-It’s all about good questions -Be honest with people -Act deliberately -Don’t be afraid Primary Drivers: Pain – known or unknown – needs to exist Or Opportunity – tangible, quantifiable and aligned Secondary Drivers: Budget – can they afford this? Authority – can this person make the decision? Priority- Will this ever be done?
Process- how hard will this be to do Scale- how big is this undertaking Selling on the Bleeding Edge Challenges -How do you find an unknown pain or opportunity? -Managing organizational inertia -FUD (Fear uncertainty and doubt) -Creating/maintaining urgency -Risk management Benefits -Work with cool things before they are in the commonplace -Teach people new things -Help businesses deploy 10x changes -Outsized success Entrepreneurship and Sales -Building a business is all about sales -Fundraising is basically closing the largest sales deal you have ever seen -Hiring is ‘selling’ people on joining your crazy (ad)venture -Trying to enact change on a team? Get ready to sell Prospecting for a Job Preparation -Research, customer stories, are you passionate about it? -Don’t sell yourself Do ask how you can help, or ask for advice -Targe the right person/people Execution -Don’t have the email you need? Guess it… -Be respectful, but relentless -Have a list of questions to ask, personal questions build rapport -Have an ask, interview? Referral? What do you want? Landing the Job Basics -Understand what my day/week/life looks like – or at least ask -Why you? (need to know what to sell first) -Have a 30,60, 90 day plan, how do you ramp up -ABC: always close what makes you you Advanced
-What would you need to become successful -Bring a deal with you or at least an ideas -Teach me something Guest Lecturers: Richard and Hunter Richard His roles… Bluewolf o 700 employees worldwide o $80 MM in annual revenue o $2.5 MM annual quota o Average number of deals per year 8 Riverbed- think fast (speeding up software) o 2600 employees worldwide o 1.2 B in annual revenue o 3.5 MM annual quota o 58 deals per year (15 per quarter) Amazon web services o 10,000 employees worldwide o $10 B in annual revenue o $40 MM annual quota o 900 active customers sales people- must be committed to platform selling for a BIG company… Advantages o Extensive marketing/lead flow o Tools and resource teams o Install base o Job security, 401k, benefits o Reputable brand (excited to hear)
o Channel resellers (have people on ground who want to give you business) o Customer references Challenges o Middle management o Process, process, process o Difficult to navigate o Structured promotion path o Data reporting o Territory constraints- bigger company, more structured slices, ex. Salesforce- given zipcode- not as much opportunity to hit number o Many products/solutions Selling for a small company… Advantages o Mentorship o Custom deals- if you have someone who wants to pay you- can mold any deal you want o Internal agility- much easier to side step, first dibs on new office o Large territory- get stuff as long as hasn’t been touched in 60-90 days o Focused solution set o
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