clearly to BDRs where they stand in their performance. This is especially important in months 3-6 when most BDRs have a signific...

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28.Mar.2019

3 Productivity Hacks That Actually Work

Here are my top three productivity hacks that will actually make you more productive: 1. Give away your TV. 2. Stop reading the news. 3. Turn off social media and email notifications on your phone. What's your best productivity hack?

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8.Mar.2019

#QuoteMoreWomen

How many times have you seen inspirational business quotes from Jeff Bezos, Warren Buffet, and Bill Gates in presentation decks at conferences and meetings? How many times have you seen inspirational business quotes from Ursula Burns, Erin Bury, or...

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26.Feb.2019

The greatest for of empathy is FEEDBACK

“I left our meeting on Tuesday pretty deflated.” Gulp. “Oh, how come?” “You basically told me I was shit at this and I didn’t think there were any concrete next steps.” Silence.I’m uncomfortable but I recover. I’m grateful for this conversation. I’m ...

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16.Jan.2019

3 Reasons Your First Job Needs To Be Sales

I landed my dream job. A couple of successful alumni from my university saw a spark in me and hired me into their firm; very best in the city. Everyone said so. Four months later, I’m out of a job. The great recession of 2008 has hit. Markets are in...

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