Media/Appearances/YouTube
SaaS Is Cooked (And GTM Engineering Will Rise From Its Ashes)
The Convexity Report/Benyamin Holley/
Charles Nem has Ben on The Convexity Report. Running a business is a different skill from doing the work. Ben learned that in a home recording studio, his first company, and again selling motorcycles. He read Grant Cardone then, and the line he kept is that if you have something useful you owe it to people to sell it. He is not making a character reference. The line from his first sales manager still sits with him: never sell with your wallet. He is not a Harley guy. Buyers were. You do not get to decide what the bike, or the software, is worth to them. Same logic on SDR lists. If RevOps hands you names with no thesis, people look lazy when they will not call. They usually are not lazy. They have not been sold on why those accounts matter. 'My SDRs aren't making enough cold calls' is a loaded sentence with a pile of things upstream of the dial.
Notes
- 01
A home recording studio was his first company. He could do the work and still have no clients if he did not sell.
- 02
Never sell with your wallet. He is not a Harley person. The buyers were. Take their word for what it is worth.
- 03
The Grant Cardone line he kept from motorcycle sales: if you have something useful, sell it. He is not vouching for the rest of the brand.
- 04
The software version of not being a Harley guy: he would never buy UserGems. No offense, he says. He would rather build it.
- 05
SDRs do not fail lists because they are lazy. They fail lists with no coherency and no written thesis.
- 06
'My SDRs aren't making enough cold calls' has a stack of problems sitting upstream of the dial count.
