Good morning to everyone who listens to the same music every day just in a different order ☠️

"#1 Newsletter of the Year" 🏆️ -Andy’s Wife

😱 ANDY REACTS

Hey amigos, did you hear the news? Tesla is committing to building a plant in Monterrey, Mexico! According to Mexico’s President Andrés Manuel López Obrador, this is great news for the country's economy. But let's be real, we all know the real reason Elon Musk chose Monterrey - he's just a big fan of the local cuisine!

I mean, can you blame him? Tacos al pastor, carne asada, chiles rellenos...my mouth is watering just thinking about it! But I have to wonder, will this plant have a drive-thru for all the Tesla employees to satisfy their cravings on their lunch break?

I can just imagine the scene now: Elon Musk, in his signature Tesla t-shirt and jeans, ordering a round of tacos for himself and his team. And when the cashier asks if he wants guac, he responds with a smirk, "Of course, it's extra."

But in all seriousness, it's exciting to see Tesla expanding and investing in new locations. Who knows, maybe one day they'll even build a plant in my hometown...though I'm not sure if the local cuisine would be quite as enticing.

☠️ ANDY’S DEADLY DOODLES

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💀 Issue #96 💀

How to do founder-led sales in 2023:

How to do founder-led sales in 2023.

Use this 6-step playbook:

1/ The 5x5 Play

Pick 5 accounts.

Pick 5 people from each account.

You know have 25 prospects.

Add them all to a prospecting sequence.

Repeat this 1x/week.

2/ The $10k Multi-thread Play

The average B2B deal now has 5.4 decision-makers.

Rule of thumb:

For every $10k of ARR, set a goal of 1 additional stakeholder you need to WOW

• 10k deal = 1 stakeholder to WOW

• 20k deal = 2 stakeholders

• 100k deal = 10 stakeholders

3/ The 3-second Pause Play

Most of us say what we need to say.

Then keep talking.

No Bueno.

Instead:

1. Say what you need to say

2. Think about pausing for 3 seconds

3. (hit the MUTE! button if you have to)

This shows confidence + gives the other person time to respond.

4/ The 1-2 Play

We all lose deals.

It happens...

But those people know people who know people.

For every 1 deal you lose, ask for 2 referrals.

Referrals = Big $$$

5/ The "Yes, AND" Play

“Yes, AND” is the antithesis of “Yes, BUT”

Let’s compare:

Prospect: “It’s too expensive.”

🔴 “Yes, BUT the ROI is so worth it"

🟢 “Yes, AND will price keep you from getting what you really want?”

Different energy right?

6/ The No-oriented Question Play

Instead of trying to get people to say YES...

Focus on getting them to say NO.

People hate YES.

People love NO.

Examples:

• “Is now a bad time to talk?”

• “Is it a ridiculous idea … ?”

• “Have you given up on … ?”

Thanks Chris Voss!

That's a wrap!

If you enjoyed this, please 👍️ and comment on this LinkedIn post to help spread the word about DigitalSalesCollective. It only takes a few seconds. Creating each drop takes us some time. Thanks so much!

⚰️ KILLER FINDS

• Summarize your Gong calls: One-click summary, state of the business, and next steps (link)

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• Zendesk for Startups: get 6 months free (link)

🍪 DEADLY DELIGHTS (free resource)

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That’s a wrap for today amigos. Eat your tacos and see you tomorrow! If you want more, be sure to follow me on Twitter (@andymewborn) or LinkedIn.

What did you think of today’s edition? (anonymous)

• 🌶️🌶️🌶️🌶️🌶️ So f**cking fuego

• 🌶️🌶️🌶️ Meh, keep digging

• 🌶️ Snoozefest

A RECENT REVIEW