Oh man, I do the "Thanks you for your time" AND "I want to...". Good time to stop that, eh?

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Accuvit that analyzed the impact of using filler words in B2B sales calls - fillers like ‘Umm’, ‘Uh’, ‘Like’, and so on. I wanted to share some of the more remarkable findings.

My filler word is 'and'.

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Recently, I got invited to speak at the Vancouver stop of Startup Canada's cross-country tour.

As part of the Sales & Marketing workshop they asked me to deliver a 15 min talk about some high-level concepts that would benefit first-time or early entrepreneurs. I came up with 7 myths¹ (and their matching realities) that I see startups believe, over and over:

1. I can just "wing" it
2. I should try to reach everybody
3. I know what they want
4. They will find me
5. They will buy it...

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"Instead of being about persuading the buyer, sales is more about building their motivation to buy." @PrincipledSell brandquarterly.com/open-mic-socia…

We've got to start pulling customers through the buying process instead of pushing them through our sales process.

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