Cybernetics (loosely translated from the Greek): “a helmsman who steers his ship to port.” Psycho-Cybernetics is a term coined by Dr. Maxwell Maltz, which means, “steering your mind to a productive, useful goal so you can reach the greatest port in the world, peace of mind.”Since its first publication in 1960, Maltz’s landmark bestseller has inspired and enhanced the lives of more than 30 million readers. In this updated edition, with a new introduction and editorial commentary by Matt Furey, president of the Psycho-Cybernetics Foundation, the original text has been annotated and amplified to make Maltz’s message even more relevant for the contemporary reader.
“I’ll do it tomorrow.” Those four simple words can absolutely devastate your ability to be productive. The average person’s life is littered with projects that never get finished simply because they were never actually started due to procrastination. Maybe that’s an okay way to live for the average person, but I’m not average and neither are you. Whether you’re an aggressively aspiring entrepreneur, seasoned CEO, or stay-at-home parent — procrastination is going to be your #1 hurdle to success.
The Benefits of Building a Repeatable Sales Process
The best free-thrower in the world isn’t Shaq. It isn’t Steph Curry. It isn’t even Steve Nash. It’s Ted St. Martin, the Guinness World Record for the most consecutive successful free throws in a row: 5,221. His secret? Process. The advantages of developing this directed, systematic series of actions are twofold: consistency and efficiency. Here’s why a sales process is important.
In 2011 I was tasked with scaling a sales team at a small company called Udemy. Having no real sales floor experience, I took a completely different approach. I built a highly technical process, sometime over complicating things, that would help our resource constrained marketplace scale like Amazon.A few months in we created the first Sales Hacker meetup, where we’d share hacks on all things sales. From using the programming language Python to scrape data from the web, to leveraging new sales email automation tools like ToutApp, and building virtual SDR teams through TaskUs and Upwork to set up demos with less overhead.