Triple T POV with Dan Gottlieb
Episode #27 with Dan Gottlieb this week and more!
Welcome back to The Transaction Newsletter!
“Think about what great prospecting is. It's all about finding a point of view and delivering that in a time that makes sense with a message that makes sense, but it originates from a point of view.” - Dan Gottlieb Ep. #27
Here’s what’s on deck this week:
What Craig’s Reading (x3)
Latest Episode: Triple T POV with Dan Gottlieb
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What Craig’s Reading:
A couple points to make about Sam Jacobs: (1) Follow him on LinkedIn as he creates great content (2) This post is really important and idea is simple- the game is about getting quality meetings. There is a lot of “hocus pocus” out there, but he simplifies it down.
The Founder Mode hype cycle is waning but still had a lasting effect. I had 2 founders bring it up last week. This is a thoughtful counter to the Founder Mode concept by Ashu Garg.
I have worked with Sydney Sloan and she is one of the best. In this recent piece from the Scale Ventures How We Scaled This series, she talks about getting the entire organization aligned on target accounts.
Latest Episode: Triple T POV with Dan Gottlieb
Looking to Boost Your Sales Teams? You definitely need to check out Dan’s episode!
Takeaways:
Focus on hiring and developing talent that exhibits essential future skills like mentalizing, tactical flexibility, and AI partnership. Develop hiring processes that test these competencies through practical exercises and scenarios.
Replace overly complex sales methodologies like MEDIC and MedPIC with simplified processes centered around developing a differentiated point of view and creating compelling business cases, making the sales process more agile and buyer-focused.
Emphasize practical applications such as AI-led sales research and automated transcription summaries to optimize efficiency.
Encourage sales teams to be creative and adaptable in their approach to customer interactions and deal-making. Move away from rigid sales processes that can stifle innovation and responsiveness.
Implement visual and interactive tools, such as virtual whiteboards for discovery and technical discussions. These tools can enhance engagement and collaboration during the sales process.
Simplify and streamline buyer interactions by maintaining a focus on value delivery at each stage of the sales process. Ensure that your sales methodologies take into account the total buyer journey from initial engagement to final sale.
Shift focus from generic approaches to more tailored, client-specific solutions. This entails understanding client needs deeply and adjusting your offerings to meet those needs uniquely.
Chapters:
00:00 - Discussing the Map and National Parks
02:34 - Introducing Dan Gottlieb
05:02 - Dan's Professional Journey
10:28 - Sales Strategies and Talent Acquisition
28:30 - Brief “Airplane” Reference
29:27 - Simplifying the Sales Process
31:15 - Exercises in Sales Interviews
32:50 - Point of View Selling
34:13 - Interactive Discovery Techniques
37:28 - AI in Sales Tech
42:24 - Challenges in AI Adoption
51:41 - Storytelling in Sales
56:05 - Closing out the Episode
Connect with Dan Gottlieb
Website: https://www.gartner.com/en
Shoutouts in this Episode
Glacier National Park https://www.nps.gov/glac/index.htm
Cutco https://www.cutco.com/
Miro https://miro.com/
Lucid Chart https://lucid.co/
ZoomInfo https://www.zoominfo.com/
Gong https://www.gong.io/
Outreach https://www.outreach.io/
Clary https://www.clary.com/
John Barrows https://www.linkedin.com/in/johnbarrows/
Ashley Welch https://www.linkedin.com/in/awelch1/
Microsoft CoPilot https://copilot.microsoft.com/
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