Poke for –
**Persona**: VP of Sales **Solution**: CaptivateIQ **Output**: • **Job to be done**: Design and manage effective sales compensation plans • **Current Method 1**: Use manual spreadsheets for tracking and calculations • **Current Method 2**: Depend on outdated software with limited reporting capabilities • **New Way (solution approach)**: Utilize a flexible, real-time platform for compensation management […]
GPT Output
Persona: Director of Business Development managing SDRs that write cold emails Solution: AI-powered email writing tool Output: • Job to be done: Create effective cold emails to engage potential clients • Current Method 1: Write emails manually using best practices and guidelines • Current Method 2: Use templates and personalize manually for each prospect • […]
Stories Are a Currency
Why storytelling is a currency.
You’re Too Expensive
Here’s what prospects really mean when they say, “You’re too expensive.”
Diffusing “We don’t have budget.”
Thoughts on diffusing “We don’t have budget” during a cold call.
What Do Your Customers Want to Become?
Watch this: Yes, they are selling a knife. But what they’re really selling is an identity. If you’re a Gerber knife person, you’re somebody who loves adventure. Who gets into trouble. Who makes things happen. Who’s strong. They are selling you on this idea that you can be be this kind of person. What do […]
What I Learned About Increasing Cold Email Response Rates From Basecamp
You need to send at least 8 cold emails to get a meeting right? Well, sorta. The typical cold email looks like this: Hey [first name], I hope this email finds you well! I wanted to reach out because [explain how we got their contact information and how we relate to them: talked to a […]
To Be A Better Closer Be A Better Opener
This question recently landed in my inbox: Hey Josh, I wanted to get your perspective on a conversation I had with my CEO. Prior to doing a demo my CEO presents slides about how our solution ”saves more time, gains better insights and reduces errors”. It’s good but one slide differs between his and mine. […]
The World Doesn’t Owe You iTunes
A few weeks ago I overhead a customer losing her sh*t at the Genius Bar because she couldn’t sync her iPhone to iTunes. The customer service representative probed politely to understand her issue before offering up a solution. The solution required a factory reset which spun the customer into a tizzy because she’d have to […]
Humanizing Cold Outreach With Sara Colombo
I recently spoke with Sara Colombo the Director of Business Development for Jellyvision, about her outreach approach. (A whopping 90% of Jellyvision’s meetings are set using outbound tactics.) Sara shares plenty of actionable tactics in this interview including: How to put yourself in the shoes of your prospects. Getting into the right state of mind. The […]