I remember reading a book early in my sales career, and it had this description of the balance of the right mindset in sales, especially enterprise sales.

It was an Ivy League street fighter, meaning that the Ivy League part of it was the business acumen, the professionalism, the understanding of how a company

gets things done. But the street fighter part was the scrappy person who understands that bureaucracies

need to be worked around sometimes, that there is always a side door.

Everyone out there is going through the front door. It's very busy. It's all set up for you not

to come through it. The back door requires a relationship that already exists. The side door

is the magic door. And people overlook this

because it doesn't serve them immediately. But it's the door that we can open as salespeople.

But you have to be a street fighter. You can't be, what, a service clerk? And how do you get that confidence? Because you think it's

just knowledge. You think, oh, show me how. Okay, I'll show you how, but then it won't work and you'll say,

I did that. The problem is there's a skill to it. There is a certain something that is sometimes

not clearly understood or easily articulated. And the way to get good at that is repetitions.

And there's two ways of getting repetitions. One, years of experience, very expensive, very long, very arduous, and the other is practice.

And now you can practice your process, you can practice question and answer, you can

practice your business acumen.

But what if you could do it in an engaging and lightning way?

Go to brevitypitch.com.

Check out the future of sales performance.

Sales is not just an activity, guys.

I know we tried to take every element of art and uniqueness out of it,

and it's reduced revenue, not increased it. The future is revenue performance. Go to brevitypitch.com.

Check out brevity play. It's a free evaluation copy. Here we go.

...