Just Go F*cking Do It

Summary I learned that you can't really know anything about business just by watching podcasts or consuming more content. You actually learn by putting yourself out there and asking people to pay for what you offer. The only real way to approximate making money is to take action. Just go out and try to sell…

I Closed 83%

Summary I had an 83% close rate in person, which means if someone walked in, there was a very good chance I'd make the sale. From my experience, 30% of people are going to buy as long as you don't mess it up. You just have to not get in your own way. The next…

Say Less And Sell More

Summary If I want to close more sales, I need to say less, not more. When working with a new portfolio company, my first focus is on the sales script—specifically, I look for what I can remove instead of what I can add. Shortening a sales script usually leads to a much higher close rate…

The Best Kind Of Marketing

Summary I’ve found that the most compelling way to communicate with customers is to use the truth, even if it’s uncomfortable. Believability in what I say comes from being real. The more honest I am, the more likely people are to trust me. Instead of hiding my motivations, I like to be upfront—like saying, “We…

How We Train Salespeople

Summary I believe training sales effectively means giving lots of fast feedback, even if it feels like I’m interrupting a lot. On someone’s first day, I let them know I’ll probably stop them 30 or 40 times as they go through the script. That’s actually a good sign because it means we’re improving. I ask…