It was the Summer of 2017. I had just had a massive revelation around the evolution happening in the sales world that nobody was talking about - transparency!
The brain science was screaming at me that leading with our flaws resulted in dramatically better results: cycle lengths, win rates, qualifying deals "in" more effectively, qualifying deals "out" more quickly, and making life really hard on our competitors. Perhaps as importantly, the proliferation of reviews and feedback on everything we do, buy and experience was making the hiding of flaws during the sales cycle a larger mistake, too!
I certainly wasn't sure if this would succeed - but I was more afraid to fail to try. In my heart, I felt like this is an important idea - too important not to try.
Along the way, I learned more than I ever could have imagine: about the process, the industry, the launch, distribution, dollars, and so much more. I started collecting the "meaty" learnings, and the number is now up to 70.
Not a week goes by without at least someone telling me, "I want to write a book." I LOVED the journey, and I want to pay it forward. I want to help you avoid the lessons learned along the way, convince you to take action and write, or maybe even convince you to focus your efforts elsewhere.
So, this is #1 of the series. I'll post #2 right along with it. Then, on a weekly basis, I'll post the rest until we get through the entire pile.
Ready? Here goes...
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