#IAmBrianScottK

Author: Brian Kantor

  • The Most-Overlooked Area of Trust in Sales

    The Most-Overlooked Area of Trust in Sales

    Everyone knows that building trust is key in sales. What if I told you, however, that if you want to close more deals, there’s not one, but actually three Pillars of Trust you’ll need to establish. In order to put yourself in the best possible position to earn a spot on an RFP or ultimately…

  • How to Easily Break Through at a Conference

    How to Easily Break Through at a Conference

    At a conference, it’s extremely challenging to break through the clutter and generate a meaningful ROI on your time. Here’s how I did it.

  • NYC’s MTA Should Go Crypto

    NYC’s MTA Should Go Crypto

    What if New York City’s MTA, the organization responsible for the city’s public transit system, became a DAO and switched from cash to its own cryptocurrency?

  • Where You Sit Determines What You See

    Where You Sit Determines What You See

    The next time that you’re at odds with someone in a context where coming to an agreement is beneficial for everyone, try switching seats with the other person to see for a moment from each other’s eyes.

  • Track and Ye Shall Achieve

    Track and Ye Shall Achieve

    “If you can’t measure it, you can’t manage it.” In Decoding Greatness, Dr. Ron Friedman suggests we track our progress to find success through something he deems “The Scoreboard Principle.”

  • Would You Walk from NYC to LA for $1MM?

    Would You Walk from NYC to LA for $1MM?

    If I asked you “Would you walk from New York to Los Angeles for 1 million dollars,” …you’d consider it… and probably come to the conclusion that as good of a deal as it sounds in principle, in practice it just doesn’t sound realistic… [but] if we take a deep breath and break down our…

  • How to Do Email Right: The Perfect Subject Line

    How to Do Email Right: The Perfect Subject Line

    An email subject line should simply prompt the recipient to take action and open your email. Once they open your email, you’ll have a bit more space to lay out your “arguments”, but first things first.

  • Be Gracious in Defeat

    Be Gracious in Defeat

    To be gracious in defeat simply means that learning to “fail well” is a critical skill for any salesperson. A “good loss” should be the first step towards our next win.

  • The Soft Sell

    The Soft Sell

    “The Soft Sell” is all about building trust and establishing rapport. The sales process should be win/win, and no one likes a sleazy seller. Together, we will explore how to succeed in sales without compromising your values.

  • How to Get [Almost] Anyone’s Email Address

    How to Get [Almost] Anyone’s Email Address

    Emailing strangers is crucial to most successful people in business. Here’s the step-by-step process I use to get almost any email address for free.