Collect Valuable Stories
When you can retell someone else's story, better than they tell it themselves, you can then dissect to establish where the value is.
How can you help customers fall into a pit of success?
Customer Education Fit. How muc time and effort required to sale a product
Have an Enemy
The fear of loss motivates more committed action than the promise of reward.
The pain of losing feels twice much worse than the pleasure of gaining.
Never split the difference.
New ACV vs CAC
Annual Contract Value (ACV) of new customers to their CAC
New Sales vs Expenses
New Sales ARR vs S&M Expenses.
Walk a mile in another person's shoes. To sell is to persuade. To sell is human.