Rahoul Baruah

I said last time that each seller looks like a funnel. That’s only half-true. The best sellers look like multiple funnels. You see, the best businesses don’t just sell once. They

The seller looks like a funnel. Wide at the top, narrow at the bottom. Buyers pile in to the top and slowly get narrowed down, fewer and fewer, as they head to the

Credit for this goes to Steve Potiphar; I don’t know if it’s his idea originally, but that’s where I learnt about it. So your buyer is moving on a path

There are two parts to every sale. The Buyer. And the Seller. All too often, it’s easy to forget half of the equation. And a big part of the problem people have

What happens when you lose a deal? So I came up with a sales process. It made me more confident and boosted my business, without feeling like I was being a slime-ball. In