Selling with Brian

The way companies grow revenue has changed. In today's market, closing a deal is no longer the finish line; it's the starting block. The most successful businesses are those that transform customer success into a powerful revenue engine. This requires sales, marketing, and customer success teams to work together to build long-term relationships that lead to more business, higher retention, and powerful client advocacy.

Are referrals part of your sales process? They should be. Referred leads convert 30% better than non-referred leads, close 69% faster, and referred customers have a 37% higher retention rate. 

Today I'm going to share some effective and time-tested strategies designed to significantly enhance your client referral rates, thereby enabling you to expand your business with ease and efficiency. By implementing these methods, you can cultivate a steady stream of new clients through the power of word-of-mouth recommendations, ultimately leading to sustainable growth and success in your business endeavors.

Decoding the Drama Triangle: Roles and Dynamics

The concept of the drama triangle offers a profound lens through which to examine the dynamics of human interaction at play. Conceived by Dr. Stephen Karpman in 1968, the drama triangle outlines three distinct roles often assumed in conflictual interactions: the Victim, the Rescuer, and the Persecutor. Each role carries its own set of behaviors and motivations that can perpetuate conflict and inhibit resolution. The Victim tends to feel oppressed or helpless, the Rescuer seeks to save or fix, often without invitation, and the Persecutor blames or criticizes, often harshly. Understanding these roles is crucial for recognizing how they manifest in everyday interactions, both personal and professional, offering insights into the cyclical nature of conflict.