The single most important thing to close is to think like a buyer. In real life situations, it’s amazing how greedy salespeople get at the end of the sale, and ask for the contract to be signed. But it’s not about you; it’s about them, them, them. Stay in the prospects’ perspective, and close the…

I’ve been reading the book “ProActive Selling” by William “Skip” Miller. I’ve been surprised by how good this book is. The basic premise is that good salespeople are those that 1) control the sales cycle 2) think like a buyer 3) have an established process. The author compares the ProActive Seller to other types of…

If you’ve spent more than 8 hours with me you’ve probably heard me talk about the phenomenal lecture series “How To Start A Startup” by Y Combinator. An important concept discuss in this series, first popularized by Paul Graham, is the value of doing things that don’t scale. Delighting your customers in a way that…

first listen, then speaklove first, build trust, serve alwayschallenge when needed

The most valuable asset to any company is trust. Because, this is what will determine if people collaborate, share problems, and have radical candor. Because in order for someone to trust, you must let them get to know you. In essence, trust means being vulnerable. A company culture is rooted either in fear or trust,…