CHAPTER 9
SKILL #1:
ALWAYS BE LISTENING
No one wakes up excited to see more advertising, no one goes to sleep thinking about the ads they’ll see tomorrow.
—JAN KOUM, WhatsApp cofounder
HAVE YOU WATCHED one of the many video clips on YouTube that show scenes from the classic film Glengarry Glen Ross, based on the David Mamet play? One of my faves shows Alec Baldwin as Blake. Blake is a real estate salesman sent by corporate goons to drum up more business from the tired and whipped sales team. In one of the film’s most intense scenes, Blake castigates the team with this harsh, unmotivating speech:
You got leads, Mitch and Murray paid good money. Get their names to sell them. You can’t close the leads you’re given you can’t close shit. You are shit. ...
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