Andrew Kobylarz

Developing a business POV: 1. Start with either perplexity or chatgpt and prompt: "Can you identify the top 3 strategic initiatives related to [department/use case] that [org] is focused on and why? (1/8)

Your price point speaks volumes about the value your product provides

What IS the problem? Who CARES about the problem? Why does the problem NEED to be solved? THEN the how and when will naturally follow.

You should be a conduit of knowledge for your prospect and their business. -what other teams working on similar use cases/projects? -what were some of the challenges they dealt with? -connect them with WHO you have been helping Soon as they think of your company, YOU pop up

If you don't have a plan of where to go, then what's the point of the activity? Annoying and tedious exercise of building a biz plan for your biz/accts but pays dividends

This is so true. You just need to keep showing up. Proof from Modern Wisdom podcast notes: "by making 21 podcasts, you are in the top 1% of all podcasters ever"

I used to be insecure and shy about having strong intuition. It made me feel less "masculine". As I've gotten older I now realize that's EQ. Being in sales, I realize it’s my most powerful asset.

couple of things that have been getting solid engagement on outreach: -treating emails like tweets -no more than 4 sentences spaced apart -asking if they want more info ( no meeting) -if yes, send over loom video noticing fast responses which is interesting

Think about all the research you'd have to do in the past in order to outline business structures, orgs, and P&L. You can now do this in minutes with ChatGPT plugins. This applies not only to account planning and research, but discovery, and even interviews.

Being interest - "ed" to be interest- "ing" has less to do with being interesting and more to do with: how you can make it easier for someone else to talk so you can simply listen.

Outbound email hack with Gong: 1. Review transcript of a discovery call (one you've done or done by someone else recently). 2. Use the prospect's language of business org and initiatives. 3. Input into outbound cadences Can use this for VERY pointed comms in target org

Always interesting to me when I recommend a book and people ask if its worth it. It's a book, at most $10 - $20. Just buy it, even one takeaway will pay dividends.

It's always amazing to me how little prospects talk to each other within bigger orgs. Coming in with info on what everyone else is doing buys you trust and shows them you're dealing with a pro. Not someone who's just going through the motion to make the sale.

A "no" is the start of a conversation. Your job as a sales person isn't always turn it into a yes. Ask the prospect if they fall into buckets your ICP has challenges in. Yes? Dig further. No? Move on.

Evaluating companies to sell for requires you to think like an investor

"We usually think of experiences as positive or negative. However, they are neutral and simply reinforce the meaning we give them. If we see an experience as a learning opportunity, that’s what it becomes. If we see it as terrible, that’s what it becomes." - Shane Parrish

Listen to @GetATechSalesJ and @BowTiedDingo. More importantly, don't measure yourself on what you buy. Know people who make GREAT money living a lavish lifestyle. Underneath it all, living PAYCHECK TO PAYCHECK.

Lots of hype around getting to hefty OTE in sales (upwards of $300 - $500k+). Often overlooked: Those guys have been at this game for a long time. It's never quick or easy.

It's not just about qualifying prospects, it's about understanding: Are they willing to stick their neck out? Have they done this before? What else is tied to their success (ie bonus, promotion, internal clout)? EMOTIONS drive purchases.

Cut out the fluff: -no "hope you've been well" -leave out the “Hi or Hey” -sometimes I go as far as not using a title (just leave it blank) -just type and press “send” - typos be damned get right to the point

Commissions checks don’t care if: -it’s a sexy logo -it’s an exciting industry -it’s a really cool application Treat your book like an operation: 

 -does the logo have the $ to spend? -is there demand in the industry? -is the use case proven? It's all green anyway