When I worked in the editorial department of a magazine for kids, the company’s president decided to have a slick sales trainer teach the basics of closing a deal to our entire staff. He wasn’t Alec Baldwin in Glengarry Glen Ross, but he was close.
Those of us in editorial thought this was an incredible waste of our time—after all, we thought, sales was the focus of our marketing and advertising staff, not the concern of writers and editors.
But, now looking back, I see the president was right. We were all in the business of selling—some of us were selling ad space; others were selling something even more valuable: ideas.
Good ideas, in the form of points, deserve to be sold, not just shared. So how can you make sure you’re truly ...