A client recently turned me on to the work of Dr. Amit Sood, a professor of medicine at the Mayo Clinic. He teaches a key concept that has really resonated with me: the brain has two modes — default mode, and focused mode. Default mode is what we do and think...
Here’s an interesting psychological phenomenon that I’ve observed among experienced salespeople: We confuse thinking about something a lot with actually doing that thing. It’s why people often tell me “I’m already doing that,”...
I talk about gas pedals with my clients a lot. To grow sales quickly, we must step on the gas, hard. We must systematically start to call, meet, help and proactively communicate with clients and prospects. The more of these things we do, the more business grows. But...
Alex Goldfayn discusses why in sales, no doesn’t really mean no, it merely means not right...
Alex Goldfayn discusses why you, and all those around you — and even those who don’t know about you yet — deserve more...
Revenue Growth equals: The Customer (WHO) + The Products & Services (WHAT) + The Communications (HOW) You need all three variables. This doesn’t work with two of the three. The customer is who is buying. This includes not only your existing customers, but...