Oct 5, 2026 · 14 min · 9 segments
The hard part wasn't getting people to trust me. The hard part was becoming a person worthy of trust. That's the whole book—and the reason it took me 30 months to write. eBook pre-orders are open…
Why trust? It's been almost three years since I published Passing Notes to Strangers.
highlighting the attributes of those long-lasting partnerships we're all after in our businesses and beyond.
And then what? I kept coming back to what we call the sales cycle, and I kept thinking about how much I hated it.
The sales cycle is this formula where you take prospects from the top of the funnel through the close, one step at a time.
It's the genesis of all sorts of cringy ideas, the tie down, spin selling, the alternative clothes.
Why trust? It's been almost three years since I published Passing Notes to Strangers.
highlighting the attributes of those long-lasting partnerships we're all after in our businesses and beyond.
And then what? I kept coming back to what we call the sales cycle, and I kept thinking about how much I hated it.
The sales cycle is this formula where you take prospects from the top of the funnel through the close, one step at a time.
It's the genesis of all sorts of cringy ideas, the tie down, spin selling, the alternative clothes.
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