Yelling at Cloud

Yelling at Cloud

Home
Archive
About
Mutual Action Plans are awkward
...when they're not mutual and pressure your prospects. Use them to enhance collaboration.
 • 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
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)
 • Dakota McKenzie
You can never truly offload prospecting
It's too critical to the current and future success of your business
 • Dakota McKenzie
More on Sales prospecting as an Engineering problem
What's changing regardless of the AI "hype cycle"
 • Dakota McKenzie
Budget Owner doesn't mean Buyer or Signer
But it could... so, how do you figure it out?
 • Dakota McKenzie
"Should a deal take this long?"
It's more about the number of people involved and then the deal size
 • 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
 • Dakota McKenzie
ROI Refresh in Founder-led Sales
Business cases need to be CFO ready at (most) dollar amounts
 • Dakota McKenzie
The pain of asking for pain
Build trust first, then ask about challenges
 • Dakota McKenzie
Are you prepared for your Discovery call?
Founders and sellers must master and maintain the fundamentals for consistently great outcomes
 • Dakota McKenzie
Bring clarity to what you do first
Until prospects understand your intended value, the rest will be more difficult
 • Dakota McKenzie
© 2026 Dakota · Privacy ∙ Terms ∙ Collection notice
Start your SubstackGet the app
Substack is the home for great culture