Hoy lanzo Sales Level Club - saleslvl(.)club🚀 Un reto diario de ventas al estilo Wordle: cada día un cliente nuevo, seis mensajes para convencerle y un resultado para compartir. Gratis y sin registro (link en bio y al final del hilo)🙂 Os cuento qué es y cómo lo he montado 🧵

Jordan Belfort finally explained what “Sell me this pen” really tests, and most salespeople fail it in 1 sentence. The moment they hear the line, they start pitching. The pen is great, it writes upside down, it’s the best value for the money. To Belfort, that’s the clearest sign someone doesn’t understand selling. The right answer doesn’t mention the pen at all, at least not at first. A fan in the audience asks Belfort to sell the pen. He jokes that no one has ever asked him that before, then explains what the test is really for: before you pitch anything, you ask questions. How long have you been in the market for a pen? What have you used before? Is it for business or personal? How much do you usually spend? Pitching without asking, Belfort says, tells the buyer you don’t give a shit about them. You’re just ramming the product down their throat. The questions also tell Belfort who to walk away from. If someone says they’re not looking for a pen, he says “Great, have a nice day” and moves on. To him, the biggest rookie mistake is trying to sell to everybody. Only then does Belfort pitch: “Based on what you said to me, this pen is perfect. Let me tell you why.” And the pen, he says, is just a stand-in for any product. Rookies sell the pen. Pros sell what you just told them. Be honest: would you have pitched the pen, or asked the first question?

Todo el mundo se pensaba que la IA iba a ser rápida de adoptar. No lo está siendo, porque la gente no sabe por dónde tirar. Por eso crece la consultoría alrededor de la IA: la herramienta sola no basta. Si vendes software, piensa qué capa de servicio puedes poner encima. Ahí está el margen.

Why hasn’t AI already revolutionized sports analytics? We turned 34 hours of tennis videos of 11 ATP pros into precise measurements of how each player hits. We then measured @BrainsAndTennis and @phamrich_. Turns out Claude is an exceptional tennis coach. offpolicyinc.com/work/claude…

La clave es hacer deporte toda la semana para el finde comerte una double smash burger y un cheescake

Juguetes por el suelo, cojines fuera de su sitio, huellas en los cristales... Vas andando y, ¡zas! pisas un duplo. Qué dolor. Mientras andas vas recogiendo cosas que deja tiradas la hermana mayor y que no quieres que coja la pequeña por si le da por intentar comérselas y se atraganta. La pequeña ha dejado trozos de comida debajo de su trona, y tanto ella como la silla están manchadas como si se hubiera rebozado en salsa. Recoges, limpias y cinco o diez minutos después vuelve a estar todo patas arriba 🫣 Hay días en los que resulta agotador. Sí. Y no pasa nada por reconocerlo. No te hace peor padre. Pero a veces debemos recordarnos que llegará un día en el que la casa estará mucho más ordenada y echaremos de menos el ruido, las risas, y las manitas en los cristales. Ya no habrá juguetes por todas partes, ni tendremos que recoger veinte veces lo mismo. Eso ahora suena de locos. Silencio, calma, limpieza, orden, sentarte a leer tranquilamente. Y no digo que eso no esté fenomenal, que lo está, pero echaremos de menos las risas, las ideas descabelladas y las huellas de manos pequeñitas en las ventanas. Porque detrás de todo ese desorden hay dos niñas pequeñas jugando, aprendiendo, descubriendo el mundo y disfrutando de su infancia. Aunque a mi preocupe que ensucien el sofá o las paredes. Y esta etapa, con todo lo que tiene, no va a durar para siempre. Así que intentemos disfrutarla mientras podamos.

Salespeople today struggle with one of the skills that most separates top performers from the rest: Developing the cost of inaction. That's not opinion. That's real data. We analyzed 300,000 B2B sales calls against eight behaviors that measure skill level in what we call Value-Based Discovery. One of those behaviors is Negative Consequence Development. And despite its proven importance, our data reveals an industry-wide skill gap: It ranked SECOND TO LAST among all eight Value-Based Discovery behaviors we scored. Like many discovery approaches, Caliber's flagship discovery training teaches how to build the cost of inaction, negative consequences, and implications to build urgency. But instead of teaching generic impact questions, we do something different: We call it Consequence Mapping. Here’s how it works: Every predictable buyer problem your solution solves also has predictable negative consequences. Predictable problem → predictable consequences. Your job is to identify the consequences that consistently resonate with your target buyers, and then design consequence questions you can re-use over and over again. Read more here: xitter.cf/Chris_Orlob/status/211… (or just watch the video).

if you're running a startup, you should have a system watching your market all while you sleep. customers, competitors, pricing, launches, buying signals, complaints, hiring, content. here's the 24/7 research system i'd build: 1. make one research database with 6 buckets: CUSTOMERS, COMPETITORS, MARKET, PRODUCT, GTM, CONTENT. every finding needs a source, date, company/person, category + one sentence on why it was saved. 2. start with customer truth. feed it sales calls, support tickets, reviews, Reddit, G2 + customer interviews. pull exact pains, objections, desired outcomes, feature requests + the words customers keep repeating. 3. watch every serious competitor. track homepage copy, pricing, launches, changelog, job posts, partnerships, customer complaints + new positioning. save the OLD version too so you can see exactly what changed. 4. monitor buying signals around target accounts: funding, hiring, new executives, expansion, new markets, tech-stack changes, product launches + anything else that suddenly creates a reason to buy. 5. watch the market itself. follow founders, investors, researchers, customers + niche publications. save repeated ideas, new categories, new tools + anything multiple smart people start talking about at once. 6. build a product-feedback loop. cluster feature requests and complaints by frequency, account, revenue + urgency. “17 customers asked for this” is a lot more useful than a Slack message saying someone wants dark mode. 7. add content research as one input. watch 30-50 accounts your buyers already follow, save outlier posts + repeated questions, and track which topics keep getting attention before your company talks about them. 8. keep claims attached to sources. a tweet saying “X grew 400%” stays CLAIMED until verified. don't let one confident post quietly become company knowledge. 9. dedupe aggressively. if 12 sources repeat the same thing, keep one main finding and attach the others as supporting evidence. research should get sharper as it grows, not noisier. 10. connect findings to the company. competitor launches new pricing → GTM. customers repeat one complaint → PRODUCT. buyers keep asking one question → CONTENT / SEO. the useful part is where the information should go next. 11. send one morning brief with a hard cap of 10 items: 3 customer insights, 2 competitor changes, 2 market shifts, 2 GTM opportunities + 1 thing worth investigating. if it takes 20 minutes to read, the system failed. 12. every Friday, make it answer 5 questions: what changed this week? what kept repeating? what did customers care about most? what should we test next? what are we probably underestimating? 13. keep a permanent knowledge base behind it. PEOPLE, COMPANIES, TOPICS, DECISIONS + PROJECTS. today's research should still be findable six months later when it suddenly becomes relevant. 14. tie the research to whatever the company is deciding right now. pricing decision? pull competitor changes, customer objections + lost deals. launch coming up? pull buyer language, recent category shifts + competitor messaging. the database is only useful if it helps with an actual decision.

El 11/11 tengo un evento WAPISIMO en Alicante...si alguien de por allí me lee y le apetece "pallear"...hablar de ventas....IA...de la vida... que me escriba ;)