Add Value First, Sell Second
TL;DR Prospects often avoid meeting because they don’t want to be sold to. Shift your mindset from selling to adding value with every customer interaction. Value-first leverages reciprocation to get you more replies, more second meetings, shorter sales cycles, and fewer ghostings. You can do it at any expertise level with market intel, provocative questions, buyers guides, and benchmarks. You probably want more time with prospects than they want with you. Why? Because you’re
1 day ago4 min read
What I Learned From Private Equity (And How Entrepreneurs Can Apply It)
As an entrepreneur, I was intrigued by private equity firms that bought companies like mine — already profitable and growing — usually retained the management team and somehow grew them faster despite not knowing the market deeply. How did they do that?
Feb 105 min read
The One Thing Your Team Actually Needs from You
I co-chair a national collaborative of accomplished entrepreneurs. At a recent meeting, the CEO of a mid-sized company asked the group “How do I get my employees to think I care about them so they’ll be motivated to go the extra mile?”
Oct 20, 20254 min read
Stop Wasting Everyone's Time in Meetings
Ever left a meeting and thought, “That was a waste of time”? You’re not alone. Over 70% of employees rate meetings as a waste of time; only 11% find them productive. That’s a failure of leadership.
Sep 29, 20254 min read
