The Physics of Sales: From Push to Pull

This article reveals a fundamental flaw in how many founders approach sales: the 'seller-push' mentality. By observing hundreds of sales calls, the author argues that successful sales aren't about convincing customers, but about helping them achieve their goals. The author introduces the 'buyer-pull' theory and lists 11 signals indicating a 'seller-push' approach. Changing this mindset is key to unlocking sales efficiency.