Andrew Kobylarz

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[Andrew Kobylarz @askobylarz]

Developing a business POV:

1. Start with either perplexity or chatgpt and prompt:

"Can you identify the top 3 strategic initiatives related to [department/use case] that [org] is focused on and why?

(1/8)

[Andrew Kobylarz @askobylarz]

Commissions checks don’t care if:

-it’s a sexy logo
-it’s an exciting industry
-it’s a really cool application

Treat your book like an operation: 



-does the logo have the $ to spend?
-is there demand in the industry?
-is the use case proven?

It's all green anyway

[Andrew Kobylarz @askobylarz]

What IS the problem?
Who CARES about the problem?
Why does the problem NEED to be solved?

THEN the how and when will naturally follow.

[Andrew Kobylarz @askobylarz]

A "no" is the start of a conversation.

Your job as a sales person isn't always turn it into a yes. Ask the prospect if they fall into buckets your ICP has challenges in.

Yes? Dig further.

No? Move on.

[Andrew Kobylarz @askobylarz]

Listen to @GetATechSalesJ and @BowTiedDingo.

More importantly, don't measure yourself on what you buy.

Know people who make GREAT money living a lavish lifestyle. Underneath it all, living PAYCHECK TO PAYCHECK.

[Andrew Kobylarz @askobylarz]

Think about all the research you'd have to do in the past in order to outline business structures, orgs, and P&L. You can now do this in minutes with ChatGPT plugins.

This applies not only to account planning and research, but discovery, and even interviews.

[Andrew Kobylarz @askobylarz]

Being interest - "ed" to be interest- "ing" has less to do with being interesting and more to do with:

how you can make it easier for someone else to talk so you can simply listen.

[Andrew Kobylarz @askobylarz]

Another way to make your sales process more efficient it to study successful customers:

Why did they push change?
Who made them change?

It's a helpful benchmark to quickly gauge what you're up against in a sales cycle + sharpens your focus on the right ICP

[Andrew Kobylarz @askobylarz]

Every time I read sales advice on X, really anywhere for that matter … I find it’s generally good life advice.

Excluding “enterprise strategies”

Most boils down to:

Don’t give up
Do a lot
Keep showing up
Keep things simple
Be reasonable
Be decent

[Andrew Kobylarz @askobylarz]

Context in a role is so important.

Interview at series A startup a few years back :

Hiring manager asks, "Why you over SF and Oracle reps vying for the role?"

"They're from SF and Oracle, I've sold at startups.."

Not a knock on those reps. Just a different game.

[Andrew Kobylarz @askobylarz]

In a world where everyone asks for a meeting ... try not doing that. Lead with value and ask for nothing. Rinse and repeat to build trust. THEN ask.

[Andrew Kobylarz @askobylarz]

Evaluating companies to sell for requires you to think like an investor

[Andrew Kobylarz @askobylarz]

I used to hate cold calling.

So much that I didn't want to be in sales.

Took an analyst job at large pharma in sourcing to avoid.

That's procurement ... yes, procurement.

Why?

[Andrew Kobylarz @askobylarz]

Cut out the fluff:

-no "hope you've been well"
-leave out the “Hi or Hey”
-sometimes I go as far as not using a title (just leave it blank)
-just type and press “send” - typos be damned

get right to the point

[Andrew Kobylarz @askobylarz]

Grabbed coffee with a jr rep years back.

At the time, tough quarter as a whole and remember him asking me how to navigate certain aspects of a deal.

The convo shifted gears into resources ie what books to read. It's a great attitude to have, shows he was hungry to learn.

Randomly popped into my head because sales is one of those careers where you just have to "go through it" in order to understand it. It's not that books/courses won't help. They do.

It's just that taking the action and going through the motion is ultimately the best teacher.

[Andrew Kobylarz @askobylarz]

If you study the best B2C copywriters you find their goal was simple.

Get the reader to the next sentence.

Do the same in B2B sales outreach.

[Andrew Kobylarz @askobylarz]

Cold outreach isn't about getting meetings anymore (at first)

1. Drive awareness or familiarity
2. Provide value
3. THEN ask for time

[Andrew Kobylarz @askobylarz]

I used to be insecure and shy about having strong intuition. It made me feel less "masculine". As I've gotten older I now realize that's EQ. Being in sales, I realize it’s my most powerful asset.

[Andrew Kobylarz @askobylarz]

Your price point speaks volumes about the value your product provides

[Andrew Kobylarz @askobylarz]

"We had an enterprise seller selling to one of the largest corporations in the world. The reason he was able to do a $10/$20 mm deal was because he was able to go out and build bridges within divisions the company didn't even have."

-Karan Singh, Sapphire Ventures

[Andrew Kobylarz @askobylarz]

Re read "Managing Oneself" notes I took this past weekend and it reminded me:

UNDERSTAND the people you work with. Communicate by simply asking them.

You get results like this: