Uvaro Week 7

Looking into how to handle competitors

FUD: Fear, Uncertainty, and Doubt

FUD can be used for small-ticket products and for companies in the early growth stage

Creating Urgency: If you’re deep down in the funnel, it’s okay to ask in a commanding way

Guest Speaker: Michael Litt (CEO & Co-founder, Vidyard)

His choice of AEs reaching out to him: He doesn’t know to be honest. How important is the CEO in the selling process? He will refer the thing to the person whose responsible for that. If there’s a sales process in place and then the CEO can be looped for aligning the budget or if he cares about
Volume-based prospecting has become less attractive
Engage the CEO only if it’s required. Up to 50 people he can contribute. Beyond that, the CEO is only looking for scale and priorities have shifted from the early days

Marketing automation is a victim of its own success
Talking to users is way different than the busy work — talking to accountants, lawyers (it doesn’t really add value, only feels it’s adding value) which means 100% of 0 = ****ing 0

Guest Speaker: Craig Ellias (Author of Shift!)