Rachel Mae💃🏻’s Post

When I was laid off 3 months ago I immediately started chasing… find a new gig.. start a business.. create content… go.. go.. go.. Because… well… I like food and shelter.. And also… fear. I quickly realized I was searching without knowing what I was looking for. So I gave myself space to listen to my spirit and what she wanted next for us. She wants purpose and peace. So.. I am finding my purpose in coaching individuals and small sales teams. It’s incredible and so fulfilling to see the growth in my coachees in just 2 months. Transforming sales people into elite sellers has always been my super power and im so grateful I could replace my income doing what I love most. I am finding my peace in nature. Most days you can find me chasing waterfalls, frolicking through forests, jumping waves and sleeping under the stars. There are seasons to grind, seasons to grow and seasons to rejuvenate. I’ve learned the hard way the importance of recognizing and honoring each season if we wish to have harmony, longevity and success in our lives and in our careers. Sometimes when we stop chasing what we think we need, everything we truly need gets dropped right at our feet.

In my career, I've delivered and sold 100s of hours of sales training, worth millions. The truth is.... It’s a complete waste of time and money Unless... The processes and skills have been tested and refined in the context of your buying personas unique problem environment Unless... The facilitator understands your buyers' problem environment so well they can delve into the 'how' rather than just the 'what’ Unless... You have a consistent, effective practice plan that mimics the actual selling environment, while pin-pointing individual skill gaps and providing effective feedback The glitch? The first two are hard to find, the last one, is mostly a fairytale Until now...Enter Replicate Labs Picture this: AI creates your virtual buyer persona using insights from hundreds of thought leaders that match your personas + industry news. You then teach this persona about the problems, impacts, and root causes that your solution addresses Suddenly, your sales team has a custom virtual persona to practice the cold calls and discovery skills needed to win in all of the real-life scenarios they face each day Most importantly...the feedback and scoring generated is based on your own evaluation criteria and methodologies taught in training. Creating constant skill progression & delivering consistent evaluation to Enablement and Managers Using Replicate is already supercharging my individual coaching sessions, boosting pipeline growth and win rates at a speed I've never seen in all my years as a sales leader And ya’ll know I get jacked up about anything that helps sales people win Finally, real practice that gets real results and without the heavy lifting If your team is struggling with adoption ( and I know you are) check it out. There is a free version to play with This is going to change everything! Let’s be change agents!

Question for all of those who had “talks to much in class” on every report card…How is the end of the sales quarter treating you? 😂

Enough is enough! Every single day, I see sales reps being torn to shreds for a 'poorly crafted' email or direct message. The comments are a wildfire of ridicule and piling on. But who's actually gaining anything from this circus act? Absolutely no one. Sales reps are already facing the bruising stereotype of being irritating, sleazy, untrustworthy folks. We're up against the wall, dodging rejection bullets and verbal grenades every day we step into the battlefield. The real kick in the teeth? It's the companies themselves handing out the very messaging that gets sales people laughed out of the room. It's high time we stop blaming the foot soldiers and start questioning the generals! If a rep had a sharper, more effective way to prospect, don't you think they'd seize it? Instead of throwing stones, let's offer lifelines. Let's serve up alternatives and explain why they work wonders. Public humiliation has never given a single sales rep a shot of confidence or inspired them to write a better email. All it does is crank up the fear, making each task seem like scaling Everest. It's time we scrap the self-sabotage for a cheap ego boost, likes, and views. Prospecting is intimidating enough without the added terror of a public flogging. We're all in the same relentless sales storm. Let's not weigh each other down, but let's be the gust of wind that propels each other forward. It’s easy to be an a@$hole. Let’s be change agents!

I spent the last couple of weeks completely convinced I was going to die. I’ve had some excruciating bone pain in my back. I know that’s not an abnormal thing for most people. But I was convinced my breast cancer had come back and spread to my bones. My fellow cancer survivors will understand this. Every ache and pain can trigger immense fear and anxiety that you cancer has come back or spread. My oncologist ordered scans… the waiting is brutal. We call it “scanxiety”. I usually manage this fear well, but this time it was overwhelming. I was truly convinced this was it. The fear was quite debilitating if I’m being honest. My fear got the best of me and as usual my fear was wrong. My scans are clear. I am still 3 years cancer free! 🙏🏻🙏🏻🙏🏻🙏🏻 But it got me thinking… Nobody in my professional life would have ever known my inner turmoil. Everyday I did all the things. I showed up with a smile and focused on being present in my work. I tried not to drop a single ball even though I was gripped with pain, anxiety and fear. How many of us are doing the same? Showing up and doing all the things, while trying to appear like the ground is not shifting underneath our feet. Shoving down our pain, fear and worries so that we can be of service to others. How many people will you meet with this week who are barely hanging on? The reality is, we never know what is happening in the lives of most of our coworkers, clients and prospects. Which is why it’s important to try and lift up everyone around us in every interaction we have each day. It’s why we must give one another the grace we all need for simply being human. You truly never know what impact your kindness and generosity of spirit is having on the person across from you or in front of that screen. And I want to leave you with this.. A healthy person has a thousand wishes, a sick person only has one. If you are a healthy person, take a moment of gratitude for you are rich indeed. If you are a sick person, my wish for you is that your one wish is granted. And if you are a cancer survivor.. I see you…I know your fear… keep fighting and never ever lose hope. Let’s be human. Let’s be change agents.

Meet Hunter. At 16, he told his mother that he would be leaving school because he was learning nothing he could not teach himself on the Internet. His Mother demanded he stay in school. Hunter secretly tested out of high school. His Mom received his jaw dropping test scores and diploma in the mail. Hunter enrolled himself in community college. He rode his skateboard there 15 miles every day. When Mom insisted he get a job, he told her he would never be an employee. Instead, Hunter built a website reselling sneakers and streetwear. He would sleep on the street the night before a big drop to get the merchandise and sell it for $100s more. His Mom forbid him from staying out all night in the streets of San Francisco. But he would not be thwarted. By 17, Hunter was making more money than most of the adults in his family. Meanwhile, he called his Mom to tell her he would be majoring in physics to become an astronaut.A lofty goal for a boy with a 2.2 GPA who barely squeaked Ds in math. Two years into college and Hunter could transfer to the school of choice with his 4.0 GPA. Mom was so proud and relieved he was pursuing a degree. That is until his hero, Elon Musk, ruined everything. Hunter told his Mom that the easiest way to get to space was to get rich enough to buy your way in. So he dropped out of college and taught himself to code. In the years that followed Mom worried as he sat in the dark feverishly coding 18 hours a day, 7 days a week, for about 2 years. She told him he needed to get outside, take time to rest and be with humans. He was not interested. Hunter has founded two companies since then. He works in the cryptocurrency space, primarily etherium. His Mom is so proud. Even though she could not explain blockchain to you if her genx life depended on it. At 24, I’m guessing Hunter is holding more than any person in his family has every seen in their bank account. His dream is to buy his Mom a house by the ocean. Last month Mom moved him Into his beachfront condo, complete with a view of the oceanfront skateboard park in the harbor. Ten year old Hunter would think 24 year old Hunter is the coolest ever! You have probably guessed by now that I am Hunters Mom. He is my firstborn son and the hardest to raise. As a single Mom, everyone had opinions on how I should control him. But I knew the worst thing I could do was try to break his strong will. I knew it would be his superpower. So I did my best to put up guard rails and let him run wild in between them. Like a stallion. But what I did not understand then is how different the world he lives in is from the one I grew up in. The other day, he said something I think will help a lot of parents of young people getting ready to go out into the world.. “ In your generation it was prudent to optimize for safety. In my generation, there is no safety. So we must optimize for autonomy and a higher level of risk” Indeed my little stallion, Indeed.

Selling isn't a stage; it's the entire relationship. Imagine this: Every email opened, every minute on the phone, every download, every meeting booked, attended, and every question answered... Each is a sale in its own right. There's a misconception that closing the deal is the sale. Wrong. The truth? There's 100 sales in every sale. From the moment they open your email, to the second they sign the contract, and even further, when they champion your solution across their organization. But here's the kicker: Each interaction is not just about moving to the next step. It's about asking for a change. A change in belief, in perspective, in commitment. How do we influence that? By understanding that with every word we say, every content piece we share, every question we ask, we're not just selling a product or a service. We're selling the next step in a relationship built on trust, value, and mutual growth. So, next time you're drafting that email, or preparing for that meeting, ask yourself: What change am I asking them to make? How does this step add value to their journey with us? Let's start seeing every interaction as an opportunity to deepen the relationship, one baby step at a time. Engage below: How do you ensure every interaction adds value to your client's journey?

My coaching students are mid market to enterprise in orgs ranging in size from startup to legacy sales world darlings. What do they all have in common? Not a single one of them has been engaged in a roleplay, had one of their discovery meetings coached, or received any coaching at all for that matter from anyone in their company. If this is happening to you, send me a DM sharing what you most need help with and I will add you to my “change agent sales team” where I am your new sales manager. Because you deserve to be coached often, and by someone who knows how. Let’s be change agents!

As a leader, I have purchased/championed 27 B2B products/services over the years. Here is a list of the rep names I remember.. 1. Ryan Stop trying to be liked.

The best question to ask is the last few words the prospect said framed as a question. Followed by you stfu. Sounds like this… Rep: curious what is happening with the team that triggered you to take the meeting. Prospect : we are doing pretty well this year but I’ve noticed our win rates have dropped a bit. Rep: the win rates have dropped? Now stfu and let em run.. Extra points if you do the “I’m Curious head tilt”. This easy discovery trick helps you keep your questions in direct response to their answers. Asking questions tightly connected to their last answer is crucial to keeping your prospect engaged in the discovery process. Keeping them engaged and open in discovery is how you get them to let you help. Getting the prospect to let you help them is your most important job as an agent of change. Let’s be change agents! #asalesgal