Pete Kazanjy: recommendation

Transcript context

…I love this heuristic that you shared that you want to get to about 15 to 25% of contacts closing to a customer. I see you shaking your thumb. I think that's really useful. So, it's a bit less than a third and doing 50 to 100 attempts is roughly where you want to be? Yeah. Importantly, what you don't want to do is, and I think probably a lot of the product managers who like to listen to Lenny's Podcast here might appreciate this, is you want to bring on cohorts of users and then see what's going on, then learn, and then bring on new co cohorts of users. So, going and doing 100 at-bats and then being like, "Did it work or did it not?" Versus, "Hey, let's have 10 for prospect and try to get 10 first meetings," have all those interactions, see how your conversations land, see how the discovery questions are evoking the right response or not the right response, see how your slides land, see how your demo lands, all that sort of stuff. If it's working well and you're getting to the next stage, "This is great, I would love to introduce you to my boss," that's a good sign. If it's like, "I'm just not getting it." Cool, back to the drawing board, versus doing 100 all at once and being like, "Now, did it work?" We want to break it up and then constantly just be iterating, iterating, iterating. Again, I think your audience might appreciate this, the way to think of a sales motion, so sales motion is a fancy-pants way of describing just all the things that you do in order to take a prospect and bring them through the sales process and then eventually close them. One helpful way to think about it is kind of like software and what you want to be doing is constantly updating it. Oh, that was a really interesting question that the prospect asked right there, I didn't have a good answer for it and moreover, I didn't have a slide for it. You know what I should do? I should make a slide that handles that objection so I can show it to them visually and also, it'll help give me guardrails and a talk track and that'll be nice. So, I'm going to do that and then I'm going to update the source code. Now, my sales motion has been updated. And then the next loop through, ideally the next time that person says, "Oh, I don't know, Lenny, it doesn't really sound like X, Y, Z," you're like, "Oh, a lot of people say that, but here, if you look over here, you can see this." "Oh yeah, that's a really good point." "Wonderful. So, as the next step, let's go ahead and talk to your boss." So, now your sales motion has been updated and the collateral's been updated and now, we're being more effective sellers. You're just going to do that dozens and dozens and dozens and dozens and dozens of time before you have a repeatable sales motion. What's interesting is with this heuristic, two-thirds of the time, it's not going to work out.…

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