Artificial Intelligence, or AI, is the new buzzword that is taking the technology world by storm. It seems like every company is touting its AI capabilities, and every new startup is using AI to disrupt traditional industries. But what exactly is AI, and why is it so much more important than some of the other …
We’ve all been there: scrolling through our Instagram feed and seeing an ad for a limited-time offer that we just can’t resist. We start to feel a sense of urgency, like if we don’t buy this product RIGHT NOW, we’ll be missing out on the deal of a lifetime. But is this urgency authentic, or …
So brain dead obvious, yet existing sales training is steeped in all sorts of techniques, tips, tricks, and buyer psychology approaches designed to reduce the likelyhood of rejection and turn a NO into a YES. Even if your product is ethical and amazing, these techniques aren’t, even if you’re selling honestly without making false promises …
Selling ethically + Manipulative Sales Tactics to avoid. Read More »
Back in January, I set in motion the idea to organize monthly dinners to bring together different generations to share their wisdom over an intimate meal. Here’s a detailed breakdown on why, what I’ve learned from organizing the first event, and what things might look like moving forward. Overview of contents: The Motivation/Objective Business: In …
Having gone through professional sales training, I can attest to the greasy sensation that customers get. It’s true, sales reps are often taught to guide a conversation through certain checkpoints in order to methodologically escalate the interaction into a conversion. More and more companies are starting to realize that these short-term gains come with massive …
A non-manipulative framework for selling – C.A.R.E. Read More »
Here are some examples of linear funnels: These type of funnels are only useful if you’re in a very well established space or selling a standardized product that hasn’t changed for a period of time because customers have already built up an expectation on the conversion flow/process and deviation from that expectation creates resistance. If …
Stop building linear funnels, your buyer’s journey isn’t a straight line. Read More »
Don’t just try to improve conversion rates, you should also work on shortening the time it takes to convert a lead. IMO, if your sales cycle is >3 months, it’s too long. Even if you’re selling to traditional/highly regulated/bureaucratic organizations. So how can you shorten your cycle? Avoid Time-based Trials 14-day trial? Congratulations, your sales …
How to shorten your Sales Cycle with Usage-based Pricing Read More »
First introduce to me by my sales mentor Mike Winterfield, former President at Traction on Demand and now Active Impact Investor. “People make a decision to change when they realize that the cost of staying the same exceeds the cost of changing” Mike Winterfield, Founder @ Active Impact Investments Some key points to bear in …
Improve your Persuasion in Sales by understanding the Decision Threshold Read More »
Paid Viral Sticky Comes from Eric Ries’s book – The Lean Startup. They’re not mutually exclusive and could work together to help a business grow. However, some will work better than others for certain types of products/services. This article will dive into what to focus on depending on your business offering(s). Paid The paid engine …
Times are tough, but some of what’s happening in the markets right now was clearly foreshadowed as a looming COVID aftermath. Inflation Triggered by COVID Delayed demand on one side: People spent less during lockdown and delayed purchases. Demand is bouncing back now with things opening back up again. Supply chain squeeze on the other …
2022: Inflation, Recession, and The Great Resignation: What does it mean for you? Read More »
