Numbers.
Sales is basically numbers,
but the numbers are basically us.
I think it takes quite a long time to figure this out.
Numbers are just a manifestation of the effort we put in, nothing else.
Your target at the end of the year is a manifestation of the cold call you did today.
It is a result of the email that you sent,
it's a result of the event you went to,
it's a result of the number of people you said hello to.
It's a result of every action that you take.
But I still see people thinking abstractly about this.
Sure, it's not all linear.
You can't always tell that person you bump into
or that comment that you make
or that email you send
will result in business.
But it compounds.
You've heard this idea that compounding interest is the eighth wonder of the world.
Sales compound.
Every single thing you do has an effect.
Yet people still talk abstractly about targets
"I wonder if we'll hit a million this year.”
You don't need to wonder.
If you put in the effort and put in the numbers,
the end result you get will be a number that is a direct result of the actions that you took.
I hope I'm making sense here.
This is the absolute secret playbook of sales.
All of my favorite salespeople out there they all talk about one thing:
Do the numbers.
Of course, it comes down to technique as well.
Your technique has to be great:
how you pitch,
how you listen,
how you call,
how you do a meeting.
But that comes with practice,
which comes from numbers.
This Saturday, think about numbers.
When you get to Monday, start putting your numbers in.
So that you don’t need to worry about your target.
because you took a sales action on Monday, the 16th of February at 9:00 AM,
and then took another one at 9:05, and so on.
Get at it.
Ned.
Content of the week:
This week on The Sell, we had Aidan Brannigan.
He’s 25. Makes his living creating funny content for B2B tech brands. Memes. Virality. Attention.
When I first found him on LinkedIn, I thought we’d just talk about how to make funny posts.
Wrong.
This guy is seriously thoughtful about marketing psychology. About why brands can’t be boring anymore. About how the differentiator isn’t the product — it’s how people feel about you.
His company is called No Boring Brands. And after this chat, you’ll understand why.
He’s a creator. A marketer. A sales guy. And he’s building something big.
And even better, his dad has sold over $50 million of yearbooks in his lifetime. Sales clearly run in the family.
Funny content. Serious business.
You’re going to love this one.
Enjoy, Aidan Brannigan.