Sales Tip of the Day
This biggest lie in sales
“To be good at sales, you need to be good at dealing with rejection.” I remember a call with a very large hedge fund I’d been working with for six months. The final call ended abruptly with the Managing Director telling me – “We’re not interested.” . That was it. After six months of sales [...]
Find the Spider
Find your spider. In 1994, Nancy Krieger wrote a landmark paper in the field of epidemiology – “Epidemiology and the Web of Causation: Has anyone seen the spider?” Prior to her publication, epidemiologists cited a “a web of causations” as the reason a particular disease blighted a population. (Also see: Overdetermination) Krieger posited that instead, [...]
Force Concentration – Get your first customer first
“Force Concentration is the practice of concentrating a military force, so as to bring to bear such overwhelming force against a portion of an enemy force that the disparity between the two forces alone acts as a force multiplier, in favor of the concentrated forces.” Whether you’re a startup or an establish company, when you’re [...]