Yelling at Cloud

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November 2024

There's a lot of ways to fit, but don't let revenue be the only signal
...but don't let revenue be the only signal—solve a repeat problem first
 • 
Dakota McKenzie
Bring clarity to what you do first
Until prospects understand your intended value, the rest will be more difficult
 • 
Dakota McKenzie
You're probably not going to get a meeting with Finance
But you can still win them over with strong alignment
 • 
Dakota McKenzie
2
You need to show something on the first call
The modern approach and sequencing to discovery calls
 • 
Dakota McKenzie
More on Sales prospecting as an Engineering problem
What's changing regardless of the AI "hype cycle"
 • 
Dakota McKenzie

October 2024

Revenue generating Products are definitive
Avoid being "everything for everyone" to build a Product
 • 
Dakota McKenzie
Product-first drives more revenue
Early revenue ≠ PMF, Product-adoption AND revenue = PMF
 • 
Dakota McKenzie
Conserve POC Calories
Don't waste too much energy on a deal until you've asked the hard questions
 • 
Dakota McKenzie
Avoid slipped deals
And/or make sure you close on time by doing all the things you can control
 • 
Dakota McKenzie

September 2024

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