Why Your Next Lead Is No Better Than the Last

Why Your Next Lead Is No Better Than the Last

The Gist: New leads are not better than old leads. Recency bias will cause you to believe that a new lead will be easier to convert, even though this isn’t true. It is a mistake to believe that recent means better when all leads share common traits, one being helping ...

The Only Two OKRs for Sales

The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. The more you focus on these major ...

The Medium Is Your Message

The Gist: Over time, our technologies have taught us to prefer asynchronous communication mediums. They have also convinced ...

Why a Fear of Cold Calling is Destroying the Latest Sales Generation

The Gist: Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer ...

The Unrecognized Benefits of Cold Calling

The Gist: Teaching salespeople to avoid making cold calls stunts their growth and development. Synchronous communication ...

What You Leave Undone

The Gist: Time is a finite resource and there are only a select amount of hours and days. There is no more important ...

The Only Three Choices for a Leader

The Gist: Some leaders struggle with how to deal with poor performers, especially those with a bad attitude. These leaders ...

A Serious Misunderstanding of the Word Consultative

The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. Approaches ...

Prioritizing Sales Tasks In Order of Importance

The Gist: We want to win deals, but we can’t do that without first creating them. There are (still) only two things we do in ...

7 Variables to Transforming Yourself for a Competitive Advantage

The Gist: In a world of constant, accelerating, disruptive change, agility is a competitive advantage. Unlearning is as ...
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