The document discusses how to step outside one's comfort zone in order to sell faster, better, and smarter. It defines a comfort zone as mental boundaries that condition a person and limit their actions. Common comfort zones include public speaking, heights, bugs, and financial problems. Stepping outside the comfort zone can improve performance up to a point, but too much anxiety leads to a "danger zone" where performance declines. The document provides tips for winning sales such as thorough research before cold calls, viewing rejections as opportunities, finding minimum viable partnerships, and committing to stepping outside one's comfort zone in a specific way.

1. How to Step Outside of Your
Comfort Zone and Sell Faster,
Better, Smarter…
Caroline Cummings
VP of Biz Dev & Sales
Palo Alto Software

2. Comfort Zone =
A type of mental
conditioning that causes a
person to create and
operate mental boundaries

4. Comfort Zones
Define Us

5. What’s it look like?

8. Fear

9. Comfort
Zone
# 5 Deep Water
# 4 Financial Problems
# 3 Insects and Bugs
# 2 Heights
# 1 Public speaking

10. Comfort
Zone
Public
Speaking
Making
Cold
Calls
Toast
Masters
Starting
A Vlog

11. A Healthy
Dose of Anxiety

12. Anxiety can improve
performance…
…but, if you step beyond
your optimum performance
zone…

13. Danger Zone

14. Danger Zone
As levels of anxiety or
discomfort increase to high
levels – performance can
decline rapidly

17. Traveling to Cairo
During Social
Unrest…

20. If you don’t step out of your
comfort zone
you WILL miss opportunities

25. How to do it?

27. Unleash Your Inner Hero

28. Defending the
Underdog

30. Convince in Style

32. Kick Ass
Take Names

34. Don’t sell…
Enchant !!

35. “Enchantment
transforms situations
and relationships.
It converts hostility
into civility.
It reshapes civility
into affinity.
It changes skeptics
and cynics into
believers.”

36. If you don’t step out of your
comfort zone
you WILL miss opportunities

37. Opportunities like:
Raising funds
Winning customers
Recruiting talent
Landing partnerships
Getting promotions
…

38. 4 Tips for Winning
Sales

39. Tip #1
Never make a
cold call!!

40.  Due diligence
 Media mentions
 Linkedin profiles
 Interests
 Competitors
 Think quality not quantity

41. Tip #2
View a “No” as
an opportunity

43. Negotiations
Open…

44. Fail Fast
or
Scale Fast
Tip #3

45. Find a Minimum
Viable Partnership
Tip #4

46. One way I am going
to step outside of my
comfort zone is by
_________________.

47. How to Step Outside of Your
Comfort Zone and Sell Faster,
Better, Smarter…
Caroline Cummings
VP of Biz Dev & Sales
Palo Alto Software