Eric Shaver

Revenue Acquisition Practitioner, Neural Pathway Builder, Breaker of Chains #speakexcel

[Eric Shaver @KenseiEric]

"Pattern Recognition: The silent killer of successful Sales execution" https://t.co/krba3H22Cj by @KenseiEric on @LinkedIn

[ValueSelling @ValuSelling]

So many of us dive deep into the nitty-gritty of products and tech specs, only to wonder why our deals sometimes go sideways.
In this episode, @cnouche and @lmschnare explore this topic with Eric.
🎙️Full Episode🎙️:
https://t.co/dagOp6XRDV

[Eric Shaver @KenseiEric]

"Maybe" often creates the necessary cognitive dissonance required to expose intent and agendas. 4/4

[Eric Shaver @KenseiEric]

"Maybe" opens up the critical opportunity for you to guide their due diligence relative to your assets (B2B products and services), rather than just fulfill their requests.

"Maybe" establishes agency and qualifies better than any predicable sales question can. 3/4

[Eric Shaver @KenseiEric]

"Maybe" sets the tone for establishing and agreeing upon mutually acceptable engagement requirements.

"Maybe" demands respect for YOUR SG&A investment in any given engagement, as well as theirs. 2/4

[Eric Shaver @KenseiEric]

B2B Sales, the most effective and necessary reply to any meaningful unexpected prospect or customer request is not "yes" or "no", it's "maybe" (expressed in any variation of your choosing). 1/4

[Brian Feroldi @BrianFeroldi]

Example: You buy a new car for $33,000

10 years later, you sell it for $3,000

Depreciation tracks the car’s value decreasing over time as you drive it.

In this case, the car's Depreciation Expense is $3,000/per year

[Brian Feroldi @BrianFeroldi]

Depreciation: the accounting method used to allocate the cost of a TANGIBLE asset over its useful life.

A TANGIBLE asset is something you can physically touch (house, car, factory)

Depreciation represents how much of a tangible asset's value has been "used up"

[Brian Feroldi @BrianFeroldi]

Earnings, Interest, and Taxes are easy terms to understand.

What about Depreciation & Amortization?

Those need a little bit more explanation...

[Brian Feroldi @BrianFeroldi]

EBITDA is a Non-GAAP number, meaning it doesn’t comply with “Generally Accepted Accounting Principles”

For that reason, you won’t see it on many companies’ financial statements.

However, some management teams do provide it and focus on it heavily.

[Brian Feroldi @BrianFeroldi]

To calculate EBITDA, you start with Net Income (also known as Earnings).

Then you add back Interest, Taxes, Depreciation, and Amortization

[Brian Feroldi @BrianFeroldi]

EBITDA is an accounting term that is an alternative way to measure a company's profitability.

EBITDA is simply an acronym:

[Brian Feroldi @BrianFeroldi]

What is EBITDA?

Here's everything you need to know about this confusing accounting word:

[Eric Shaver @KenseiEric]

Net new B2B Sales, replace all iterations of
"what is your budget?"
with
"What IRR must these assets meet/exceed in order for your CFO to even consider funding them this fiscal year?"

This is the difference between a low value sales dialect and a business dialect.

#Sales

[Eric Shaver @KenseiEric]

Most of us fall down on “I have done” where we experience the critical transition from knowledge to understanding.

In Sales, any meaningful impact on our execution (which is the whole point of learning given our remit) requires that this critical infle…https://t.co/vqQtm2AQfQ

[Eric Shaver @KenseiEric]

! https://t.co/OnSZJeQ7RK

[Eric Shaver @KenseiEric]

Enterprise sellers (all roles), serious question:
Knowing what you know now, what is the one book that you WISH was written on B2B selling?

[Eric Shaver @KenseiEric]

#Sales' limbic system's initial reaction to corporate finance https://t.co/9UXNTor1Te

[Eric Shaver @KenseiEric]

#Sales' limbic system's initial reaction to corporate finance https://t.co/9h4SqVMnfE

[Eric Shaver @KenseiEric]

It is always gratifying to watch companies that are making a difference, especially in enterprise Sales, grow and thrive...my biases notwithstanding. ;) https://t.co/FuyvfomUUm

[Eric Shaver @KenseiEric]

BDRs/SDRs (and AEs) if your digital prospecting message is longer than a haiku, it is too long. (same for the spoken word)

If you are attempting to engage an economic decision maker, you must address a specific value driver against which they are measure…https://t.co/1YCagsjnGz