Startup Selling: Talking Sales With Scott Sambucci

Last month, a friend asked if I was up for a half-marathon in November.   I've been taking some down time from heavy training this Fall, but the race is a trail run in the Marin Headlands. Hard to resist a perfect way to stay fit, have some fun, and hang out with a buddy. I was in.   As a way to gear up, we agreed we'd each do 100 air squats and 50 burpees every day for 30 days. The numbers aren't huge -- they're a push to stay focused and stay disciplined in our ramp up to race day.   Last week he texted me – "I’m having trouble motivating for more bp/squats!"   I replied –   "Motivation is for suckers and weaklings. Just f&cking do it. Once you get started, you’ll be fine and glad you did."   45 minutes later, he texted me back --   "50/100 - bring on the Elevator Shaft!"   None of us feel motivated to do hard things. Our brains are designed to find the easy path. If we want to do hard things, if we want to achieve big outcomes, hard things are a requirement.   We don't feel motivated to do prospecting