Sales are the starting line

Sales are not the goal.

Sales are the starting line. Here’s why:

When they’re the goal:

• Close as many leads as possible
• Close at all costs, persuade harder
• Chase bad-fit leads to make quota
• Growth comes from selling more

When they’re the start:

• Delight as many customers as possible
• Turn them into fans, edutain harder
• Reject bad-fit leads to focus on fans
• Growth comes from fans inviting others

R=≥1 fans is better than +1 customers.(It’s also a more fun business to run!)