by Alex Goldfayn | Oct 31, 2022 | Blog, Newsletter
Six non-holiday weeks remain this year — 30 business days, including today. That’s plenty of time to finish the year out strong. That’s more than enough time to follow up on open opportunities and move them toward a quote or proposal… To follow...
by Alex Goldfayn | Oct 17, 2022 | Blog, Newsletter
I work for my parents who brought me to America from Ukraine, which is once again absorbing missiles and something called kamikaze drone explosions. Like the millions who are still there, I would also be dodging these right now if my parents didn’t take the...
by Alex Goldfayn | Oct 10, 2022 | Blog, Newsletter
We already know what to do. But that doesn’t mean we do it. We know that a phone call is better than an email in a selling situation, and yet we email most of the time. We know that referrals are a good way to grow business, and yet we don’t ask nearly as much as...
by Alex Goldfayn | Oct 4, 2022 | Blog, Newsletter
Hemingway wrote these beautiful words in The Sun Also Rises. “Gradually, then suddenly.” It is how things happen. When I first started my consulting business, I struggled for years. Without experience, connections, clients, or financing, I built, I learned, I...
by Alex Goldfayn | Sep 27, 2022 | Blog, Newsletter
As I wrote last week, fear and discomfort are the top reasons we don’t make phone calls to our customers: we don’t want to bother them or make them upset. The second biggest reason we avoid proactive communications is that we rarely take the time to make a plan for...
by Alex Goldfayn | Sep 20, 2022 | Blog, Newsletter
Here is why salespeople do not make proactive phone calls: We don’t want to bother the customer. We don’t want to take their time. We don’t want to upset them. We don’t want to “lose” the opportunity. We don’t want to be rejected. We believe that if they need us, they...
