Jon Boyer

I don't have a favorite question but I do prefer open ended questions in discovery. Close ended questions start with helper verbs. Every question beginning with these words(Am, Are, Is, Was, Were) can be answered by a buyer with a yes or a no. Even when folks give you more than a yes or no they will always be giving you less than a response to an open ended question. To get the most information and provoke deep thought from a prospect. I coach my team to leverage open and command open questions. ...Read More

A mentor taught me to evaluate opportunities leveraging the VIP framework . The framework incorporates three inputs Vision, Impact and People. Here is a quick breakdown of how I have thought through each of the inputs. 1) Vision: How excited are you about the companies vision and mission? How aligned is the leadership team and company around the vision? Does the company have aspirations of being a generational company solving a large problem set? 2) Impact: Is there an outsized opportunity to dr ...Read More

As a Sales professional we are often under a lot of pressure to close deals and meet our targets. If you're not careful you can quickly burnout especially when quotas reset each month or quarter. Over the years I’ve had to become more intentional in creating boundaries and finding new ways to recharge. Here are some ways that I’ve found success to prevent burnout and recharge: Prioritize self-care: Prioritize self-care activities such as exercise, meditation, and getting enough sleep. Pay yourse ...Read More

There are many KPI's and metrics you can evaluate for pay raises. Ultimately this is situational based on your companies revenue targets, values and policies. I believe there are 3 key factors in justifying a pay raise: 1) Craft: Mastery of your craft and demonstrated ability of your roles key competencies. 2) Impact: Have you had an outsized impact on Revenue and your GTM organizations key objectives. Some of the key KPI's that I look at are Revenue Growth, Attainment, New customer acquisition ...Read More