💀 The internet’s DEADLIEST newsletter: Biz, Building, and Lols by Andrew

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

Good morning to everyone who knows that the worst texters are the best people in real life

😱 ANDY REACTS

How about the news that Susan Wojcicki is stepping down as the CEO of YouTube? I don't know about you, but the last time I stepped down from a leadership position, it was because I accidentally left my laptop on the roof of my car and drove away. But hey, I'm sure Susan has her reasons.

I've gotta say, as a content creator myself, I've had a love-hate relationship with YouTube over the years. On the one hand, it's a fantastic platform for sharing your ideas with the world. On the other hand, have you ever tried to find a video that you watched a week ago? It's like searching for a needle in a haystack if the haystack was made out of cat videos and conspiracy theories.

But all jokes aside, I think we can all agree that Susan Wojcicki has done an incredible job leading YouTube for the past nine years. I mean, she took a website where people were just posting videos of themselves lip-syncing to Beyoncé and turned it into a billion-dollar empire. That's no small feat.

So, here's to you, Susan. May your next adventure be as entertaining and rewarding as the millions of hours of YouTube content you helped to create. And for the rest of us, let's keep creating and sharing our ideas with the world, one cat video at a time.

☠️ ANDY’S DEADLY DOODLES

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💀 Issue #88 💀

How to do founder-led sales in 2023: use this 6-step playbook

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!

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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 good papi

• 🌶️🌶️🌶️ Meh, keep digging

• 🌶️ Snoozefest

A RECENT REVIEW