by Alex Goldfayn | Aug 30, 2021 | Blog, Newsletter
I’ve been traveling again to conference speeches, client workshops, and meetings with prospective clients. In the last week, I’ve had three different flights cancelled. Two others have been delayed by more than three hours. Last night at O’Hare a glance at the flight...
by Alex Goldfayn | Aug 16, 2021 | Blog, Newsletter, Proactive Selling
About 95% of companies — your competition — sell reactively. That is, they await incoming inquiries, orders, and requests, and fill the orders. That’s because these inquiries, requests, and orders (and problems) come in all day long, and unless you...
by Alex Goldfayn | Aug 8, 2021 | Blog, Newsletter
I’ve kept a large vegetable garden for about 20 years, but the last couple of years I’ve engaged in a related but all-encompassing hobby: growing giant pumpkins. As I write this, my two giants are estimated to be 800 pounds and 707 pounds (pic of the...
by Alex Goldfayn | Aug 2, 2021 | Blog, Newsletter
We salespeople worry about offending our customers and prospects. We are fearful about overstepping, over-communicating. We are timid, because we don’t want to annoy. So we stay quiet, out of the way, because “if they need me, they will call me.” But that’s not how to...
by Alex Goldfayn | Jul 26, 2021 | Blog, Newsletter
Sure, sales is a tough profession. Nobody gets rejected more than us. Nobody experiences failure after expending significant focused effort more than us. In baseball, you’re one of the best who has ever played if you fail 70% of the time. In sales, we fail more...
by Alex Goldfayn | Jul 19, 2021 | Blog, Newsletter
Manufacturers and distributors make up about 80% of my clients. They are in sexy industries like lumber, chemicals, plumbing, HVAC, electrical, and other industries that make the world go around. The vast majority of my clients are currently supply constrained. That...
