Power Dynamics in Sales

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The power dynamics in sales prospecting is a funny thing.

You’ve got the power to choose who you reach out to. You’ve got the power to say what you want to them and the power to choose your message.

And that is a crazy amount of power right there. You can use this power to change entire marketplaces if you’re good enough.

The only thing is, your prospects have the power to decide whether or not they to listen.
So how do you influence that?

You focus on what you can control. Your outreach, your discover, how you communicate value.

You fill the pipeline so full that the chances of smashing quota and making a tonne of money are high.

Forget about the power that the buyer has, which is the ability to say yes and focus on the power you have to stack the deck in your favour instead.