Friday, 13 September
Today's Topic
Your '25 quota IS negotiable

Skill + Do

Your manager is not interested in hearing about how hard you’re working or your hard luck stories. If asking for quota relief, show your manager how you plan your territory for next year.

When the TOP 10% make a play for quota relief, they lead with numbers and facts; they never lead with extenuating circumstances (a.k.a. dog ate homework stories about why that account didn’t spend or why this account canceled their contract).

If you’ve watched the same folks on your team hit their numbers year over year – and you’ve struggled – you may have a good case to plead.

On the other hand, now is a good time to look in the mirror and appraise your skill deficiencies. You don’t want to engage in a conversation about performance with your manager without thought for your culpability.

Examining the facts about how your patch is performing this year compared with your team and the whole sales force is a good exercise, regardless of how the data is used for quota relief.

When you speak with your manager, bring only facts to the table and eliminate all references to others on your team. This is about you, your patch, and your competencies.

Tomorrow - February 7

"Umm, could you repeat that?"

Today - February 6

Pitch meeting management musts

Selling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!

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February 5

No, no, no...you LOVE prospecting

Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.

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February 4

Buyers hold your pipeline truth

You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.

Read More

“Everything is negotiable. Whether or not the negotiation is easy is another thing.” Carrie Fisher

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