So many StartUp Founders are keyboard warriors

Name: So many StartUp Founders are keyboard warriors
Uploaded: 2023-03-22T04:52:52+00:00
Duration: 57 s
Channel: James Sinclair
Description: A short YouTube talk (by James Sinclair) sharing a personal B2B sales anecdote: when digital outreach stalled, the speaker followed a mentor's advice to…

22 Mar 2023 · 1 min

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A short YouTube talk (by James Sinclair) sharing a personal B2B sales anecdote: when digital outreach stalled, the speaker followed a mentor's advice to call and meet a prospect in person, which led to closing the deal. The core lesson is that personal presence, visible passion, and delivering value in person often outperform email/Zoom—founders should avoid being 'keyboard warriors.'

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Ten years ago, I was stuck with a prospect early B2B HR SaaS one of my first few prospects. I couldn't get a yes, I couldn't get a no. I didn't know how to move the deal across the finish line. And so I rang my sales mentor, and he said, well, have you phoned him? No. Have you gone to see him? No. He said, well, there we are. Then he said, people do business with people, and the one thing that's not communicated in email or Zoom or whatever you're talking about is the passion, the excitement. Excitement and making your prospect actually say, I want to do business with this guy as an individual. Great lesson. So I did phone him, and it was very awkward for me in my early days. And ultimately I said, I'm going to be in Frankfurt in two days. Do you want to meet? He said, yes. I went, got changed in the parking lot and ultimately closed the deal. But it's changed everything about how I sell and think about my customers. Go see them. Go deliver value. Go excite them. Go show them that you're vested in their success and make them want to do business with you. It's easier to be a keyboard warrior. I understand, but you just got to do it. Good luck.