This week Rob talks with Steli Efti about selling during a pandemic. They also talk about how to set yourself up for success as a founder during a possible recession and how to adjust your sales process. You don't want to shy away from sales, but you also don't want to be tone-deaf to the current state of the world. Steli is one of the world's experts in startup sales and B2B sales. He runs a successful app called Close.com. He has written a number of ebooks on the topic of sales, and he has been a recognized expert for over a decade. The finer points of the episode: 4:15 - Two big sales trends that Steli has noticed during the COVID-19 crisis 9:09 - The main thing you can do for your business right now 13:55 - How to approach a sales conversation while being sensitive to the current circumstances 16:33 - How Close.com managed to increase their revenue and grow through 2020 25:00 - How Steli sees his sales process looking after COVID-19 30:25 - Best practices for sending cold emails during the pandemic Items mentioned in this episode: BaseCamp Close.com The Startup Chat Email Steli for the crisis toolkit Follow Steli on Twitter

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“What did the council decide on item 42?” — answered with the speaker and the moment.