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Don’t Sell Yet
You are NOT selling your product yet. You are establishing credibility, understanding and validating the problem, learning about the desired outcome, and gaining momentum by gathering your first set of agreements from the prospect so that you can move on to more.
Cold Calls
“Nobody picks up the phone anymore”, “You can’t reach clients on the phone”, “The phone call is dead”. Psht…give me a break.
Constructing an Email
The buyer does not care about your company history, or the weather, or if you hope they are having a nice day. They care about whether or not you are worth taking time to listen to.
You Can’t Make A Sale Via Cold Email
Sell yourself, and your expertise, and the value of the next interaction. That should be the point of the email, and the singular and direct ask of your future buyer.
Cold Emails; Short & Sweet
Keep it short, keep it snappy, and keep it emotionally meaningful to their day to day.
Optimism & Realism In Sales
Are Idina Menzel and Kristen Bell 50 or 100 times better than the average highly trained singer, dancer, and actor out there?
Navigating Revenue Organizations & Sharing Power
A suboptimal plan with buy-in, that is well executed, will achieve far superior results compared to an optimal plan with limited buy-in.
Operating In A World Unfriendly To Our Kind
Sellers must be patient and impatient all at once. Sellers must have a routine, and be flexible all at once.
Routines Reap Rewards
Resilience is not some magical phenomenon or idea that is fundamentally built into the personality of a good seller by nature.
Spend More Time Selling
Making sales requires the doing of selling activities.