MoXO. #69 I When they say No
According to Andrea Waltz and Richard Fenton the ability to deal with rejection is key to sales success
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[Curated Content in this edition]
In conversation with Andrea Waltz and Richard Fenton, Authors, “When They Say No” by Subhanjan Sarkar
[SaaS] How to consistently win 7-figure software sales deals by Adam Baker
[Report] Future of B2B sales: The big reframe by Guilherme Cruz, Molly Lewis, Boudewijn Driedonks, Ben Ellencweig, Maximilian, Fidel Hernandez, Maria Valdivieso and Josh Klemme
[Chat GPT] The Inside Story of ChatGPT’s Astonishing Potential by Greg Brockman
[Work] Is Solopreneurship Right For You? by Elena Verna
[The AI Index Report] Measuring trends in Artificial Intelligence by Stanford Institute for Human-Centered Artificial Intelligence
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{Fresh Podcast}
~ Bits About Books: In Conversation with
Andrea Waltz and Richard Fenton, Authors, “When They Say No”
Richard Fenton and Andrea Waltz are the founders of Courage Crafters, Inc., and the authors of the best-selling book, Go for No! They speak internationally, teaching business, sales, and entrepreneurial audiences how to overcome their fear of rejection and achieve extraordinary sales success by hearing ‘no’ more often.
Richard and Andrea are also producers of a 98-minute personal development DVD movie and their “go for no” philosophies have been featured in hundreds of online and offline publications including Inc. Magazine, Forbes, Success Magazine, and many more. The book, Go for No! Reached #1 on Amazon’s “Selling” list in 2010. The book has remained in the top 50 of ‘Sales’ books for the last 12 years and has become a well-known methodology in the world of selling, widely recognized as the singular best program for dealing with rejection in business.
In 2023, they released this follow-up book to their original – “When They Say No”- designed to give readers strategies for thinking, saying, and doing when they get rejected in sales.
It is a rare person who does not fear rejection. This fear has been programmed into our brains through millions of years of evolution. Historically, rejection implied having to survive solo under very difficult circumstances. So, we typically get into a “fight or flight” mode when we encounter rejection.
Salespeople are by nature very optimistic in their attitudes. So typically, when they meet they do not want to talk about the elephant in the room— the rejections. They are happier discussing tools such as CRMs or numbers, without dealing with difficult issues.
This book deals with the logical next step— how to deal tactically with rejection.
Run time – 57.34 mins.
{Personal Demo}
No lift - No click - No meetings - No show - No sales……..
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{Content we are tracking this week?}
All text with a green border to the left are quoted content from the respective curated pieces.
[SaaS]
How to consistently win 7-figure software sales deals.
by Adam Baker
[Report]
Future of B2B sales: The big reframe
by Guilherme Cruz, Molly Lewis, Boudewijn Driedonks, Ben Ellencweig, Maximilian, Fidel Hernandez, Maria Valdivieso and Josh Klemme
Customers nowadays expect more. Companies need to shift to put them at the center of sales—by improving channels, technology, talent, and culture. Here are the trends redefining the future of sales.
[Chat GPT]
The Inside Story of ChatGPT’s Astonishing Potential
by Greg Brockman
In a talk from the cutting edge of technology, OpenAI cofounder Greg Brockman explores the underlying design principles of ChatGPT and demos some mind-blowing, unreleased plug-ins for the chatbot that sent shockwaves across the world. After the talk, head of TED Chris Anderson joins Brockman to dig into the timeline of ChatGPT's development and get Brockman's take on the risks, raised by many in the tech industry and beyond, of releasing such a powerful tool into the world.
[Work]
Is Solopreneurship Right For You?
An unspoken alternative to traditional full-time role.
by Elena Verna
Personal story: I grew up to become full-time growth operator in B2B within product-led growth (PLG) model. I noticed a large number of companies were seeking my expertise (with rapid speed of PLG category growth), major supply constraint of people with my expertise, and openness to alternative engagement modes.
My market problem: Lack of understanding around B2B PLG in scaling companies.
My initial solution: Advising companies to operationalize PLG.
[The AI Index Report]
Measuring trends in Artificial Intelligence
by Stanford Institute for Human-Centered Artificial Intelligence
The AI Index is an independent initiative at the Stanford Institute for Human-Centered Artificial Intelligence (HAI), led by the AI Index Steering Committee, an interdisciplinary group of experts from across academia and industry. The annual report tracks, collates, distills, and visualizes data relating to artificial intelligence, enabling decision-makers to take meaningful action to advance AI responsibly and ethically with humans in mind.
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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.
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The Pitch.Linker X|O Update No.119. Volume 03. Issue 17* 29th April 2023