MoXO. #23 | 4 step frame work to understand and sell to the New Buyer.
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[Curated Content in this edition]
Fixing the 5% Problem in B2B Sales with Art Fromm, Amy Franko- George Bronten. by Subhanjan Sarkar
The Essential Scientific Models of Revenue Architecture : Go To Market Model by Jacco van der Kooij
Sales Prospecting: 5 Reasons Why Your Prospect Goes Dark by Amy Franko
How Things Get Done (Or Not) by David Brock
Product-led growth is a team sport by Ramli John
Web3 network effects: Designing for forkability by Sangeet Paul Choudary
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X|O/23 | Fixing the 5% Problem in B2B Sales (Part 5)
Over the course of 10 weeks we are bringing you engaging discussions with 24 renowned experts about the elephant in the sales room - the abysmally low rate of conversion in B2B Sales.
This week’s episode features Art Fromm, Founder Team Sales Development Inc, Amy Franko- Founder & CEO of Amy Franko Associates and George Bronten, Founder of Membrain.
Open 20% more sales conversations and qualify leads better. Today, with Pitch.Link.
Book a one on one (no obligation) session with our Product Specialists.
Opening a sales conversation is the first step in B2B Sales. It is also the hardest. As the world struggled to cope with the pandemic remote selling came onto its own. Pitch.Link enables your team to engage faster by sharing a crafted, contextual, personalised, intuitive, rich media experience with your prospect. Without intrusion or interruption. Or agonizing for a face to face meeting.
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{Content we are tracking this week?}
The Essential Scientific Models of Revenue Architecture : Go To Market Model
by Jacco van der Kooij
Sales Prospecting: 5 Reasons Why Your Prospect Goes Dark
by Amy Franko
My prospect’s reaction to conflict was avoidance. If he ignored me long enough, I’d go away. Some people will do anything to avoid conflict. That can include your prospects and influencers, who may struggle with adverse situations, fear of letting you down or telling you no. Solution: our job becomes to always leave the situation better than we found it. Give them a professional and non-defensive out. It may be a follow-up email, sincerely thanking them for the opportunity, acknowledging that maybe they have found another option, and leaving the door open to future conversations. No burning bridges.
How Things Get Done (Or Not)
by David Brock
Everyone has read the same books, gone to the same training, read the same blogs. They all get it, they know the pieces/parts sales organizations should have in place. They all know what they should be doing and how to do it.
And when things aren’t working, the tendency is to do more–volume and velocity solve every sales performance problem.
Product-led growth is a team sport
by Ramli John
User success is the common thread tying product-led teams together. The goal of these teams is to help as many users succeed with the product as possible—often before they become customers.
This reality underscores an important point: that user success is the center of the product-led experience.
Web3 network effects: Designing for forkability
by Sangeet Paul Choudary
In the early days of Web2, software creators who had not yet seen the power of network effects often argued that the best user experience would win. While user experience on traditional products is delivered largely through product design, user experience on platforms is dependent on network effects. Improvements in the user interface and workflow proved insufficient in competing with platforms with well established network effects.
Every week - must know links that will help you sell, build your startups and help understand your buyer better.
Mo|Xo Update. Every week in your InBox.
The eXtraordinary Outcomes Show brought you face to face with the New Buyer and Seller every week for the entire 2021. We are taking a break and 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: For all curated links above, copyrights belong to the respective owners. There are NO paid promotions in this newsletter.
The Sales Experts Channel has ceased operations as on 31st December 2021. The final X|O show aired on 31st December 2021 and we are taking a break. We will return on a different platform shortly. In the meanwhile, however, we will continue to bring you this Weekend Newsletter with tons of high quality curated content.
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The Pitch.Linker X|O Update No. 73. Volume 02. Issue 23* 11th June 2022 ©Pitch.Link