What to Do When You Feel Like a Fraud in Sales
An early mentor once described sales as a "transfer of confidence from you to your potential client". So what should you do when you can't find your confidence? Even worse, what if deep down you think that you're a fraud and that everyone is just about to figure that out? Feeling Like a Fraud When Selling At its core, impostor syndrome reflects a lack of confidence in yourself and your abilities. It's the impulse to look at our inadequacies and failures as the defining feature of us, even in the face of evidence to the contrary. It's important to understand that all of us have doubts and fears about our capabilities, but what … [Read more...]
Sometimes It’s Just a Grind
Steal Like an Artist – Austin Kleon
Whenever I am in Manhattan with a few extra hours, I love to visit The Strand (it's the East Coast version of Powell's for me). It's one of those bookstores that seems to embody what a bookstore should be, especially in the basement: overcrowded, a touch chaotic, and full of perfectly pleasant employees who are happy to help...but you know they'd prefer that everybody left so they could get back to reading. On a recent visit I picked up Austin Kleon's Steal Like an Artist. I recognized his name from a quote that I found (see below). It's a great example of a bathroom book: perfect for 5-minute reads or as a companion for a bathtub soak. … [Read more...]
Occam’s Razor Gives a Good Shave
How to Stay Open to Networking Opportunities Everywhere
Humans like putting things in categories. Whether it's movies, music, or restaurants, it's comfortable for us to parse things into different groups in our minds. It's one of the traits that allows us to manage a world of staggering complexity. We also like to do it with our relationships. We put people into relationship buckets: he's my work colleague, she's my friend, he's just an acquaintance, etc. But it's not always as clear cut as we would like it to be. What about a long-term client who has become a friend or a friend who you hired to work for you? This has only been exacerbated by the advent of social networking platforms … [Read more...]
3 Ways to Share Professional LinkedIn Posts (Without Boring People About Your Company)
updated January 2022 One of the biggest mistakes that salespeople make when sharing content on social media - especially LinkedIn - is that they only talk about their company or what they are selling. At first blush this makes sense, but translate it to an offline experience: What do you think of salespeople who only talk about their company and give you a sales pitch every time you see them? At best you try to avoid them, and at worst you are actively annoyed by them. Should you share information about what you are selling on LinkedIn? Sure, but sparingly. Mix it up with other content. Topics that Engage Your Professional … [Read more...]
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