Grant Cardone, speaker, CEO of Cardone Enterprises, and bestselling author of several books, including, Be Obsessed Or Be Average, joins me on this episode of #Accelerate!
[3:48] Grant says the single biggest challenge facing sales reps today is that they don’t think big enough. Don’t think about a quota, think about making some money that does more than paying your bills. Grant calls $400K warmup money. Think big!
[5:28] Grant compares a low financial goal to being in prison. He talks about a sales rep working for Cardone Enterprises who will make seven figures. Grant wants sales professionals to think how much money it takes to have freedom.
[8:29] Grant asserts that you need to get to $400-$500K a year to have financial freedom. Figure out how to do it where you are or go someplace else. The average real estate person can’t buy the house they’re showing.
[9:41] Andy sees passivity in sales, where salespeople are not committed to doing more, or being obsessed about earning a certain level of money. Grant says before teaching people how to sell, teach them how much money they’ll need to have.
[12:38] 75% of Americans are living paycheck to paycheck. We should feel like we are living under threat in that circumstance. People say they’re in good shape until there is a crisis.
[13:42] Obsession is a scary concept because it implies doing more, and of life being out of balance. For Grant, Obsession is a means to achieve balance. Children think big, and Grant wants adults to do it, too. All great people are obsessed.
[15:30] People have become spectators rather than players. Be on the field. The game is played on the field. Grant is obsessed with serving others. Addictions are misguided obsessions.
[17:43] Andy recommends changing the education about money. Grant says a 15-year-old who knows how to make money, and much money they need to earn will figure out that to make that much money they will need to be in sales.
[19:46] Grant recently talked with rapper DJ Carnage. They talked about making money, keeping it, and multiplying it. Grant suggests after taxes and expenses you should have 40% left to multiply. Don’t have someone else control it for you.
[23:00] Managers are obsessed with KPIs because they’re not in control. People are on defense when they’re not on offense. The salespeople should be making more than managers.
[25:00] Grant gives his theories on the future of B2B sales. If you’re average, you should be feeling like T-Rex. You had better become great. Focus on kicking up your activity by 10X. Then get away from everyone that contradicts that message.
[26:42] Grant teaches a much tighter sales process. Don’t spend more time with the customer, but use a transparent, short sales process. Grant explains the sales model he uses.
For Vice Presidents of Sales of high-growth SaaS companies and software service companies — Andy is teaming up with his friend Jacco van der Kooij, founder of Winning by Design and author of Blueprints of a SaaS Sales Organization, to launch the Sales Leadership Accelerator Mastermind, an intensive 12-month learning, coaching, and mastermind program for the Vice Presidents of Sales of high-growth SaaS companies. If the responsibility sits on your shoulders to scale your revenue team, to hit the $100 million mark and beyond, then the Sales Leadership Accelerator Mastermind will help you transform how you sell, scale, and develop the capability of your team to crash their goals. Enrollment is limited to a very small group, so, first come first served. Go to SaaSSLAM.com now, to learn more and enroll today.