Jesse Pujji explains how salespeople build real leverage: a full pipeline and the ability to walk away. True leverage comes from solid execution—good content, qualified leads, right prospects—not gimmicks or fake scarcity. For service businesses, real resource constraints like limited team capacity create genuine leverage.
How are you creating this dynamic of you need me more than I need you? How do you create that in a sales conversation? I mean, the, the best way to create it by far is for it to actually be true. Everybody loves the gimmicks. Everyone loves the, ooh, just gimme the sentence, Jesse, that I need to say. And I can do that. But the best thing, if you actually have leverage, if you can actually walk away from a client and go, I don't need your business. I have a lot of business cuz I have a big pipeline. I just don't need this. That's the absolute best place to be. And that comes from back to execution, like writing good content, getting lots of leads, making sure they're the right people. Good execution tends to be the best leverage you can possibly create. And then if you're, if you're in the services business, especially, you have a fixed amount of resources. You have 20 people. Now that, that, those over 6 months, you may have 30, but today you have 20 and they can only do a certain amount of work. And if you just say only a certain amount can get done, then immediately there's a constraint that's been a true constraint, not a fake constraint that's been created.
