Jen Abel: recommendation

Transcript context

…How do you approach finding someone? Let's just get tactical there. Just like say you're going after Walmart. I know this is not a five-second answer, but just how would someone approach finding someone at Walmart to sell to? First of all, make sure the founder is involved, right? Everyone loves talking to a founder, so we'll start with let's get the founder involved as fast as human possible. The second is you need to vision cast, you need to sell to a gap, don't sell to a problem. There's a very big difference between problem selling and gap selling. Problem selling is highly specific, more technical than not, and it's the way that every salesperson is going to go about it, find the problem and anchor to it. When you're selling to a leader, you need to be vision casting and you need to be selling an opportunity which is they are here, here's where we can take you. You know that image where it's like Mario or Mario, and then there's the mushroom and then there's Mario on blast, and everyone is like, "Don't sell the mushroom, sell Mario on blast." Well, that's exactly what it's saying. It's about selling the opportunity. That's what gets the tier one logos excited and that is the best thing for a founder to sell, selling the vision versus the problem, and also it's what gets them to want to take a swing. Who wants to take a swing because you can do some small problem? They're not going to go to bath for that. What's an example of a vision cast in a company you've worked with just to make this real? What does it look like when you've done a great job?…

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