My Work:
Spoke about Leveraging a Personal Brand in B2B for the Demand Generation Summit.
Hosted a special Sales Hacker Webinar sponsored by LinkedIn: How to Put Your Buyer First for More Meaningful Connections
My Unleash 2021 session is Official! Hunting in Packs: Next Level SDR/AE Collaboration. Our VP of Sales Mark Kosoglow and I will present together.
Candid Thought:
If you haven’t heard of the Lean Startup, I recommend you check it out. It has become an extremely influential methodology for building a startup company and the principles apply to cold calls.
In a way-too-brief summary:
Old way to build company: Spend tons of time, energy, and money on making a complete product based on your guesses. Bring it to market and hope customers want it.
New way to build company: Spend a little time, energy, and money making an incomplete “minimum viable product" (MVP) and bring it to market. Then watch how customers respond and adjust product based on feedback. (Repeat.)
Getting feedback right away, you get more realistic information and you get it much earlier. It helps avoid time and resources wasted on things that aren’t relevant to customers in real life.
You can use the same principle in cold calls:
Instead of waiting to ask for the meeting until later in the call, describe a “minimum viable value prop,” then ask for the meeting right away.
The answer will almost always be no, but it will usually be followed up with exactly what stands between them and a meeting (“no, I’m not the right person”, “no, we already have a solution”, etc.)
So you can focus on what is standing between the prospect and the meeting right away instead wasting time on your own guesses.
TLDR in my LinkedIn post this morning
Good News
I saw this video the other day about a guy finding out he’s getting a new lung.
I typically take the benefits of things like my lungs from granted but this video got me thinking…
How much I would pay for all my different body parts if I didn’t have them anymore?
Kind of a weird exercise, but it made me feel pretty rich.
Happy Hunting!