The Lost Book of Sales (LBS) | Building, selling and thriving.

Selling indirectly to decision makers

What can you do if you cannot gain access to decision makers? After identifying the focus of dissatisfaction, let's talk about how things typically turn out in the real world and what can we do about it.

Thrive 🌱

Stoicism from the ground up

Inspired by Ryan Holiday's collection of Stoic quotes in his book: The Daily Stoic, I thought to re-package my favorite bits into this post for you to enjoy and learn.

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Confidence

After watching Daniel Craig's last Bond film 'No Time to Die', walking out of the theater I got an idea to share my notes on how to emit confident behavior à la 007. It's short and sweet, enjoy!

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Commitment and consistency: Why do sales organizations forecast?

Say you approach a sales manager working in a large company and question him on why sales teams are required to forecast exact amounts of revenue for up to three months in advance? What's the answer you'll get?

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The principle of reciprocity and becoming a good negotiator

Let’s briefly analyze the idea behind reciprocity and what it means in the context of our everyday human interactions. I’m inspired to write this post as part of an article series on LBS regarding psychological factors that affect our behavior.

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Considering to join a new company? Use this checklist to make the right decision

How to know if a company you're interviewing with lives up to your expectations? By asking the right questions of course! This checklist will help you "increase the surface area" of your intuition before jumping onto your next challenge.

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Age of distractions

Yet another calm weekend after months of lockdowns and I sit down to enjoy a book. After turning a couple of pages, I'm no longer able to keep going. In-between, I've managed to look at my phone four times and I've had my thoughts wander away. Why does something so simple feel suddenly so difficult?

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Sharpening your toolset

As a professional in any field there is a high chance that you've developed a set of tools and mental models to conduct your work. Today I wanted to briefly discuss how great professionals become better by continuously sharpening their skill sets.

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The principles and structure of a well-performed sales discovery

Discovery is one of the most critical parts of any sales process. If you manage to listen, understand and ask the right questions, you'll be well on your way to educate and deliver an unrivalled buying experience.

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About sales qualification frameworks

For as long as companies have sought to make revenue generation predictable, the idea of sales qualification has been taught to salespeople across industries.

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Writing effective follow up emails, examples included

This article is about drafting an effective, clear, accountable and a commitment inducing follow up email the right way.

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8 principles to help you stay mentally balanced and happy

I thought to share with you some of the things that I've written down for myself over the past few years. Thinking about these principles helps me when life gets difficult or if I catch myself confused.

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My story about getting the Salesforce administrator certification

I've been working in sales for the most part of my career, but it wasn't until I moved to a new company when I got to use the "industry standard" Salesforce platform as an everyday tool.

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Don't trust an RFP without asking this important question from yourself first

RFP, RFI... What are they and why shouldn't you as a salesperson blindly trust them?

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