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1. Sales is a lot like golf. You can make it so complicated as to be impossible or you can simply walk up and hit the ball. I've been leading and building sales orgs for almost 20 years and my advice is to walk up and hit the ball.
2. Sales is about people and it's about problem solving. It is not about solutions or technology or chemicals or lines of code or artichokes. It's about people and it's about solving problems.
3. People buy 4 things and 4 things only. Ever. Those 4 things are time, money, sex, and approval/peace of mind. If you try selling something other than those 4 things you will fail.
4. People buy aspirin always. They buy vitamins only occassionally and at unpredictable times. Sell aspirin.
5. I say in every talk I give: "all things being equal people buy from their friends. So make everything else equal then go make a lot of friends."
6. Being valuable and useful is all you ever need to do to sell things. Help people out. Send interesting posts. Write birthday cards. Record videos sharing your ideas for growing their business. Introduce people who would benefit from knowing each other then get out of the way, expecting nothing in return. Do this consistently and authentically and people will find ways to give you money. I promise.
7. No one cares about your quota, your payroll, your opex, your burn rate, etc. No one. They care about the problem you are solving for them.
There is more than 100 trillion dollars in the global economy just waiting for you to breathe it in. Good luck.
- goatherders on May 23, 2020
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that technology works at all at any level of reliability is an unreasonable gift of physics and reality
it's totally possible that a universe could exist where physics is unreliable and unpredictable but thankfully we don't live there!
but until now we couldn't rely on intelligence having the same predictability because meat computers are poorly cooled and their software/hardware couldn't be upgraded or patched
individually or collectively we've just been stuck with the civilizational internet explorer, so no matter how beautiful the vision or solid the execution plan there was no protocols to make big changes
until now, now we can solve the hardest problems, starting with the mother of all problems ... coordination
we have enough raw materials and energy to literally do anything we could imagine, the problem is coordinating and moving those resources is more expensive and difficult than producing them!
ai is and can solve this mother of all hard problems
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most ppl think status is still about access. it isn’t. access is cheap now. calendars are full. group chats are infinite. every room has a door if you can type.
the scarce thing is unperformed presence.
sitting with someone without converting the minute into a screenshot, a follow-up, a “we should do this again,” a calendar hold, a story.
software trained everyone to close loops. that was useful. then it leaked into the rest of life. dinners got agendas. friendships got crm energy. hanging out started to feel like a lightly managed sprint.
you can feel it immediately. the person who is actually there vs the person who is maintaining the social object called being there .
one has slack in the system. the other is optimizing for no dropped balls. the second one looks more reliable.
it is also how you end up with a full contact list & no real contact. the flex used to be being busy. then it became being reachable. now the quiet flex is being unreachable in a way that doesn’t punish anyone.
no theater. no delay-as-strategy. just a closed loop later, when the room is actually over. attention got industrialized. manners didn’t keep up. so ppl built tools to remember who they owe a text.
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retard product maxxing (RPM) is the only metric that matters, tell ai the build the largest stupidest version of your idea first and only pull back when it hits a wall (hint: it doesn't)
i started building a wedge saas product using pre-ai thinking and best practices, but nothing solved a big enough pain or problem and walked myself backwards into building a ______ OS that can handle 2M+ users
the robots don't know what's "impossible" have unreasonable demands about everything and harden the layers along the way
there is literally no software it can't build
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"Life you see (my fellow human being) is all made up! It's all pretending to be so serious, when it's obviously silly. It's made up of ideas that are silly and sweet, or rotten and filthy with corners so sharp and edges so neat. But lifes not really that simple or straight, it's all wiggles and jiggles all the way down past the turtles and crowns. Yes if you look closely you'll see life is wobbly and doesn't fit in a box, it's a blob sort of a thing not meant to be tamed or framed. So stop trying so hard and give it a go! Life is for making, so put on a show! Don't hide in the shadows or behind a lie because you're not that kinda of guy or gal and times running out so don't go slow! And after all if you don't you'll leave all the like making up to the complainers and life drainers and those people are no smarter than you. So if those dummies can do it ... so can you! Make whatever you can dream, not for money or fame or status, those games are silly and short. So find long games with people with tall hearts and big brains, but don't put up with jerks no matter their title or claim to fame. Because for the better or worse if you don't then the thing you've always wanted to exist, well it simply won't and then no only you will miss out but all the other ones like you will be left in a drought. A desert of bad ideas that waste away life, a price to high at any discount. So hurry and make haste, treat every minute like it's not to waste.
And get life making everyones waiting for your dreams to come true. Everyones waiting, so you ought not wait too."
@garrytan
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distillation is all you need
David Friedberg says Google basically used to ‘distill’ Microsoft and Yahoo
“At Google, in the early days, we would submit millions of search queries to Yahoo and Microsoft search engines to see what the result sets were. We would compare our results against theirs as a way of improving our search engine rankings and our algorithm.”
“It was a very common technique. It doesn’t mean we were stealing their algorithm. We didn’t go into their servers and steal their software. We looked at the output of their software and used that to improve our software.”
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Lifetime value only works if you're still alive. Most brands die waiting for it.
LTV isn't real. Ridge never assumes a customer comes back. Sean Frank told us he has to make a profit the first time you buy, because in 90 days he gets maybe 10% of wallet buyers back. Most brands die waiting for a lifetime value that never shows up.
Shaan asked the CEO of Ridge Wallet how they scaled to $200m a year without debt or investors.
His most controversial rule: LTV isn't real. Lifetime value only works if you're still alive. Most brands die waiting for it.
Nobody buys a second wallet next month. He said maybe 10% come back in 90 days.
So he has to be fully profitable on the first purchase, covering every fixed cost, every time he sells a single wallet.
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if it matters. write it down.
if a decision matters, write it down.
write the problem statement.
write the user’s current workaround.
write the decision memo.
write the tradeoff.
write the evidence.
write what would prove you wrong.
write the launch assumption.
write the post-launch result.
writing exposes vague thinking.
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You do not become better by declaring war on yourself. You become better by understanding what your behaviour is trying to protect, avoid, prove, or control.
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