← People and their mental models
3 claims Jen Abel made fit 3 mental models. Most often: Less, but better, Signalling, The map is not the territory. Everything they said here.
Much of what people do is a message about themselves, and a signal is believed only when it costs something to send.
Their wordsIf they're willing to pay, that is a huge, huge signal.
Find the essence and cut the rest; simplicity is hard work, not the absence of effort.
Their words80% of the value comes from 20% of the product. and you have learned on these previous calls what that 20% is. Do not demo everything unless there is some reason to
Every model, word or plan is a simplified map of reality; useful when its structure matches, misleading when mistaken for the thing itself.
Their wordsLike that's not how you run the sales. Those are buckets to understand how to understand a weighted forecast, right?