The Operating Partner
@Oper8ingPartner
Over 30 years of sales and business development leadership experience. Behavioral Economist. You can get the wisdom of my years in 15 minutes for $34.
So true. I once had a Rolls-Royce customer (he bought many over a long period of time) who let me go on and on about the mirror matched wood trim on the dash and door caps. He nodded many times. Asked if he had any questions he said (politely): "No. I'm just going to let you…
The best person to sell something to is the person trying to buy it. The rest figures itself out. ☕️
Not worth trying to hide: I made a boneheaded mistake. My fault too. I updated my shopify page to include the most popular requests (a Fractional CRO/CCO role and 10x 15min calls). BUT, I didn't connect the calendar link. Result: I had 14 frustrated accounts waiting…
My book just dropped. Grab the paperback: a.co/d/02Gn0YIo Sales Mastery: The Playbook for Phone Sales Closers is LIVE. 35 years ago I picked up a phone and made my first sales call. I was terrible. Since then I've: → Trained 500+ reps → Closed deals on 5 continents…
The Rule of Threes came up yesterday on one of my calls. Do you have a 'rule of threes'? For me, just a quick back of the napkin way of measuring a deal progress. I need three events to make me feel we are on track. Emails, calls, presentations, pitches, visits, demos all…
I spoke to a founder whose business works the intersection of gig work and distribution. Privately held. No outside capital. 'bootstrapped' if you will. She asked about a strategy and I gave my input. Asked also about raising money. "what on earth for?" I asked. There…
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I had a call yesterday with a founder asking about some sales techniques. It reminded me of one I referenced elsewhere regarding Bentley and Rolls-Royce sales. I like to use a 'Rule of Threes' in almost every presentation or pitch. This could be three events (calls, emails,…
Solid advice to @Cartier (and anybody selling...anything really). I bought one very nice thing from you a few years ago. Some metal. Some stone. Not your most expensive thing (was an anniversary present) but no where near your cheapest either. I've never heard from the…
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