The Dealmaker Show, by Oren Klaff

"You start at the bottom with the interns, right? And the interns are trying to figure out, is this a deal? And they can only say no, they can't say yes, right? They can just say it looks interesting. If you get past the interns, and so the interns again, try and help you, "Hey, our company wants to understand revenue by channel, and a little bit more about more market size. "

Has anybody not experienced this? You haven't? Okay. But does it psychologically make sense? Because these guys want to make a million dollars a year, right? And ideally make $10 million on some unicorn-style things, right? If something's confusing, that's why they have all these guys and girls and people sitting around to help. You know, eventually, it'll get to like the executive level or the senior associate. These guys identify all the problems that we're going to try and fix here today.

#venturecapital #startups #pitchanything

It's the same problem in finance and in a product where we have this very interesting story to tell on the phone or on a Zoom call and then 100% of the time, they'll go, "Sounds great, send me something. "

They'll say one of two things. "Send me something" or "I'd like to see some material on it. " Like not those kinds of things, those words.

Send me something or what material do you have on it? Those are the exact words that we have heard thousands of times. And then you send something and to the degree what you send augments what you said and matches it, connects to it, takes it further, and supports the claims you made, then now you're into a deal.

The problem is that not having something that cements the words you said and matches it is where deals can just go fall apart right on the table. And when I say fall apart, and I'll show you in a minute, what I really mean is whatever level... Because you guys are all smart, you guys are well-networked, whatever the level the organization you got yourself networked into, right? So what happens is the pitch deck doesn't match what you said.

You've got a relationship in there and you just go right to the bottom of the organization to some intern who gets assigned to learn their career on whatever you're doing. So when I say falls apart, it may not be that that deal completely dies but you go straight to the bottom and end up with an intern, a cousin, a nephew, a wife, or a chatbot. But the dealmaker cannot relate to you if the pitch deck doesn't match the things you're saying.

So, this is really, when I think about it, the guy who taught me all this stuff, I was like hey, I want to get venture capital and private equity and a loan, right? How do I get to these private equity groups? How do I get to these private equity groups? And he would say, "You don't. " And I said, "I have to. That's where the money is. " It's the exact opposite.

Capital gets attracted to a deal. You can't go and sell. So if you're emailing and calling and following up, then you've got problems. The capital needs to be able to... It's really three steps, right? Get networked in there to high status. They hear what you're saying and that's the pitch. High status, frame control, hot cognition. They're like "I love it, send me something. "

You send the deck, and the deck attracts them to the deal and they're all over you, trying to figure out is this something? Like, that's the process.

#venturecapital #startups #pitchanything

#venturecapital #startups #pitchanything

"The One Twist opens up a new way of doing things, a new market. Or your twist completely exits one industry, helps the world exit one industry, and becomes a new industry. We'll give you examples...

#Uber introduced their stuff, They helped people exit the taxicab industry with one twist. What was it? Oh, you can see your car coming and you know when it's going to get to you. You can order a car on your phone and see when it's coming.

#Airbnb. You can exit having a deal with the expensive, difficult hotel industry and just get a cheap, interesting, one-night or two-night place and you could see it and book it online. You could exit the hotel.

#Bitcoin, you could exit fiat and do things free of governmental controls.

So... Let's see.

#Dell Computers I think is really easy to understand example here.

So the one twist that Dell had, because, in those days, computers were not fancy, right? They just had a screen, a microprocessor, a fan, a power supply, and a keyboard, no mouse. And so, the only twist that Dell Computer had was that it was a PC just big enough to run a business. Eight megahertz, 10-megabit hard drive, one 5.25... That's it, he's just like what is the absolute minimum that a business would need to have a computer? Everything else, I mean, he literally ran out of his dorm room, everything else was exactly the same. It's just the positioning of it.

So these are some other ones:

#WeWork. The thing that let them explode, whether they succeeded or not is just this one word: green, that was the only twist they had.

Everything else was exactly the same as everything else that was out there. They're like we're a green co-working space. You have to look back to these stories of when they started, not what they are now.

Where they got money and where they got success is we're a co-working space, which already existed, but we're green. And that makes like these tech workers want to work with us."

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As a Peak Performance Expert, Eric Partaker helps CEOs, entrepreneurs, and leaders reach their full potential, become better leaders, and build better businesses. Within his approach he draws from his time advising Fortune 50 CEOs at McKinsey, his experience helping build up Skype’s multi-billion dollar success story, and his own entrepreneurial journeys – together with behavioral science from Stanford University, as well as techniques from the worlds of elite sports and the military, areas where peak performance is key.

Eric has been named “CEO of the Year” at the 2019 UK Business Excellence Awards, one of the “Top 30 Entrepreneurs in the UK”, 35 and under, by Startups Magazine, and among “Britain’s Most Disruptive Entrepreneurs” by The Telegraph. His work has been featured on over 7 major TV stations, in the Wall Street Journal, and The Economist. He has also appeared as a guest judge on The Apprentice with Lord Alan Sugar.

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Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of three books, “High-Profit Prospecting” and “High-Profit Selling” and his newest “A Mind for Sales.”

His integrity centered sales strategies are used each day by thousands of salespeople from “Fortune 100” firms to small start-ups. Regardless of the industry, his strategies work.  These same strategies are found in The Sales Hunter University on-line program which in 2020, was ranked as one of the top 10 sales learning programs due its unique style of coaching and engagement with Mark Hunter.

Mark has spoken on 5 continents and travels more than 200 days per year working with people helping to show them how to find and retain better prospects.  He’s known for his engaging style that empowers sales teams to move to a higher level.  

He doesn’t view sales as a job, he views it as a lifestyle.  He believes when you live sales in this way you have the ability to create deep relationships that impact others.  His mission is to help others see sales in this manner to allow them to increase their influence and impact.  

To learn more about Mark visit:  TheSalesHunter.com