I am a strong advocate of winning more, both for and in collaboration with my clients. I have always viewed our success as intertwined, their success is my success and vice versa. I am committed to their overachievement and we grow together.

‘How’ this is achieved is as important as ‘what’ is achieved. As I commit fully to any client engagement and relationship I commence, the chemistry has to right. Back in 2020, I stepped away from a potential client as I knew the fit would not work. Some might say I was brave or crazy to refuse business in the middle of a global pandemic, and I promise you it was very tempting. My intuition told me not to go ahead; why? It was their behaviour during our initial interactions – they were too demanding, disrespectful, and even rude. The ‘how’ we do business matters greatly to me.

How we win starts with knowing ourselves. I recently had the honour of interviewing Keith Douglas (EVP at Mastercard). When facing the challenge of where to take his career next, he took the time to reflect and find his true self; what he describes as finding his ‘edge’. What separates him from others? What does he stand for? What are his values? He exemplifies that how you behave and go about your business is a choice. I believe how you show up consistently is what separates you from everyone else – integrity.

Isn’t it frustrating when large enterprise deals slip to the next quarter, or do not close? You lose credibility and income. Using a proven qualification tool like MEDDICC is the way to de-risk. Recently, Rob Howes (Co-founder Enterprise Sales Club), and I interviewed Dick Dunkel (creator of the MEDDICC framework), and he emphasised ‘Decision Criteria’ as a vital component to the sale qualification process.

Attaching your solution to greater revenue, reduced costs and risk migration for the economic buyer, is the optimal way to enhance your sale.

Tilt the field in your favour…to close better qualified deals.

My most proactive clients find the time to regularly network and have potential jobs lined up, even though they do not need them… yet.

Truism - over 80% of jobs are not advertised.

You need to regularly make connections – so which three people would most accelerate your career right now?

Build time to make these connections – this time is never wasted as it is the way to ensure that your career is future-proofed.

Ask people from your network and in turn, their network, for positive referrals to key connections.

Give first - offer your new connection a valuable market insight or a well-qualified lead to build your relationship.

Detach from the results and do not take non-replies personally. All feedback is progress but not all conversations will be productive. Remember the 80/20 rule? 20% of the conversations will produce 80% of the results.

You will have unearthed previously unknown opportunities that you can convert into live jobs. You will have put yourself in the driving seat of your career.

Tilt the field in your favour…to future proof your career...

If an external move scores higher than your current role, have an honest conversation with yourself - if not now, when?

Have confidence to be able to handle the outcome of any decision you make.

Tilt the field in your favour…to make optimal decisions.

Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.

Our purpose at Enterprise Sales Club is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.

If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at [email protected]