by Alex Goldfayn | Apr 4, 2023 | Blog, Newsletter
“Success consists of going from failure to failure without losing your enthusiasm.” Winston Churchill uttered this nearly perfect definition of sales work — and probably of life itself. We work in the failure profession. Nobody fails more than us...
by Alex Goldfayn | Mar 28, 2023 | Blog, Newsletter
We are not a fishing family, but we were in Hawaii for spring break last week, and we chartered a boat to go deep-sea fishing. There were six lines in the water at all times, and we were on the boat for four hours. As it turns, you don’t touch the rods and reels...
by Alex Goldfayn | Mar 21, 2023 | Blog, Newsletter
Positivity is just as contagious as negativity, but it’s a lot more rare. Like, for every 95 instances of negativity in a person’s day, there are maybe five positive ones. So why not bring customers and prospects positivity and enthusiasm? You’ll probably be the only...
by Alex Goldfayn | Mar 14, 2023 | Blog, Newsletter
Here are 10 reasons why business development folks avoid making proactive calls — and for our purposes, let’s define a proactive call as one that’s made to a customer or prospect who you know when nothing is wrong. That is, it’s not a cold...
by Alex Goldfayn | Feb 28, 2023 | Blog, Newsletter
After over 300 revenue growth projects across more than 16 years, here is what I know about creating permanent corporate change: It must come from the top. That is, the top executive should lead the way. Lasting change cannot be initiated from the middle of the...
by Alex Goldfayn | Feb 21, 2023 | Blog, Newsletter
Last week I was with one of my wholesaler clients for their 90-day post-launch meeting. This meeting involves every customer-facing employee who is participating in our program of systematic, intentional proactive customer communication. The company distributes more...
