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Sales is about finding what drives buyers/sponsors in terms of motivations and ensuring what you are selling is in alignment. Math can be a part of it but trust, belief, etc. are more important. This can lead to manipulation. Caveat emptor always applies.
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Overselling or selling what people don't need has existed forever. Human greed, fear, and FOMO are fertile grounds for sales campaigns. Random anon NFT drops won't sell out if this weren't the case.
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Most sales orgs don’t know how to do relevant math about their own business. Unsurprising that they aren’t equipped to help prospects do math about their products.
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I think Sales is also about framing the story. There’s a lot of different ways to look at the things and certainly Salespeople will present the framing that’s most advantageous to them. I’ve been part of big win-win deals for customers but it required the appropriate framing.
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It’s even more amazing how much time is spent just figuring out how much the buyer is spending on the incumbent technology to make the comparison/justification.
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