Ed and Gloria discussed how to strategically find people that need your services and start a conversation with them where you are positioned as an expert and can go in leading the conversation.
Gloria and Ed talked about preparedness vs. research or analysis and the difference between them, and how to prepare.
Ed discussed a book that was out 12 years ago called digital body language and how that applies significantly to accurate preparedness.
Ed also provided the analogy of the Navy Seals and how long it takes for them to prepare for missions. Preparing to talk to a CEO about how you can truly help them and are aligned to their strategic initiatives takes time and most won’t go through the work and level of detail it takes to set up a strategic solutions based conversation.
Ed and Gloria discuss what information and how Ed gathers information from their profile pictures, to career trajectory, to year born, geography and schools they went to, the posts they write or share to prepare for a conversation.
Ed gave an example of how a conversation could start at a BBQ or cocktail party. This can easily be translated to virtual conversations.
Ed talked about and recommended the book for everyone to read which is Dale Carnagie’s “How To Win Friends And Influence People”.
Gloria and Ed discuss outreach at scale vs. this very targeted outreach strategy and when its appropriate depending on what stage your business is in.
Gloria and Ed discuss hyper-targeting vs. general positioning and the difference between all things to all people or a not for everyone approach.
Gloria and Ed discussed the different strategies for building sales revenue and how it will vary based on where your business is in it’s growth/maturity level.
Here’s a link for the article we discussed in the interesting things in the tech space where we talked about Fintech and Crypto decentralizing banking and the future impact…
https://www.forbes.com/advisor/investing/defi-decentralized-finance/
Decentralized finance, also known as DeFi, uses cryptocurrency and blockchain technology to manage financial transactions. Today, almost every aspect of banking, lending and trading is managed by centralized systems. They cannot bypass middlemen like banks, exchanges and lenders. DeFi challenges this centralized financial system by disempowering middlemen and gatekeepers, and empowering everyday people via peer-to-peer exchanges.
Next week, we’re going to get a little bit deeper into maybe the beginning of the beginning of the middle or something like that.
About the Hosts:
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at gloria@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/gloriagunn
Ed Golod is a C-suite sales & value expert, as well as the revenue architect for us and our clients. Ed has personally been responsible for closing over $260M in sales throughout his career and has grown a business to $40M then took an exit. Ed regularly is renowned for his unique ability to create, articulate and leverage value based messaging that has reached the C-suite at Lowes, Under Armor, & Dicks Sporting goods just to name a few. Ed’s sales systems have generated millions of dollars for him and his clients.
Ed can be reached at ed@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/edwardgolod