MoXO #151 I In Conversation with Bob Burg, Author, “The Go-Giver”
Bob Burg, Author, “The Go-Giver” in conversation with Subhanjan Sarkar
Curated Content in this edition]
[PitchLink Original] Bits About Books: Featuring Bob Burg, Author, “The Go-Giver”. In conversation with Subhanjan Sarkar.
[Customer] We Talk About Problems Differently Than Our Customers Talk About Them by David Brock
[Sales Automation] How We Automate Our Personalized Outbound SDR Outreachby Batıkan Erdoğan
[Report - Events] 2025 Cvent Planner Sourcing Report: Europe Edition
[Sales - Founder Led] The ultimate guide to founder-led sales | Jen Abel (co-founder of JJELLYFISH) by Lenny Rachitsky
[SEO] Google does not penalize AI content—it’s a myth! by Daydream
7X increase in engagement with your Trade show booth visitors by sharing a personalised pitch instantly
Trade show, Conference and Event Buyer Engagement with integrated Content and Conversations.
Book a personal session with our Outcome Specialists.
[Free - Download]
Convert More Prospects into Customers.
Fix the ‘5% conversion problem’ in B2B Sales. 28 international experts tell you what is wrong with your sales process and how to fix it.
Learn from – Darryl Praill, Amy Franko, T. Melissa Madian, Kevin Dixon and Abhijeet Vijayvergiy
Volume 3 is now out!
[Watch] PitchLink Original
The 1st PitchLink Video Prospecting Summit 2023
362 attendees experienced The 1st PitchLink Video Prospecting Summit 2023. 12 internationally renowned experts in 20 min rapid fireTED-Talk-like sessions back to back.
[PitchLink Original]
Bits About Books: In Conversation with Bob Burg, Author, “The Go-Giver”
Founder, Peer Guidance
For more than 30 years Bob Burg has been successfully showing entrepreneurs, leaders, and sales professionals how to build relationships, communicate their value, and accelerate their business growth. Although he was best known for his sales classic, Endless Referrals, for years, his business parable, The Go-Giver, coauthored with John David Mann, has created a worldwide movement.
While part of a four-book series, The Go-Giver has sold well over a million copies and been translated into 30 languages. It was rated #10 on Inc. Magazine’s list of “The Most Motivational Books Ever Written” and was on HubSpot’s 20 Most Highly Rated Sales Books of All Time.
Bob is co-founder of SALESWISE LIVE™ Sales Mastery, an event for successful entrepreneurs, sales professionals, and leaders from around the world held in West Palm Beach, Florida. He also publishes the very popular Daily Impact email which you can subscribe to at Burg.com.
Bob is an advocate, supporter, and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.
He is also an unapologetic animal fanatic and serves as part of a South Florida rescue, foster, and adoption organization.
“The Go-Giver” deals with achieving success in business through five tenets that turn around the concept of a “Go-Getter” and focus instead upon creating value for prospects and customers, which, according to the authors, automatically leads to greater gains for both seller and buyer.
The concepts are presented in a parable form, with a protagonist seeking to achieve success. The young man, Joe, years for success and considers himself a go-getter. In his quest, he takes the help of Pindar, a consultant, who introduces Joe to a few ‘go-givers’, who reveal to him the ‘Five Laws of Stratospheric Success’, which are about the power of ‘giving’.
Joe realizes that putting the interests of others before his demands and requirements could lead to greater success and even the power of his influence is determined by how much he focuses on others’ interests rather than his own.
Run time – 40:45 mins.
22 Authors of 22 Blockbuster Sales and Marketing Books in 22 twenty minute sessions.
{Content we are tracking this week?}
Note: All text with a green border to the left are quoted content from the respective curated pieces. Links from LinkedIn will not be visible unless you are logged into LinkedIn.
[Customer]
We Talk About Problems Differently Than Our Customers Talk About Them
by David Brock
I had a fascinating conversation today. It was with an entrepreneur doing fascinating things in leveraging AI, data, analytics to help his customers. He had a number customers, including some thought leaders and opinion shapers in his markets. As we were discussing the problem he solved, he spoke in terms of data quality, currency, data analytics, reporting. It was clear that what he did had a very high impact on his customers.
As we spoke, I asked, “Is the way your customers talk about the problem the same way you talk about it? Do they describe it in terms of data quality, currency, data analytics, reporting?”
He thought for a moment, you could tell he was having an “Aha moment.” He laughed and said, “When I talk to the technologists at these companies, these topics really resonate with them. But the decision makers and users on the business side of the company never describe their problems in those terms.”
[Sales Automation]
How We Automate Our Personalized Outbound SDR Outreach
by Batıkan Erdoğan
Every lead account that passes a certain account score and is distributed to our SDRs is also sent to Clay, where they are enriched with additional people and company data, in case we might have it from the other data sources mentioned above. We might add:
Tech stack
Company description
Notable customers
Main competitors
Homepage and Demo page URLs
It also creates a list of people to reach out to our SDRs . The right people to reach out to for each product get added to Salesforce automatically
[Report - Events]
2025 Cvent Planner Sourcing Report: Europe Edition
Cvent surveyed over 600 event professionals in Europe, and here’s what
they had to say.
Here are the top findings for you to consider as you prepare for 2025:
Planners are looking for specific information online
Venues must show how their space will meet a variety of event needs
Sustainability practices are an expected part of the planning process
[Sales - Founder Led]
The ultimate guide to founder-led sales | Jen Abel (co-founder of JJELLYFISH)
by Lenny Rachitsky
[SEO]
Google does not penalize AI content—it’s a myth!
by Daydream
What does Google actually say about AI-generated content?
Google has long prioritized high-quality, relevant content, having established its E-A-T guidelines in 2014. The guidelines, which have since evolved to become E-E-A-T, represent expertise, experience, authoritativeness, and trustworthiness—four pillars that take precedence over how a piece of content is created.
In fact, according to Google:
“Our focus on the quality of content, rather than how content is produced, is a useful guide that has helped us deliver reliable, high quality results to users for years.”
The eXtraordinary Outcomes Show brought you face to face with the New Buyer and Seller every week. We will come back with more incisive content, so that you we can create eXtraordinary Outcomes for your customers and yourself.
Stay with us and enjoy human curated content on sales, buying and building your startup and service. We will find it for you so you don’t have to.
Note: The content with a green quote bar (like the one to the left) are quoted directly from the piece. For all curated links above, copyrights belong to the respective owners. There are NO paid promotions in this newsletter.
The Pitch.Linker X|O Update No.201. Volume 04. Issue 48* 26th November 2024