GlenGary.
Who is coffee for?
What is the second prize?
How did you get to work?
If you're in sales, you know these lines.
But if you're really in sales
You know what Glen Gary is?
What is Glen Ross?
They are housing developments.
but what they represent is
They're leads.
It's leads that we want.
Everything comes down to leads.
A lead is someone you sell to.
If you don't have leads, you can't sell to anybody.
That is the point.
In the movie
Who got the leads?
The best salesperson.
Why did the best salesperson get the leads?
Because they did their job.
It's not about the coffee
or the steak knives,
or the bus.
It's about leads
And knowing what to do with them
Today, so many people either don't find leads
or don't know how to get leads
And when they get leads, they don't reply quickly enough.
You need to reply in one minute.
A lead is gold.
If somebody gave you a bit of gold and said you just had to pick it up.
What would you do?
Pick it up.
When?
Now
Same with leads.
They are gold, so pick them up and get at it.
And if you haven't watched Glen Gary Glen Ross,
watch it
because the man from Mitch and Murray
comes with the leads.
Sure, he's a bit of a douchebag, but the point is correct.
If someone brings you leads,
Get at them.
Content of the week:
LinkedIn Live this Thursday, 26th of Feb, 5 p.m.
Singapore time, on how to sell enough and exit.
Fifteen minutes of me telling you as a founder how to hit your targets,
and then fifteen minutes with Roberto DeVido,
a specialist in positioning start-ups to exit at the right time.
My previous start-up I sold enough but I didn't exit.
I wish I had met Roberto before. Now's your chance to learn from the master.