24 korrents from this recording
Every claim below is a statement made in this recording, quoted word for word and linked to the second it was said, so you can hear it rather than take our word for it. The wording comes from the transcript published alongside the recording; the sentence above each quote is our reading of the claim, not their wording.
0:05:02 · watch on youtube.com↗
Our reading
Selling a $100,000 enterprise deal takes the same process as selling a million-dollar one.
Their wordsif you sell a $100,000 solution, it is the same exact process to sell a million-doll solution.
0:05:17 · watch on youtube.com↗
Their wordsthe enterprise organizations are more sensitive to the process you take them through from a sales motion than they almost are with demoing the product.
0:11:34 · watch on youtube.com↗
Their wordsThey will respond one-on-one. And the best individual to one-on-one to a corporate executive is the founder.
0:12:52 · watch on youtube.com↗
Our reading
A $100,000 enterprise deal needs an executive sponsor to sign off and allocate the budget.
Their wordsa $100,000 deal needs a executive sponsor to sign off on it to allocate the budget.
0:16:07 · watch on youtube.com↗
Their wordsif you don't have executive value, meaning you cannot get an executive exc excited by your value proposition, then you probably shouldn't be moving up into the enterprise doing a top down strategy.
0:19:02 · watch on youtube.com↗
Their wordsthe information they will tell you on the first call, they will clam up moving forward because it starts to feel like a sales process. So, all of the information edge you can gain as a seller is on this first call.
0:23:12 · watch on youtube.com↗
Our reading
A seller should not record the intro call, because buyers will not be open on a recording.
Their wordsDo not bring a recorder to this call. Do not record the call. They will not be open. They will not be vulnerable.
0:25:06 · watch on youtube.com↗
Their wordsThe most successful salespeople are not trained salespeople. That's why founders are so good at this.
0:26:55 · watch on youtube.com↗
Their wordsthe fastest way to commoditize yourself is to go into some sales script like budget, authority, need, timing like that should be in the back of your brain. You never actually ask those questions.
0:38:06 · watch on youtube.com↗
Their wordsThe whole game is expansion. If you're not going from 100K or 250K to 350 or 500 the following year, it's not an enterprise motion.
0:41:06 · watch on youtube.com↗
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
0:45:56 · watch on youtube.com↗
Their wordsI'm not worried about AI replace because there's so much about it that's just human, right?
0:50:37 · watch on youtube.com↗
Their wordsTime box it to two or three days. Don't make it two weeks.
0:51:09 · watch on youtube.com↗
Their wordsIf they're willing to pay, that is a huge, huge signal.
0:59:36 · watch on youtube.com↗
Their wordsyour price should be predicated on your sales cycle, right?
1:00:14 · watch on youtube.com↗
Our reading
Needing forward deployed engineers because a product is too hard to use on its own is a bad sign.
Their wordsare you using um a forward deployed engineer because your product's so gnarly and hard to hard to do like they can't do it on their own. Um it's a bad sign.
1:03:19 · watch on youtube.com↗
Our reading
The standard five-stage CRM pipeline is a set of forecasting buckets, not the way to run a sale.
Their wordsLike that's not how you run the sales. Those are buckets to understand how to understand a weighted forecast, right?
1:04:35 · watch on youtube.com↗
Their wordsenterprise sales is it's it's it's mirroring their buying process. It's trying to control their buying process. It's not plopping these people into your sales process.
1:08:10 · watch on youtube.com↗
Their wordsPeople get so fixated on problems which are important. They are important but like everyone speaks to the same problem and it commoditizes you
1:08:25 · watch on youtube.com↗
Our reading
A healthy enterprise win rate on qualified opportunities is around 30 to 35 percent, not 50.
Their wordsIt's not 50%. Meaning of all qu sales qualified leads or opportunities a healthy win rate is usually around 30 to 35%.
1:08:57 · watch on youtube.com↗
Their wordsif your win rate is higher than that, your price is too low.
1:09:16 · watch on youtube.com↗
Our reading
Charging different customers wildly different prices is a mistake, because the market talks.
Their wordsThe worst thing you can do is charge somebody's friend 50 and somebody else 500k. They talk people the market talks. You have to assume that.
1:13:53 · watch on youtube.com↗
Our reading
Procurement's job is not to kill a deal but to make sure it fits how the company needs to buy.
Their wordsProcurement's job is not to kill the deal. It's just to make sure that it is aligned with how they need to buy.
1:18:42 · watch on youtube.com↗
Their wordsservices is still the largest line item in budgets