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 »
A sage piece of wisdom from my mentor Keith Ippel that I continue to find myself applying on a regular basis: Be mindful of the lens with which your feedback or advice is coming from. Example 1: If you ask an investor “How much should I typically expect to dilute for my seed round?”, their …
What is the lens with which your feedback or advice is coming from? Read More »
