Speakers in the public record
Claim mix
belief 8recommendation 4evaluation 3prediction 2uncertainty 1observation 1preference 1commitment 1
Evidence policy
Every row below preserves an exact excerpt. Identified speakers are linked; unresolved voices are labeled and excluded from people counts.
Claim ledger
The useful parts, with receipts.
21 published records
“Well, that's an easy question. So right now I'm really into Matt Dixon's work right now, which we've mentioned him a couple of times on the podcast, but Matt Dixon's new book called The JOLT Effect is really great just because there's all this data and the things that he discovered with that data, a lot of it go against what we would consider accepted sales wisdom. And so I think that book is full of juicy nuggets and everybody should look at it. His previous book, The Challenger Sale, and there was a companion book to that called The Challenger Customer. Those were also excellent and based on a deep set of research. And those books are older now, but what we see in The JOLT Effect is all the stuff holds true. All the stuff from The Challenger Sale has not changed in 10 years. So I think those books together are really cool. The other one that I always recommend is the original book on positioning, which is the book by Ries and Trout Positioning: The Battle for Your Mind. I have my copy of it, is dogeared. I probably read that book 100 times and I still see stuff in that book that I didn't see before. So I think if you really want to go deep on this positioning stuff, my book is the how to book. Their book is what is it in the first place book. And I think everybody that's interested in positioning should go read that.”
- Publisher
- Lenny's Podcast
“I think everyone that has listened to this podcast is going to be better at pitching and selling.”
- Publisher
- Lenny's Podcast
“I'm trying to be useful to other people because pretty soon I'm not going to be doing anything, I think is the idea.”
- Publisher
- Lenny's Podcast
“If we think about a typical sales call, like let's say a sales call is half an hour, 45 minutes, I would expect to spend more than half of the time in the sales call in this differentiated value phase.”
- Publisher
- Lenny's Podcast
“I think what's interesting about this is a lot of startups fail because they can't convince anyone to switch from the status quo.”
- Publisher
- Lenny's Podcast
“I don't even think about that, where they're just like, "Yeah, yeah, yeah, we agree.”
- Publisher
- Lenny's Podcast
“I think that hurdle is a lot more than you think. So we obviously have to compete with status quo, we can't ignore status quo, because sometimes status quo just is good enough and so we can't ignore that.”
- Publisher
- Lenny's Podcast
“Now I'm totally paralyzed." And so there's an assumption that companies are very motivated by this FOMO thing, but I think that that is not always true, and if the customer is actually indecisive, throwing in this FOMO thing isn't going to do it.”
- Publisher
- Lenny's Podcast
“Then it happens and you're like, that wasn't that bad. And so I don't know if this is good or bad, but lately I'm in this zone of I'm in this kind of chill zone where I'm like, nothing's a big deal, man.”
- Publisher
- Lenny's Podcast
“I think we've seen the statistics on this that says the buyer is 80% of the way through their buying journey by the time they talk to your sales rep.”
- Publisher
- Lenny's Podcast
“Another question around this idea of differentiated value and just alternative approaches is there's a certain previous guest who was very big on creating a category being extremely important, and that potentially being the only way to build a legendary business.”
- Publisher
- Lenny's Podcast
“It's going assign your customers a ticket number and it's going to try to drive them to low cost channels. So can we agree that in a perfect world for digital business like yours, we'd want something as easy to use as a help desk, but had all the bells and whistles so we wouldn't have to migrate to something else.”
- Publisher
- Lenny's Podcast
“There's going to be good stuff, there's going to be bad stuff, but the key is to just keep going, just keep going.”
- Publisher
- Lenny's Podcast
“The other thing you bring up is I think an interesting thing to think about too that really messes people up in these situations is that in B2B, typical purchase process, we have five to seven people involved in making the deal happen and so there's this complexity we don't have a consumer, but a lot of people I think overcomplicate that.”
- Publisher
- Lenny's Podcast
“We you have choices here. So most of the folks we work with start with a shared inbox, and that's great because it's really easy, really easy to use all that stuff.”
- Publisher
- Lenny's Podcast
“I think that structure looks a lot like the structure we use in a VC pitch or an investor pitch because we're talking about much longer timelines and we can say, "Look, the world is really changing and 10 years from now there's going to be chaos and destruction and the only one standing is us and therefore there is no competition.”
- Publisher
- Lenny's Podcast
“We're trying to come in and actually give credit where credit is due with the other approaches, because typically the other approaches work just fine for other kinds of companies.”
- Publisher
- Lenny's Podcast
“" The other thing is, even if we did give our opinion, nobody would trust us because we're biased.”
- Publisher
- Lenny's Podcast
“" Because what'll happen is they'll come up with all kinds of excuses why they can't use this pitch.”
- Publisher
- Lenny's Podcast
“I know, but here's the thing that I think people should think about when they're looking at all this stuff because it's terribly confusing if you're trying to figure this out.”
- Publisher
- Lenny's Podcast
“The other one that I always recommend is the original book on positioning, which is the book by Ries and Trout Positioning: The Battle for Your Mind.”
- Publisher
- Lenny's Podcast