Jessica Fain: belief

Transcript context

…Okay. So to summarize the tactics so far, one is align your pitch with the person you're trying to pitch is incentives. I don't know if the grammar on that sentence works, but what does success look like for them? Connect the thing you're pitching them with that success. Yeah. I think that aligning your incentives is, yes, really, really important in a product pitch. If you're thinking about a product pitch, how does it connect to the company goals? Are you trying to improve conversion rates? Are you trying to grow enterprise customers? Are you trying to be perceived in brand? Are you trying to break into some new category? Of course, you have to align on a new pitch. I think the inverse of this is how do you use that incentive structure to also inform regular roadmap, not just net new product ideas or net new pitches, but you're actually imbuing your entire team and your thought process with that incentive structure. It's a deep understanding. How did the OKRs get to be the way they are? How did the positioning statement get to be that way? How do I understand that and deeply embed it into my team's culture, so that we're reflecting what our exec team, our leadership has said is important? So basically everything should feel like it's a cohesive set of priorities based on some outcome y'all agreed to in the mission.…

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