Mehdi Yacoubi
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Mehdi Yacoubi
@Mehdiyac
ai agents for construction/ logistics/ manufacturing/ mining @ https://t.co/G1WHIQl7Wi
Barcelona Se unió Aralık 2012
725 Siguiendo4.9K Seguidores
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jobs left in singularity:
- the person who knows what to do
- the person who knows what not to do
- the person who knows a guy
- bodybuilders
- chief of staff
Marc Andreessen 🇺🇸@pmarca
There is no substitute for the person who Knows What To Do.
English

~1 year into doing b2b sales for complex ai deployments. a few things i didn’t understand before starting:
1. insight matters more than relationships
being responsive and friendly doesn’t move deals nearly as much as i expected.
the conversations that progress are the ones where you say something about the customer’s operations that makes them rethink the problem
2. explaining the product is usually the wrong move
early on i spent a lot of time describing what the system does.
it rarely helped.
what actually matters is expanding the consequences of the problem. delays, errors, operational risk, lost time
3. upside doesn’t create urgency. downside does
“this will improve efficiency” is weak.
what moves conversations is making the current situation feel expensive or risky
4. whoever frames the problem first controls the conversation
if the discussion starts around price, it stays about price.
if it starts around the cost of the problem or operational risk, the whole conversation shifts.
5. most meetings are forgotten
usually there is one moment where the buyer suddenly sees the problem differently.
and the ending matters a lot. if there’s no clear next step, the deal usually stalls.
6. if you sound like every other vendor, you disappear
most pitches look identical.
what tends to stick is one distinctive idea. a different framing of the problem or a surprising insight.
7. follow-up matters more than i expected
a surprising number of deals require many follow-ups (5-10+ can be the norm)
often the buyer was interested the whole time. they were just busy
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Mehdi Yacoubi retuiteado

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"The second is a company that’s ready but raises too much at a valuation too high. It feels like a win but they don’t realize they’ve just signed their death warrant. Now they have to grow fast enough to justify the valuation or die trying. You can always add more rocket fuel later but you can’t take any out."
Fahd Ananta@fahdananta
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