Yelling at Cloud

Yelling at Cloud

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Mutual Action Plans are awkward
...when they're not mutual and pressure your prospects. Use them to enhance collaboration.
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Dakota McKenzie
You're probably not going to get a meeting with Finance
But you can still win them over with strong alignment
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Dakota McKenzie
2
Hiring the right Account Executive
You need to make the right "type" of hire and sometimes that top performer isn't right for your company (yet)
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Dakota McKenzie
You can never truly offload prospecting
It's too critical to the current and future success of your business
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Dakota McKenzie
More on Sales prospecting as an Engineering problem
What's changing regardless of the AI "hype cycle"
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Dakota McKenzie
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
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Dakota McKenzie
The pain of asking for pain
Build trust first, then ask about challenges
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Dakota McKenzie
1
ROI Refresh in Founder-led Sales
Business cases need to be CFO ready at (most) dollar amounts
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Dakota McKenzie
"Should a deal take this long?"
It's more about the number of people involved and then the deal size
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Dakota McKenzie
Are you prepared for your Discovery call?
Founders and sellers must master and maintain the fundamentals for consistently great outcomes
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Dakota McKenzie
Bring clarity to what you do first
Until prospects understand your intended value, the rest will be more difficult
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Dakota McKenzie
Product-first drives more revenue
Early revenue ≠ PMF, Product-adoption AND revenue = PMF
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Dakota McKenzie
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