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The last 10 years I’ve facilitated more than 1,000 partnerships.
With a wide range of orgs like HP & Microsoft, to Amazon & Walmart, to P&G, to the NFLPA, to the University of Texas, to Away & many more.
I’ve learned something new every day.
Here are my 10 biggest learnings
With a wide range of orgs like HP & Microsoft, to Amazon & Walmart, to P&G, to the NFLPA, to the University of Texas, to Away & many more.
I’ve learned something new every day.
Here are my 10 biggest learnings
1. Be a human.
I would record many of my calls and listen back to them.
I’d ask my wife if my tone matched my tone at home.
If not, I was trying too hard.
Be relatable, have fun, and be yourself.
No matter who is in the room this always is the best approach.
I would record many of my calls and listen back to them.
I’d ask my wife if my tone matched my tone at home.
If not, I was trying too hard.
Be relatable, have fun, and be yourself.
No matter who is in the room this always is the best approach.
2. Obsess with what the other side wants.
If you can give the other side what they want, you can soon enough get what you want (money, etc.)
Don’t go in saying “I want X”. If you do, you’ll fail.
It takes two to close a deal.
I always want to be the 2nd yes.
If you can give the other side what they want, you can soon enough get what you want (money, etc.)
Don’t go in saying “I want X”. If you do, you’ll fail.
It takes two to close a deal.
I always want to be the 2nd yes.
3. Don’t be desperate.
When The Hustle was tiny and $10K was a huge amount, I turned down a Microsoft deal for $$$.
The deal was bad for us and them.
They came back later. With more money, and more importantly, more respect.
Hold your line when you can.
When The Hustle was tiny and $10K was a huge amount, I turned down a Microsoft deal for $$$.
The deal was bad for us and them.
They came back later. With more money, and more importantly, more respect.
Hold your line when you can.
3. If you don’t win, don’t stop.
Some of my best relationships started with people who said no at first.
If I had conviction it would work one day. I’d double down. Provide them value. Make sure they know you.
People buy from people. Make that person see you as valuable.
Some of my best relationships started with people who said no at first.
If I had conviction it would work one day. I’d double down. Provide them value. Make sure they know you.
People buy from people. Make that person see you as valuable.
4. Think outside the box.
Getting the attention of someone can be the biggest challenge. This requires creativity.
Ask yourself this - what would I respond to?
The more effort you put in to getting someone’s attention, the more likely you’ll get it.
Getting the attention of someone can be the biggest challenge. This requires creativity.
Ask yourself this - what would I respond to?
The more effort you put in to getting someone’s attention, the more likely you’ll get it.
5. Tell the truth.
The best sales people tell the truth. They don’t lie to get a deal done.
I’d ask marketers their desired CAC or goals.
If they told me a number we’d never hit, I’d tell them no and try to end the call.
Rarely the call would end.
Honesty sells.
The best sales people tell the truth. They don’t lie to get a deal done.
I’d ask marketers their desired CAC or goals.
If they told me a number we’d never hit, I’d tell them no and try to end the call.
Rarely the call would end.
Honesty sells.
6. Ask for help.
Stop reading this thread. Now think of someone who you think is better than you at your job.
Go ask that person for help or advice.
There will always be somebody and you should always be asking.
Stop reading this thread. Now think of someone who you think is better than you at your job.
Go ask that person for help or advice.
There will always be somebody and you should always be asking.
7. Show you give a f*ck.
Show up early, stay late, listen to learn, and act proactively.
You have to out work your competitors no matter how great your pitch is.
Create org charts, write down birthdays, favorite drinks, etc.
Learn what others can’t and act on it.
Show up early, stay late, listen to learn, and act proactively.
You have to out work your competitors no matter how great your pitch is.
Create org charts, write down birthdays, favorite drinks, etc.
Learn what others can’t and act on it.
8. Connect dots.
I’ve written about this before, but the power in relationship building is connecting dots for others. It’s not you hoarding your knowledge.
Build a network or an expertise where you can help the other side.
You’d be amazed how few people can or will do this.
I’ve written about this before, but the power in relationship building is connecting dots for others. It’s not you hoarding your knowledge.
Build a network or an expertise where you can help the other side.
You’d be amazed how few people can or will do this.
9. Earn an early yes.
I like to start a meeting by asking a question that I assume will be answered with a yes. Normally a casual question.
When you get 1 yes, it sets a tone. It only gets easier after that.
Build each yes on top of each other to reach your end goal.
I like to start a meeting by asking a question that I assume will be answered with a yes. Normally a casual question.
When you get 1 yes, it sets a tone. It only gets easier after that.
Build each yes on top of each other to reach your end goal.
10. Love what you’re pitching.
Damn, this is the most important.
Ever see a musician sing with passion? Even if you hate the genre, you can’t look away.
Love what you pitch. Believe in it. The other side won’t stop listening.
Damn, this is the most important.
Ever see a musician sing with passion? Even if you hate the genre, you can’t look away.
Love what you pitch. Believe in it. The other side won’t stop listening.
