What stage are you in? What is your deal size? How do you get attention?

1. Close
Deals
H O W TO
@hajak

2. 1.
2.
3.
4.
has a real problem
you can solve
knows and admits
they have the problem
sees the consequences
of the problem
sees the steps
to solution
The customer PRODUCT
MARKET FIT
CUSTOMER
EDUCATION
SALES

3. More
like dating
than
anything
else
ACTUAL SALES IS

4. PROBLEM
SOLUTION
PREDICTABLE
SALES
SALES
TRAINING
Alternatives
Pain
Context
User
REPEATABLE
SALES
Funnel
Leads
SLC
Customer
journey
success
LEARN
MEASURE
DOCUMENT

5. Size matters
IN SALES AND MARKETING
MATCH WITH VOLUME, PAIN, AND EFFORT
ACV
$50.000
ACV
$5.000
ACV
$500

6. Manual
work
COMPETITION:
Marketing
Self-Service
Data
SKILLS:
NO SALES

7. INSIDE
SALES
Lead velocity
Conversion
Education
Growth
SKILLS:
Complacency
COMPETITION:

8. Credibility
Bespoke
Awareness
SKILLS:
Internal
COMPETITION:
COMPLEX
FIELD
SALES

9. REFERRALS
HONEYPOTS
TOOLS
DEPTH
BRAEDTH
ARTICLES
DATA
STORY-
TELLING
WHITE
PAPERS
INSPIRATION
LISTICLES
INTERVIEWS
FREEMIUM
PRODUCT
TENTACLES
CONTENT
MARKETING
P U S H E D
PA I D A D S

10. @hajak
twitter
medium