These strategy videos are great. Does anyone have a recommendation on an equivalent for the day-to-day of working a pipeline?
Thull's approach is rooted in a developing a deep understanding of how you can create value (real value, mind you) for your customers, and to communicate with them in a way that conveys a very honest and sincere approach. As opposed to the old "Always Be Closing" mantra ala Glengarry Glen Ross, Thull advocates an "Always Be Leaving" approach, where you leave as soon as it's obvious that your solution isn't good for the customer. He would have you recommend a competitor's product if it's actually the better choice, etc. The idea is, as I understand it, two-fold:
1. Trying to sell a solution to a customer who doesn't really need it / has better options, is wasting your time
and
2. The more honest relationship you develop doing this this way will benefit you down the road when the same customer has new needs and your product is the best solution, or when they recommend you to their friends because you treated them with respect, etc.
If I had to summarize it in a way that is probably grossly over-simplifying, but which still captures a lot of the spirit of the thing (I think), I'd say it comes down to:
1. Develop a very deep understanding of your customer, their business, their market, etc.
2. Be hyper-honest with your customers.
I think this approach has a lot going for it, but again, I can't say from real first-hand experience because I haven't spent enough time in the field actually working it. Ask me in a year and hopefully I'll know a lot more.
https://capitalandgrowth.org/articles/893/book-summary-the-u...
The suggested ad text for a "superstar" employee (what kind of advice is that anyway? "Hire smart people"? Eh thanks!) reads like the most generic job ad ever.
And having "How much would you pay to save your own life?” as a health insurance advertisement? That's some /r/LateStageCapitalism material
These kind of stuff are the rare gems you get once in a while from HN.
Jordan Belfort's straight line persuasion sales training video series offer an interesting analysis of how to perform direct to consumer telephone sales: http://jordanbelfort.com/order-straight-line-persuasion/