Andy Raskin: recommendation

Transcript context

…So the crux of the approach is instead of, "Problem, solution, you should go do this," it's, "The world is changing, here's where it's going and we're going to help you get there." I want go in a little more depth of the framework. But before that, what are some other examples to give people a sense of like, oh, I see, I understand what this might be. Yeah, so another great example and no coincidence, so is Zuora. So Zuora is the company I wrote about in this post called The Greatest Sales Deck I've Ever Seen, the CEO of Zuora, Tien Tzuo, was employee number 11 at Salesforce. So he learns this from Benioff. And he's pitching, "Hey, in the old world, businesses operated on transactions. You sold things to people outright. In this new world," he calls it the subscription economy, where people want the benefits of those things without necessarily having to pay for them. And of course gives all these examples of all the winners in this, look at all the winning companies. They're all basically going to this new model. And so he's pitching someone like Ford and you can imagine they're going to Ford and pitching a subscription for car service, which is quite different from just a lease. And they're starting out with this. This is the big shift. Another one, team I worked with early on, and I think they'd agree their story came out of this work was Gong. So Gong everyone probably knows by now, they take the video recordings of all your sales calls and they stick AI onto it and come out with all these insights. And that story is, hey, goodbye opinions. Used to be a world where sales is run on opinions. Hello reality, that now all the winners are adopting this new mindset where we really have to see what's really going on. In the Gong example, let's say, what would they have done if they were going, "Here's the problem, here's the solution, here's what we're going to do for you,"?…

Stored transcript either side of the excerpt. The highlighted words are the published quote; the surrounding text is unedited source, never generated.