- Prospecting -> Conversations -> Closing -> Revenue - Only 2.5% of the people will even consider trying out a random new product. If you talk to at least 100 companies you might find 2.5 people who are willing to try the product. - Conferences/events as an option to get users. Understanding where the users are and going there. - On the call Them 70%, You 30%. We tend to talk a lot more than listen. Need to think how to flip this around. Sales is about listening. - Nos are of huge value. Much better to get a no than to be in a limbo. --- https://www.youtube.com/watch?v=xZi4kTJG-LE