Posted under Sales
from 147 days ago

These are a few of my favorite things.

  1. The ability to competitively displace a larger, better equipped sales force. There is just something about an underdog. The more lopsided and unlikely things appear from the outside, the more I admire their ability to punch above their weight class.
  2. The ability to sell something at a higher price when all things are equal, or even less than equal. Most salespeople want to take price out of the equation as a way to make selling easy. There is nothing impressive or interesting there. What’s impressive is the ability to create greater value—and capture some of that value so you can execute.
  3. A bias for prospecting. If you want to know what selling is, if you have to boil it down to one thing: opportunity creation. Opportunity creation is prospecting. Nothing happens until there is an opportunity, and it’s impressive ...


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