Three Quick Rules For Sales Success

June 3rd, 2013 | Posted in Sales and Customer Service | Comments Off on Three Quick Rules For Sales Success

YouSendIt is a great service for sending files that are too large to go as email attachments.  In a recent interview, Brad Garlinghouse, C.E.O. of YouSendIt, summarized his company’s culture in terms of three driving values: be in, be real, and be bold.  Here are some excerpts.


“Be in” is all about passion.  Life is short.  There are so many interesting things we can do in our life, and I feel like if someone is just kind of showing up, it’s not worth it for them or for us. 

The second value, “be real,” is really about being authentic in our communication.  I have seen different cultures in my career that I felt had atrophied and needed revitalization, and they were the ones where you just didn’t feel like people were being real in terms of their communication.  You’d sit in a meeting and work through something and think you got somewhere, and then you walk out of the room and someone’s putting the parking brake on and you don’t even know they’re doing that. 

And the last one’s about being bold.  To me, if we’re not failing a little bit, we’re not trying hard enough.  I think great cultures encourage risk and are tolerant of failure.  If you don’t do that, you’re going to end up with a culture that is stagnant and not thinking about the next generation of products and experiences.  

You can read more of Brad Garlinghouse’s interview here.

Sell More – Find Your Authentic Sales Voice

At The Elkind Group, we specialize in helping organizations, teams, and individuals to develop new business and increase their sales results.  In the process, we often help our clients find and develop their authentic sales voice.

The three rules that Brad Garlinghouse identified for building a winning culture are also keys to developing your authentic sales voice.

Be in.  Authentic sales people are passionate about what they’re doing.  The old adage is that “selling is a transfer of feeling.”  Recent advancements in brain science prove this is correct.  Research supported by fMRI technology (functional magnetic resonance imaging) confirms the power of emotion to connect with people and influence them to take action.

Be real.  Authentic sales people are genuine in their curiosity and their desire to serve others.  They help people take a fresh perspective, identify issues they hadn’t seen, and understand problems and needs they didn’t know they had.  And they are committed to solving those problems and delivering solutions that bring real value.

Be bold.  Selling is always a business of percentages.  Even the most successful sales professionals hear “no” or “not now” a lot more often than they hear “yes.”  Resilience is essential for long-term success.  Dan Pink refers to this quality as “buoyancy” and it is the B in his new ABCs of moving others.

Are You Ready To Grow Your Business?

The Elkind Group can help your team convert prospects to customers, customers to clients, and clients to champions.

For more information on how to grow your sales and develop your authentic sales voice, please contact us.

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