Entries by daryllu

Beware of Self-Preservation

When it comes to sales, perhaps the biggest challenge a buyer is wary of is the risk to his / her job. Selection of a product or service can have consequences to the results of a key initiative. The success of the selection can help a mid-level manager rise to a leadership position—the ability to […]

Stock Options and Restricted Stock Units

Stock options are not restricted stock units. That’s my big lesson from this week. I thought I knew what getting equity was all about, but given I’ve gone through few meaningful liquidity events other than Burner Rocket, I didn’t know what options truly meant. Burner Rocket, after all, was a much simpler transaction that my […]

Time for a Break

Last week was the first time in a long time I just said, “eff it, I’m not posting”. I could’ve still posted later like I had done for several weeks prior. However, I just didn’t. Maybe it’s time for a break? The last several months have been a whirlwind for me with travel all around […]

Walk-Up Sales Pitches

My [new] wife and I are out in Hawaii checking out the sands and crashing waves of the North Shore, and we’re approached by a man looking straight at me saying, “you look like you’re from around here”. I’m dressed like I am definitely not–pure “tourist” on me. But I know what he’s up to. […]

Play Up the Emotional Experience

I’ve spoken to a few marketers and entrepreneurs recently about reinvigorating old customers in more transactional sales. These types of sales can be layups if done right, and though, would likely not yield 100% conversion, these opportunities can still have a high conversion rate. At least, if customers had a positive experience before. In one […]

Personal Confrontations Parallel Sales

Recently, I’ve had a couple confrontations / differences where I reacted very differently. Upon reflection, these two reactions are exactly why I am not yet a great sales person. There are plenty of research in the field of sales that are key to being a great sales person including: 46:54 ratio of talk:listen. That is, […]

Working in Isolation Requires a Self-Regulating Throttle

For the last couple weeks, I’ve been in Dubai as part of the Dubai Future Accelerators program, but the last week has been alone – that is, my colleague left for other appointments at home. It’s been a great experience continuing to spread my proverbial wings and practice entrepreneurship in its simplest root – performing […]

Reflecting On the Speed of Innovation in Dubai

A few weeks ago, I wrote about my struggle with consistency right now. Things are very busy with a lot changing in my life. One piece I did not share before because I didn’t know it would come to fruition was a work trip to Dubai… for three weeks in March and then another in […]