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3 Things Every Entrepreneur Must Know to Grow Their Business

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It seems like everyone these days is an entrepreneur. After all, anyone with a computer and an internet connection has the opportunities to serve a global audience. The harsh reality is that the vast majority of these budding entrepreneurs will never make the money they hope to through their new business venture. Most will fail to ever make a dollar, others will earn very little and eventually abandon the idea as the novelty wears off and discouragement sets in. 

The difference between the runaway success stories and the masses of entrepreneurs silently toiling in their businesses is that the former possess a skill that the latter do not. The winners know how to sell.

Weekly, I encounter starry-eyed entrepreneurs with big ideas and a palpable disdain for sales, sales processes, and anything that conjures mental images of used car salesmen in cheap suits who reek of equally cheap cologne. These entrepreneurs likely won’t make it. If you want to succeed you have to learn to sell.

Here are three lessons from top sales leaders on how entrepreneurs can improve their sales results:

1. Educate, don’t pitch

Don’t even think about pitching your offering until you know exactly what ails your would-be buyer. The fastest way to sink a deal – and your reputation – is by pitching an offer that won’t actually work to alleviate your customer’s pain point. A superior way to sell, however, is to avoid pitching at all. This proverbial high road is one that will set you apart from virtually every other sales person who comes knocking. You will become more than another offering in a crowded field; you will become the trusted advisor.
The first thing you must do in any selling situation is take the time to self educate by asking thoughtful questions that invite your prospect to open up about their current situation. The best sales leaders do this effortlessly and the meeting begins to feel more like therapy than a sales call.

Once you’ve established a level of trust with your could be buyer, now is the time to show them how your offering would be the right next step to solve their problem – but only if it actually will. Spinning your offering to shoehorn a customer into a deal they’ll later regret is a fast way to trash any trust and goodwill you’ve managed to create. By demonstrating how your offering will make their lives better, you have put yourself into the role of the trusted advisor and your soon-to-be customer will thoughtfully consider your offer free from the typical pressure of transactional sales.

“Keep yourself positive, cheerful, and goal-oriented. Sales success is 80% attitude and only 20% aptitude.” – Brian Tracy

2. Expect to hear ‘no’

Hearing no is hard. Especially when you know that the product or service you’re selling will genuinely help make your customer’s life better. The first time you hear a no it can be pretty devastating, especially true when it’s your business that you’re trying to get off the ground. Rejection is always hard though a healthy perspective can go a long way towards keeping you on the path to eventual success.

The good news is that every no is a great opportunity to learn. From building your confidence as you pitch your offer to modifying how you present the benefits of your offering each no give you permission to experiment with your presentation.

3. Do the Hard thing

Bottom line is you’ve got to put yourself out there. Yes, it’s easy to send out a handful of cold emails to potential prospects and wait, with fingers crossed, and hope for an unlikely ‘yes’. Unless you are able to craft a curiosity inducing subject line and an email that provides an astounding amount of value, cold emails seldom work. That widely accepted reality doesn’t stop scores of entrepreneurs from spending untold hours in their inbox sending messages to every email address they manage to track down.

If you want to succeed you need to strand out and that means finding less crowded spaces to occupy with your message. It means doing the thing that no one else has thought of or that no one else wants to do. Sending an email is easy while getting up on a stage at an industry trade show is not. Neither is cold calling prospects out of the phone book. Consistently do the hard thing that no one else will and you’ll find success sooner than later.

“If people like you, they’ll listen to you. But if they trust you, they’ll do business with you.” – Zig Ziglar

Falling in love with the process of selling is no small task but it’s critical for entrepreneurs who desire to leverage their businesses to achieve lifestyle and wealth. The most successful entrepreneurs and sales leaders are the ones who have designed processes that align with their personality and strengths. Ultimately the road to success is one of consistency so map out your path and commit to walking it out every day.

Bryce Conlan is the Founder of the Narrative Advantage, a consultancy that empowers sales leaders to build high-trust, high-performing teams by discovering the everyday genius of leaders and sales reps alike. Bryce has worked with 10 Fortune 500’s and many other well-known brands such as GE, Proctor & Gamble, National Geographic, Harley Davison, and Sony Music Group and has directly influenced over $72MM in new revenue for himself and his clients over the course of his career.

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Business

The Entrepreneur’s Reading List That Transforms Ideas Into Empires

These must-read titles and writing insights reveal how entrepreneurs turn bold ideas into empire-level success.

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top entrepreneurship books for business growth
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Entrepreneurship is powered by stories—of accomplishment, failure, and decision moments that define businesses. Books are maps, providing insight from individuals who’ve traversed the road ahead. (more…)

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Entrepreneurs

The Leadership Shift Every Company Needs in 2025

Struggling to keep your team engaged? Here’s how leaders can turn frustrated employees into loyal advocates.

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Bridging the gap between employees and employers
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In workplaces around the world, there’s a growing gap between employers and employees and between superiors and their teams. It’s a common refrain: “People don’t leave companies, they leave bad bosses.”

While there are, of course, cases where management could do better, this isn’t just a “bad boss” problem. The relationship between leaders and employees is complex. Instead of assigning blame, we should explore practical solutions to build stronger, healthier workplaces where everyone thrives.

Why This Gap Exists

Every workplace needs someone to guide, supervise, and provide feedback. That’s essential for productivity and performance. But because there are usually far more employees than managers, dissatisfaction, fair or not, spreads quickly.

What if, instead of focusing on blame, we focused on building trust, empathy, and communication? This is where modern leadership and human-centered management can make a difference.

Tools and Techniques to Bridge the Gap

Here are proven strategies leaders and employees can use to foster stronger relationships and create a workplace where people actually want to stay.

1. Practice Mutual Empathy

Both managers and employees need to recognize they are ultimately on the same team. Leaders have to balance people and performance, and often face intense pressure to hit targets. Employees who understand this reality are more likely to cooperate and problem-solve collaboratively.

2. Maintain Professional Boundaries

Superiors should separate personal issues from professional decision-making. Consistency, fairness, and integrity build trust, and trust is the foundation of a motivated team.

3. Follow the Golden Rule

Treat people how you would like to be treated. This simple principle encourages compassion and respect, two qualities every effective leader must demonstrate.

4. Avoid Micromanagement

Micromanaging stifles creativity and damages morale. Great leaders see themselves as partners, not just bosses, and treat their teams as collaborators working toward a shared goal.

5. Empower Employees to Grow

Empowerment means giving employees responsibility that matches their capacity, and then trusting them to deliver. Encourage them to take calculated risks, learn from mistakes, and problem-solve independently. If something goes wrong, turn it into a learning opportunity, not a reprimand.

6. Communicate in All Directions

Communication shouldn’t just be top-down. Invite feedback, create open channels for suggestions, and genuinely listen to what your people have to say. Healthy upward communication closes gaps before they become conflicts.

7. Overcome Insecurities

Many leaders secretly fear being outshone by younger, more tech-savvy employees. Instead of resisting, embrace the chance to learn from them. Humility earns respect and helps the team innovate faster.

8. Invest in Coaching and Mentorship

True leaders grow other leaders. Provide mentorship, career guidance, and stretch opportunities so employees can develop new skills. Leadership is learned through experience, but guided experience is even more powerful.

9. Eliminate Favoritism

Avoid cliques and office politics. Decisions should be based on facts and fairness, not gossip. Objective, transparent decision-making builds credibility.

10. Recognize Efforts Promptly

Recognition often matters more than rewards. Publicly appreciate employees’ contributions and do so consistently and fairly. A timely “thank you” can be more motivating than a quarterly bonus.

11. Conduct Thoughtful Exit Interviews

When employees leave, treat it as an opportunity to learn. Keep interviews confidential and use the insights to improve management practices and culture.

12. Provide Leadership Development

Train managers to lead, not just supervise. Leadership development programs help shift mindsets from “command and control” to “coach and empower.” This transformation has a direct impact on morale and retention.

13. Adopt Soft Leadership Principles

Today’s workforce, largely millennials and Gen Z, value collaboration over hierarchy. Soft leadership focuses on partnership, mutual respect, and shared purpose, rather than rigid top-down control.

The Bigger Picture: HR’s Role

Mercer’s global research highlights five key priorities for organizations:

  • Build diverse talent pipelines

  • Embrace flexible work models

  • Design compelling career paths

  • Simplify HR processes

  • Redefine the value HR brings

The challenge? Employers and employees often view these priorities differently. Bridging that perception gap is just as important as bridging the relational gap between leaders and staff.

Treat Employees Like Associates, Not Just Staff

When you treat employees like partners, they bring their best selves to work. HR leaders must develop strategies to keep talent engaged, empowered, and prepared for the future.

Organizational success starts with people, always. Build the relationship with your team first, and the results will follow.

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Entrepreneurs

What Makes an Entrepreneurial Leader? Traits of the World’s Best Innovators

Inside the mindset of entrepreneurial leaders who transform risk, passion, and vision into world-changing results.

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When you think of Richard Branson (Virgin Group), Bill Gates (Microsoft), Steve Jobs (Apple), Rupert Murdoch (News Corporation), and Ted Turner (CNN), one thing becomes clear: they are not just entrepreneurs, they are entrepreneurial leaders. (more…)

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Entrepreneurs

Building a Business Empire: Lessons from the World’s Boldest Entrepreneurs

Learn essential lessons, success strategies, and mindset shifts every aspiring entrepreneur needs to overcome challenges and build a thriving business.

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Back in July 2017, I attended a business seminar on entrepreneurship in India. With my appetite for learning and meeting new people, I wanted to explore the latest developments in the entrepreneurial world. (more…)

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