Explore every episode of the podcast The Sales for Nice People Podcast

Sure, go ahead and invest in outreach, Business Development, networking, content marketing... but don't forget to dig up the opportunities hiding in your network, first. 
Check out the MYNO mini-series here: https://salesfornicepeople.com/academy/mine-your-network-for-opportunities-myno-workflow

And the one thing most detrimental to your internal state? 
The conversations that other people put into your mind. 
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The shortest - and admittedly harshest - way to put it: 
Your team will never outperform your leadership. 
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You can tackle problems in isolation, but if you don't look at the overall bigger picture, the system your problem exists in, you might just screw up more than you're trying to fix. 
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Just like that friend who's always "doing one final rewrite before sending my manuscript to the publisher!". You don't follow up because you don't want to face the fact that things don't look as rosy as you're hoping?
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If you're for everyone, you won't look like the specialist that people want to hire. So you create a narrative, for a niche, and you aim it at those people. Anyone adjacent who show up? Welcome them in. 
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You can tell yourself stories about how likely all those deals are to close until your bankrupt - and if you do tell yourself stories about it, you might be closer to ruin than you think. Be discerning, and careful not to fall into wishful thinking. 
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When a buyer becomes a client, they become a tenant in your head. Shouldn't someone pay the rent...?
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Yeah of course they have the problem and they want to solve it - but very often they can't or won't, and they're only talking to you so that they look like they're working on a solution. And then you waste your time on a buyer's problem-solving theatre. 
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Oh look, I coined a cheesy term. 

But if you use it in your sales and marketing, you probably land more buyers. 
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You don't have to be a dancing monkey in order to make social media work for you. And in any case, you can dance all you want but it won't help you unless you get your narrative and positioning together, first. 
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The need, the urgency, the budget... none of that is an actual predictor of the sale, no matter how much you want to believe that "have money" is "will spend money". 

For more sharp thinking on how to actually get the sales without compromising your values, go to https://salesfornicepeople.com/signup

Just that question. Ask yourself that, answer it, and then go do it. There you go, more buyers and more sales. 
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Found the problem. You're welcome. 
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Most meetings should have been an email, and most emails are way too dense, over-complete, and they make you look needy. 

You're throwing haystacks at people, expecting them to find the needle. And that's why you get ghosted. 

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So annoying when a buyer won't buy now, because they want to first do a bunch of things... that actually you should be helping them with... except you can only do that once they buy and they won't. 
Here's one counter-intuitive way to get through that stalemate. 
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That question is great, but it's often a false flag. And "Yes" is usually not the right answer. 
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Can't justify preaching but not practising. And you can't justify creating assets without leveraging them. 

SFNP Daily is going to take a few weeks off, and meanwhile you can get yourself the assets by signing up for a daily email at https://SalesForNicePeople.com/signup

A sale can still happen later, so long as the conversation continues. But it won't if you let the convo and the relationship die. 
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Yes. Here too, questions are the answer. 
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There's better ways than writing proposals, if you have an offer that you want your buyer to pick up and pay for. 
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This is how you solve the good egg-problem, that pesky thing where your values prevent you from landing more buyers
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I mean, they're all zigging. Might as well zag, instead.
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Oh I don't mind AI, it's just a tool. But what I don't like is when it is used by fools. Don't be a fool, you know?
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Buyers come with built-in skepticism and it's your job as the seller to create trust. And focusing on fairness is a great way to do just that. 
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The more things you say no to, the better those things that you say yes to. But if you say yes to everything, your life gets filled with crud and clutter that really you ought to have said no to. 
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Quality thinking works, and it works a charm for your pipeline and your deals. 
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You can spend your time only once and if 'more sales' is the goal, then you'd do well to simply focus on generating more conversations. 
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Q: Have you ever managed to properly remedy something, without doing a decent diagnosis of the problem first?
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Nearly always, your buyer has someone in their world whose opinion matters to them. 

They'll go and have a conversation about your offer... and if your buyer isn't prepared for that conversation, that might be the reason your deal fails. 
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Traditional sales teaches that you have to ask a buyer "What is required to move forward on this?" and that's wrong. 

Check the recording for a much better, much more humane and ethical question. 
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It's nice to take care of people. Makes for a fun and effective sales process, as well. 
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You might think I'm against the tool, or the technology, but I'm not. 

I'm against mindlessly using tech, because it's sloppy and it disrespects your audience. 
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Playing the game of averages is going to get you average results. 

Unless you have deeper pockets than everybody else, which you probably don't. 

So, forget about playing the 90% game. You'll make more money, more easily, if you play the 10% game. 
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If you start your first meeting with a buyer by pitching... is that actually a form of malpractice?

Because it's your duty to help them buy if they ought to... but that's far less likely to happen if you show up with a positioning statement, compared to when you show up with the right questions. 
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I mean, you want your proposal to get you the sale, right? 

Well, then is there a better proposal than the one that your buyer gets to have a say on?
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Email is a great communication channel, but it's completely useless for selling your work. 
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Salespeople are just doing their job. Problem is, the vast majority of sales people are unfortunate enough to have a crappy job. 
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Yeah ok, fine. Go ahead and try to sell your thing to your buyer. 

Or, do what nice people do - smart people too, actually:

Make it easy to buy. 
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In the end, objection handling is just code for making people wrong. Look for buy-blockers instead, and help you buyer get around them. 
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It's not that interrupting a stranger is bad, or that nice people don't do outreach. 

It's that we do it in a thoughtful way, where we first pay the cost of spending time on someone, before we ever get in touch. It's nice. And it works, too. 
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It's a disservice to allow indecision. And you want to serve your buyers, right? 

Then get them to a decision, yw. 

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We all want to believe that there's a great future ahead of us. 

But if you create that future by assigning deal values too early, that future is a fabrication, an invention, and it's very likely to reduce your actual earning potential.

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Raise your hand if you got the reference to Space Quest. 

Or if you're fed up with 'leads' that don't turn into sales. 

Check out the MYNO workflow here: https://salesfornicepeople.com/academy/mine-your-network-for-opportunities-myno-workflow

True story: 
If you force your sales people to have more meetings, they end up having beers with their high-school buddies who work for your client, and then they put it into the CRM as 'meeting with a buyer'.

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I mean if money is going to be the obstacle...

Don't you want to find that out, as early as possible?

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Unrelated: the more needy a seller seems, the more wary to be. 

And don't all those lead-gen boiz and girls just look needy as hell, with all their automated screeching? 

Anyway, forget about them. Let's solve some quality problems, instead. 
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You can't out-advertise a missing USP or ICP definition. 

And you can't out-automate an inability to sell your work. 

But you can get smarter every day with a short daily email at https://salesfornicepeople.com/signup

It's a pain in the ass to be on the fence, and when your buyer can't decide, their situation is worse than it ought to be. And the right question will be an act of service. 
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It's not that AI is a bad idea for your sales process, but if you actually want to relate better to people, I don't think you should outsource your thinking. 
Check out the Deal Diagnosis X-Ray tool here, it's free and no signup is required for the time being: 
https://salesfornicepeople.com/interactive-deal-diagnosis-xray