How Elite AEs Decide What's Working
It’s easy to keep doing a thing simply because you’ve always done it !
It's the way our colleagues/peers do it...
Then you stop, look honestly at the numbers, & ask the tricky question: Is this actually the best version of what we could be doing?
That’s the habit I want to talk about today, because it’s one of the biggest things that separates the AEs who plateau from the ones who keep climbing.
In business & in sales, it pays to periodically take stock. Once a quarter is plenty.
You pull back, look squarely at what’s working & what isn’t and then make 4 decisions:
What should we start doing?
What should we do more of?
What should we do less of?
What should we stop entirely?
Which brings me to our own quarterly audit of this newsletter!
We looked hard at what we were sending you, & we’re making a change. From now on it’s 1 main email a week instead of 3.
But it’ll be packed. Every Tuesday you’ll get:
A brand-new long-form video
A free resource you can steal & use the same day
A ‘Fundamental of the Week’: one key learning, broken down in a short blog
The details of our next free Workshop
We’re creating more new material than ever, & rather than bombard your inbox, we’re packing it all into 1 dense, high-value email.
So... if you don’t want to miss anything, make sure you take a peek each Tuesday when it lands !
You’ll still hear from us in between for new product launches, in-person events & early-bird access (more on that very soon!).
One last thought before you go. Taking stock isn’t just for rookies. Daniel Burke had 7+ years of closing behind him when we started working together, a genuinely experienced seller.
He still took an honest look at how he was running his deals, rebuilt his approach to Discovery, & is now executing monster 7-figure deals.
The best truly never stop evaluating & evolving !!
Have a great week :)
Best
Scott
