David Cancel
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This Is the No. 1 Reason You’re Not Closing More Sales
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Editor’s Note: This article was first published in Inc. Magazine here. I’ve said it before and I’ll say it again: The balance of power has shifted. Today, customers have all the control. But unfortunately, a lot of executives still haven’t gotten the memo. While they’re busy worrying about raising capital and pleasing shareholders, their customers — the real lifeblood of their […]
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Failure Is Necessary for Growth, but Only in These 3 Instances
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Editor’s Note: This article was first published in Inc. Magazine here. Failure is necessary. Without it, we cannot hope to achieve the things that others have not. But school teaches us to be afraid of failure – afraid to fail a test, a class, fail out of school. I believe this to be one of the great disservices of the modern […]
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The Undeniable Rise of Video in B2B Selling: Every Great Personal Connection Starts with a Conversation
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Editor’s Note: This article was first published in Inc. Magazine here. Over the past few years, we’ve undergone an undeniable shift in the way we buy, sell and consume content online. According to Cisco, by 2020 about one million minutes of video will cross the internet every second. And just a year later, 82 percent of the world’s internet traffic will be […]
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Finding Your Own Circle of Competence: The Difference Between What You Think You Know and What You Actually Know.
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Editor’s Note: This article was first published by Inc. here. People who know me (or who’ve been reading this column) know I’ve learned a lot from Charlie Munger and Warren Buffett. I particularly admire their mental model known as the Circle of Competence. Buffett and Munger initially developed the Circle of Competence to limit where to make financial investments (based on their […]
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What the 5 People Closest to You Say About Your Future
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Editor’s Note: This article was first published in Inc. Magazine here. You are the average of the five people you spend the most time with, so choose wisely. “Show me your friends and I’ll show you your future.” That’s a well known quote I wish I’d heard growing up. Because one of the most important, […]
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How to Build a Company Your Team Will Never Want to Leave
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Editor’s Note: This article was first published by Inc. here. One of the things that gets me out of bed each morning — is striving to build a company where everyone on my team can succeed. Believe me: It ain’t easy. Building an incredible product, delivering incredible customer support, growing revenue…all of those things are relatively simple by comparison. But […]
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This Billionaire Investor’s Secret To Solving The Tough Problems? Start With The End.
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Editor’s Note: This article was first published by Inc. here. Warren Buffett and his business partner, Charlie Munger, are famous for many reasons – most notably, their billion-dollar bank accounts. But they’re so much more than savvy business people. Their genius lies in their ability to look at problems differently than the way you or I […]
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Why & How Sales Teams Should Use Video to Close More Deals
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Editor’s Note: The following is adapted from Chapter 12: How Sales Teams Can Create a Better Buying Experience with Real-Time Conversations from the book Conversational Marketing: How the World’s Fastest Growing Companies Use Chatbots to Generate Leads 24/7/365 (and How You Can Too). This book, written by Drift CEO, David Cancel, and VP of Marketing, Dave […]
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Replacing Marketing-Qualified Leads (MQLs) with Conversation-Qualified Leads (CQLs)
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Editor’s Note: The following is an excerpt from Chapter 4: Replacing Lead Capture Forms with Conversations from the book Conversational Marketing: How the World’s Fastest Growing Companies Use Chatbots to Generate Leads 24/7/365 (and How You Can Too). This book, written by Drift CEO, David Cancel, and VP of Marketing, Dave Gerhardt, forms the basis for Conversational […]
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Chatbots and Humans: Finding the Perfect Balance
Editor’s Note: The following is an excerpt from Chapter 3: The Rise of Chatbots from the book Conversational Marketing: How the World’s Fastest Growing Companies Use Chatbots to Generate Leads 24/7/365 (and How You Can Too). This book, written by Drift CEO, David Cancel, and VP of Marketing, Dave Gerhardt, forms the basis for Conversational Marketing as a […]
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The Three Waves of Messaging (and How the Third Wave Changed Everything)
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Editor’s Note: The following is an excerpt from Chapter 2: The Rise of Messaging from the book Conversational Marketing: How the World’s Fastest Growing Companies Use Chatbots to Generate Leads 24/7/365 (and How You Can Too). This book, written by Drift CEO, David Cancel, and VP of Marketing, Dave Gerhardt, forms the basis for Conversational Marketing as a […]
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Here’s Why You Should Avoid Calling a Meeting 98% Of The Time (And What To Do Instead)
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Sigh. ☝That’s the default reply when anyone schedules a meeting. Why? Because in almost all cases, they’re a time suck. And as companies get bigger and more complex, there’s a tendency to rely on meetings as a means of increasing communication and transparency. But in my opinion, you can and should avoid calling a meeting […]
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