Get Comfortable Being Uncomfortable, Pouyan Salehi
Launch, Grow, and Scale Your Business
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- Lots of ups and downs, with more downs than ups
- Apple was filled with driven people
- They worked hard
- Lots of trips to supply chain
- Jeff Williams was a great leader who asked great questions to make you think
- You can fill up the space with key questions, not just flapping your gums
- Attention to detail is key
If I'm comfortable, I'm uncomfortable."
- Finding a team that works well together is hard to do
- Most companies die from the inside
- How do you know what problem is worth solving?
- Look for the signal
- Work backward
- Get some signal in the market first
- Try to sell your solution before you build it, which is easier to do in the SaaS space
- Can you articulate your problem and solution ahead of time?
- It was a tedious process launching Scratchpad
- CRMs like Salesforce are tools for management
- Sales reps create their own workspaces
- It was an exercise in storytelling
- That informed what part of the product to build and it let us know the talent and skillset we needed to build it
- He's a fan of direct outbound
- Have a thesis of who has this problem and reach out to them
- Experiment on your messaging
- You don't go for the close on a cold call
- It's baby steps
- Don't jump to conclusions
- Don't make assumptions (Follow the New ABCs of Selling)
- Speed to market and profitability comes from simplicity
- Product design is key
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