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Sales Follow Up Email

Everyone hopes that their sales negotiation is a simple single-stakeholder affair. Truth is, your most advanced negotiations will require a sales follow up email.

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How to close the loop

Another sign of an amateur sales person is having too many prospects in their pipeline. You have to learn how to close the loop in sales. By bloating your pipeline with cold negotiations, unresponsive leads, and weak prospects, you dilute your focus on your warmest leads. If a prospect appears to be going dead –…

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Focus on one thing? Terrible advice.

It’s very attractive to only focus on one metric when managing your company. It makes all subsequent decisions easier. There’s only one drawback — focusing on one thing makes it easy to sacrifice long term vision for short term gain. Give a young analyst one goal — “increase conversion rates” and they’ll slash prices. Conversion rates may go up…

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How to hire amazing people for your startup

Jeff Bezos famously said in his 1998 Shareholder’s report that people (not strategy or vision) was the most important component to Amazon’s success: “It would be impossible to produce results in an environment as dynamic as the Internet without extraordinary people… Setting the bar high in our approach to hiring has been, and will continue…

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Pick a boss. Not a job.

2 years ago I landed an awesome gig in Munich, Germany. It was an all-expenses paid assignment, the job description sounded awesome, and I would be living in Europe! What! I couldn’t have asked for a better dream job. Unfortunately, my boss was a first-time manager. He overloaded me with busy work, didn’t let me…

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Habits of Least Resistance

So I’m at the dentist a few years ago and he’s doing his thing — shoving his fingers in my mouth, probing, using that sucking thing which always catches on my cheek and he tells me the usual: “You need to floss more.” And of course I know this, he tells me every time. And I try….

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