After becoming the number one sales rep in the world for his previous company, James Purvis joined Rubrik, a cloud data management platform, as an Account Executive. While he is no stranger to hyper-growth technology sales, James started his career selling premium suites for the Denver Broncos.

   Growing up in a home of entrepreneurs, James was taught early on to sell the experience. Now in his sales process, he has ad...

   I believe it's important to put your goals down on paper so you can hold yourself accountable, stay focused, trigger behavior, and give yourself the opportunity to achieve maximum results. I'm sharing mine with the outside world so I can hold myself even more accountable than if it's written on a notepad tucked away somewhere I can't find. Also, maybe this post will inspire you or someone else to take their 2018 plan to the next step (whi...

   What pops up when you Google your name? Is it something you approve of? Is it helping or hurting your professional image? If you haven't Google'd yourself lately, I suggest you do so. Your competition, employer, boss, friends, customers, prospects, and really anyone you come across is already doing it. The good news is, you can directly impact the way "you" are represented in the online world and can boost your personal brand in several s...

   You and your engineer just got done with an amazing demo and the customer absolutely loved it. AWESOME! "We are totally getting this deal!" If you are like me, I've had a one-call close happen just once in my career. The reality is, most sales calls end with the rep asking the prospect, "So, what are the next steps?" There are several challenges you will face by asking this question. The biggest is that you are putting all the control of...

   "Your price is way too much!" We've all been told this many times, no matter what we are selling. I sometimes feel that no matter what my price offering is, my prospect will tell me that it's too much. It's like a knee-jerk reaction they are taught to respond with. Maybe they really are trained to do this? After doing some research, my theory is that every consumer reacts this way and should  act this way, even you and me. What I fou...

   There you are, super excited because after several failed attempts at getting a meeting with one of your key prospects, the person finally responds that he or she will meet with you to learn more about your product or service. Like a good rep, you call the person back to find out who will be in the meeting, find out the key challenges they are facing, and ask what they specifically would like to cover so you can make the best use of every...

   What if you could persuade people to do anything that you wanted them to do? Wouldn't that be just about the greatest super power you could have in business(especially if you are a sales rep)? After some extensive research, I have found some interesting theories around this topic I thought I would share. My goal is that after you read this article, you will have a different perspective on persuasion and better understand the foundation fo...

   We all want larger deals, that goes without saying. But what I've noticed is that the reps who consistently bring in the big paychecks always follow a specific method (or a combination of a few) when working large opportunities. The method I have found most commonly used is called MEDDIC which was developed awhile back by a few guys from PTC.  Today, it's the standard method used by many organizations out there (predominantly in...

   We are always competing. Whether you are in a foot race, a football game, a presidential debate, a job interview, fighting for a parking spot, or selling Girl Scout cookies. Competition is a great thing and let's face it, it's a hell of a lot of fun - especially when you win! For most people, there is something inexplicably compelling about the nature of competition. Perhaps that’s because (some scholars argue) “competitiveness” is a biol...

   In business, the amount of email we receive any given day is enormous. In fact, the Radicati Group (a technology research firm from Palo Alto, CA) estimated the average business person received 88 emails per day in 2015 and will grow to 90 in 2016. As a sales rep, you are competing with a lot of people when it comes to emailing. Your prospect's boss, direct reports, peers, and colleagues are emailing your contact. Oh, and I almost fo...