The document discusses seven keys to success in sales: timing, resilience, being aggressive, having a strong product or offering, effectiveness, focusing or zeroing in, and execution. It provides quotes and images related to each topic, emphasizing the importance of taking risks, following up persistently with prospects, developing strategies and prioritizing actions, and turning plans into real world performance.

4. "The safest thing you
can do is take risks.
The riskiest thing you
can do is play it safe."
Seth Godin
#FlyHigh @IvanHernandez_

5. you are where you are not
because of luck …
you are where you are
because you took risks others
were not willing to take
#FlyHigh @IvanHernandez_

6. #FlyHigh @IvanHernandez_
Images Courtesy of Shutterstock

7. #FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock

8. selling!
#FlyHigh @IvanHernandez_

9. life’s best lessons come
from very unusual places
#FlyHigh @IvanHernandez_

10. #FlyHigh @IvanHernandez_

11. #FlyHigh @IvanHernandez_

12. #FlyHigh @IvanHernandez_
Trapeze (1956)

13. #FlyHigh @IvanHernandez_

14. #FlyHigh @IvanHernandez_

15. #FlyHigh @IvanHernandez_

16. Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_

17. Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_

18. timing
#FlyHigh @IvanHernandez_

19. timing is everything on the flying
trapeze (as well as in selling)
#FlyHigh @IvanHernandez_

20. "being in the right place at
the right time …"
#FlyHigh @IvanHernandez_

21. #FlyHigh @IvanHernandez_
"luck"
Image Courtesy of Shutterstock

22. luck matters,
but you can influence it
#FlyHigh @IvanHernandez_

23. "Luck is more about the right
attitude and the right relationships
than anything else."
Anthony Tjan, Chairman The Cue Ball Group
#FlyHigh @IvanHernandez_

24. it’s not about "making a
sale", but it’s about
making a difference
#FlyHigh @IvanHernandez_

25. #FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock

26. resilience
@IvanHernandez_#FlyHigh

27. #FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock

28. #FlyHigh @IvanHernandez_

29. The average sales person only makes
2 attempts to reach a prospect
#FlyHigh @IvanHernandez_
Source: HubSpot

30. 80% of sales require 5 follow-up phone
calls after the meeting
#FlyHigh @IvanHernandez_
Source: HubSpot

31. 44% of salespeople give up after one
follow-up
#FlyHigh @IvanHernandez_
Source: HubSpot

32. follow up!
#FlyHigh @IvanHernandez_

33. systematically stay in touch
#FlyHigh @IvanHernandez_

34. share interesting and
relevant stuff
#FlyHigh @IvanHernandez_

35. #FlyHigh @IvanHernandez_

36. #FlyHigh @IvanHernandez_

37. aggressive
#FlyHigh @IvanHernandez_

38. "Aggressive should be
your default mode."
Jocko Willink
#FlyHigh @IvanHernandez_

39. #FlyHigh @IvanHernandez_

40. "Aggression is the will to win.
It is the unstoppable fighting
spirit. The drive to use every
asset, strategy and tactic to
succeed."
Jocko Willink
#FlyHigh @IvanHernandez_

41. when you see an opportunity,
don’t be passive and wait, but
aggressively and decisively
go for it.
#FlyHigh @IvanHernandez_

42. "You don't get what you want.
You don't get what you think you deserve.
You get what you're committed to."
Christopher Stubbs
#FlyHigh @IvanHernandez_

43. product
#FlyHigh @IvanHernandez_

44. #FlyHigh @IvanHernandez_

45. #FlyHigh @IvanHernandez_
not a bunch of tricks
… but a performance
Image Courtesy of Shutterstock

46. offering
#FlyHigh @IvanHernandez_

47. #FlyHigh @IvanHernandez_

48. #FlyHigh @IvanHernandez_

49. what is your product?
#FlyHigh @IvanHernandez_

50. Source: Heart, Smarts, Guts, and Luck
#FlyHigh @IvanHernandez_
product capabilities toolsmethodologies+ +=
Image Courtesy of Shutterstock

51. #FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock

52. develop a strong
network of partners
#FlyHigh @IvanHernandez_

53. effectiveness
#FlyHigh @IvanHernandez_

54. #FlyHigh @IvanHernandez_

55. @IvanHernandez_
“Efficiency is doing
things right;
Effectiveness is doing
the right things.”
Peter Drucker

56. Source: Heart, Smarts, Guts, and Luck
#FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock
system

57. #FlyHigh @IvanHernandez_

58. strategies
area of focus
objectives
activities
#FlyHigh @IvanHernandez_

59. #FlyHigh @IvanHernandez_

60. #FlyHigh @IvanHernandez_

61. #FlyHigh @IvanHernandez_

62. #FlyHigh @IvanHernandez_

63. #FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock

64. zero in
#FlyHigh @IvanHernandez_

65. #FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock

66. #FlyHigh @IvanHernandez_

67. Today is 20% of your sales week
Two salesdays are 10% of your month
#FlyHigh @IvanHernandez_

68. execution
#FlyHigh @IvanHernandez_

69. #FlyHigh @IvanHernandez_

70. Source: 99U
#FlyHigh @IvanHernandez_

71. #FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock

72. Source: Heart, Smarts, Guts, and Luck
#FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock
prioritize
and
execute

73. Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_

74. #FlyHigh @IvanHernandez_
Image Courtesy of Shutterstock

75. going from "knowing about it"
to "doing it"
#FlyHigh @IvanHernandez_

76. “Opportunities don't
happen, you create them.”
Chris Grosser
@IvanHernandez_

77. #FlyHigh @IvanHernandez_

78. Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_

79. Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_

80. Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_

81. Timing
Resilience
Aggressive
Product
Effectiveness
Zero in
Execution
#FlyHigh @IvanHernandez_

82. #FlyHigh @IvanHernandez_

83. #FlyHigh @IvanHernandez_

84. Ivan Hernandez
Head of Consumer IoT EMEIA
ey.com