Before you scale sales

Dear Reader, Last week, we talked about Sales as Instinct. In this stage, our reputation is doing all the heavy lifting. People know us. They trust us. They refer us. They understand enough about our work that the sales conversation does not have to start from zero. This can feel like strong momentum, and it can be, but only if we’re clear on where that momentum comes from and how to move it forward. If sales only works when the buyer already trusts us, remembers us, and arrives halfway ready...