The Key To Identifying Opportunities To Scale Fast, Mike Volpe & Ryan Ball

August 06, 2019

Develop Discipline To Dominate

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Started by the founder of Kayak
Started as B2C but most active users were business people
Gene from HubSpot is running marketing
Third round of funding
Was slow recognizing the opportunity
They did a great job democratizing access to information to the public
Corporate travel booking was a pain
Serve three personas
- Road warrior
- Admin/Assistant
- Finance teams (who dislike salespeople who don’t submit expenses)
The most under-valued virtue is discipline
You need to work and build to your future self

Discipline is key…while balancing/avoiding paralysis by analysis
Remember the humans behind the titles
Treat people like people to drive word-of-mouth
Set proper expectations to reduce the emotions of the business interaction
The lines between business and personal have merged so business is more flexible and personable and casual
Millennials get a bad rap
Find the hard workers in the interview process
Newer brand with high-velocity sales cycle (5-7 per month)
To make any sale you must make every sale
The three C’s of Selling
- Confidence
- Competence
- Credibility
Find the pain
Know the why for the buyer
Know the playbook so well that you can bend the rules
Do cold calls still exist?
The rules of three for your research
- 3 minutes research
- 3 compelling events/interesting facts
Is rapport over-rated
The hardest thing to do in sales is to get a response
The chili recipe
- We know 80% of the ingredients
- But the winner has a secret ingredient and process
Be curious. Be a lifelong learner
The three questions for on-boarding new salespeople by Andrew Quinn
- How do they make money?
- Do they want to make more money?
- Can I help them make more money?