B2B Sales

“It'll absolutely be on the buy side as well, right? So if you're thinking about buying something, you want to go out and say, here, these are my requirements. So you have an agent build the requirements based on my business and based on the things that I care …”

“So I think what you're telling is five percent of the actual decision. And 95% is the emotion that you need to tap into. The emotional mind.”

“So I say the mid-market doesn't exist, because what is a mid-market hire? It's either low end enterprise or upper end SMB. And if you bleed those two games, you're going to lose. They're so distinctly different.”

“Ultimately we want to buy, especially in B to B sales. I mean, ultimately we want to buy from humans we trust, right?”

“So I think the first is it has to be a growing and widening problem. No one's going to spend time fixing a pretty fixed problem because it's not necessarily really a priority anymore. It's maybe a pain in the butt, but like, it's not a priority if it's not gro…”

“The problem with that storytelling arc is there's kind of no competitor in there, and if we think about what a buyer is actually trying to figure out is, why pick you over the other guys? A hero's journey doesn't really give us an arc To do that.”

“It always comes down to discovery and deals are won and lost. In discovery, right? I mean, it's just, it's very simple. You win a deal in discovery, or you lose your deal in discovery. Now, you may not realize you lost it, because bad discovery leads to very l…”

“Money follows pain. It's probably worth writing down and reflecting on every quarter or so, as long as you find yourself selling stuff to other people. Money follows pain. Follows other things too. Follows benefits. Some people, sometimes people buy for strang…”

“It's very difficult to like, you know, have nonlinear scale with respect to B to B sales, because it's essentially bounded by the constraint of a human and another human.”

“There's fourteen million, like, reps in B to B. There's 3.2 million SDRs, 4.6 million customer success people, 4.4 million sales engineers, 3.2 million in revenue operations.”

“So scan badges is nice but that doesn't get you pipeline. Yeah. Then you have to follow up for email them, go through the same thing. So all of them realize that what matters is try to get meetings ahead of time and meetings on the floor instead of go straight…”

“We found that on average people follow up about three times, but it takes a team plus contacts to actually close a deal. So there's a big discrepancy between those two. And you start looking and go, why are they not following up? And you start finding that the…”

“Today I would always prioritize closing deals a little faster and giving up a little bit of money for that speed versus trying to optimize for maximum money and taking more time to negotiate and close the deal.”