I'm writing you from my sister's house in Connecticut, tomorrow I'm heading back to real life in Auckland after an amazing week in Boise and here in the East Coast. Attended Jay Clouse's community IRL event and the annual Craft + Commerce gathering hosted by Kit in Boise. I learned and met big creator names like Anne Laure Le Cunff, Pat Flynn and more. And ran a sales training session in West Haven, CT, and spent some much needed quality time visiting my mom and sister. Being part of the...
11 days ago • 6 min read
I'm writing this week's newsletter from Boise, Idaho, where I'm attending this year's Kit Conference—Craft and Commerce and Jay Clouse Creator Community. I missed last week's newsletter while traveling to Boise. Pretty meta, right? The past few days have been both inspiring and overwhelming. So many ideas! Ironically it also gave me time to reflect on how to improve our newsletter. I want to write in a way that makes you feel like we're having a genuine conversation, not just a one-way...
18 days ago • 5 min read
I initially planned to write about the AI tools I've been using in the sales process. However, a question from one of my clients caught my attention—it’s far more interesting and thought-provoking. How to negotiate and win deals with proper profit. He often feels like he's constantly giving in during negotiations, and as a result, his business is struggling. Negotiating is one of the hardest skill to learn. It's a skill that can only be developed through practice and real-world...
about 1 month ago • 6 min read
Read time: 6 Mins My client's eyes lit up when I presented the solution; I'd nailed it! The room hummed with my own triumphant energy. But as the conversation shifted, my heart started pounding, palms getting sweaty. Ugh, I dread this. It was time to talk pricing.😰 Have you ever experienced this? Money conversations remain one of the most challenging aspects both in life and sales. As a result, salespeople often give in to discounts too easily and leave significant money on the table. Or...
about 1 month ago • 5 min read
I’m getting a head start on this week’s newsletter as I’ll be running the Hawkes Bay Half-Marathon this weekend. I couldn’t be more excited! I'll fill you in how I go! This week, we’ll explore how to build deal momentum in complex enterprise sales. Enterprise sales are dynamic and rarely linear. They're often a winding road involving multiple stakeholders, lengthy timelines, and complex decision-making processes. Without a clear plan, deals can lose steam and end up in limbo. But here’s the...
about 2 months ago • 4 min read
There's something about the last step of the sales process that makes every salesperson uncomfortable and uneasy. Asking for the sales order. Many salespeople present their proposed solution and stop there, assuming the value they've outlined is enough to close the deal. They might send a few follow-up emails or make a couple of calls to check in, but when there's no immediate response, the deal often starts to stall. Weeks go by without progress, and eventually, communication cuts off...
about 2 months ago • 6 min read
⛑️ If you often feel frustrated with navigating complex b2b or enterprise decision-making and clients who struggle to make decisions, I would love to help you develop strategies, manage processes, and implement behaviours that enable your clients to make decisions and consistently win business. Learn more about my customised sales training and coaching, would love to hear from you. Read time: 6 minutes I've been playing with Eleven Labs AI, if you prefer listening to reading, you can tune in...
2 months ago • 4 min read
Sarah, one of my students, asked me, Ren, how can I politely ask my client if we need to talk to other stakeholders? I'm speaking with a junior person, and I feel I'm not getting the complete information. I don't want to offend them. This newsletter topic was inspired by Sarah. Let me share my response to her question before we deep dive into it. Here is how I would frame it: In our experience working with companies your size, we have learned that these kinds of initiatives require...
2 months ago • 7 min read
Hope you're all well! This week's newsletter is a few days late—I was busy kicking off 7th cohort of Elite Sales: Win High-Value Enterprise Deals on Maven. We're running both AM and PM sessions to accommodate our diverse participants across different time zones. It's taking a lot of energy, but it's absolutely worth it! When it comes to any successful sales conversation, getting the order of the sales process right is key. Sales professionals often get this wrong by jumping into solution...
3 months ago • 5 min read