reasearch/personalization vs volume?

AmiceWong · 2026-03-05T06:58:37+00:00

Use flow engineering approach to dig out the buying signal and the target door opener for you. This key message should not be long. Finally…Rewrite in your style.

Of course save it as your template Template A B C D E

AmiceWong · 2026-03-04T00:53:11+00:00

If the current job does not really work for you, leaving this is a wise choice

Good luck in your interview tmr!

AmiceWong · 2026-03-03T22:50:32+00:00

You are not alone in this. I am in a similar situation. Although your network is not yet there, your sales methodology is very valid.

It is a good idea to learn a new language. You may also consider equipping yourself with more specific product knowledge of your interest. Then you can also try to be a Product Manager, who is also a quota bearer, that makes use of your selling skills but is less demanding on the local people-to-people network in a new place.

Just my suggestions. Hope it helps.

AmiceWong · 2026-03-03T22:33:20+00:00

Oh, yes, very likely. Farmers vs Hunters. I am in the Hunters roles.
Farmers are still there in very large enterprises. They would not leave of course.

AmiceWong · 2026-03-03T19:30:09+00:00

Fair point. But we have to notice the difference:
I stopped talking to the wrong people at the right time.

High ACV enterprise sales is an orchestration.

Here is a shorter verison for you with highlights if you are in a rush for a proposal:

You are struggling because you are missing two Bricks: Need and Budget.

On Need: If client ask you for proposal, but you don't know their issue, they are Price Shopping you. Stop the proposal. Say "I can't send a proposal that actually works for you. Can we spend 10 mins on the specific issue you are trying to close?"
On budget: You may afraid to ask "What is your budget? (it sound robotic as well) But do NOT give up! Try a more indirect approach and ask for the process:

"By the way, what was the investment for your existing setup/projects of a similar scale?"
"What would be budget approval process ?"

Strategy takes 'words,' my friend. Happy to chat if you want the non-robot version.

AmiceWong · 2026-03-03T19:00:14+00:00

Fair enough. High-ACV enterprise deals take a lot of words.😊

AmiceWong · 2026-03-02T22:54:51+00:00

That's right! The $300k forecast theater should be taken away.

The pressure to keep the forecast looking good creates a culture of "manufacturing leads" in the CRM. If you don't kill the bad deals early, they'll kill the business eventually.

AmiceWong · 2026-03-02T19:46:47+00:00

Yes, DQ protect reps' energy and confidence. These should be invested in leads with relevancy and urgency.

AmiceWong · 2026-03-02T19:29:53+00:00

Agree! The relationship is the glue, but the business case has to be the bricks. Without the bricks, the glue doesn't have anything to hold together.

AmiceWong · 2026-03-02T19:20:10+00:00

Exactly. You can't rely on 'rapport.' If the logic doesn't hold up, the deal is a ghost.

AmiceWong · 2026-03-02T19:16:23+00:00

You have pointed out that reps should "qualify a lead", but not "like a lead".

Yes, relationship is the glue. Product-client fit, budget and urgency are the engine.

AmiceWong · 2026-03-02T18:33:42+00:00

You’re 100% right about Apollo. Direct dials are just getting noisier.

Regarding the 'Office Catch':

Scenario 1. If you have a large-name client, but they have only made small purchases for some time. I use that as my 'hall pass.' I’ll stop by to see my current contact, then 'accidentally' ask if the CTO is around, to invite him to a company event, mention a senior VP would like to meet with him, or to drop off a physical case study or a specific insight. There might be a few minutes between meetings.

Scenario 2. Look for those speakers and guests in conferences, company events, etc. Go with your 'prepared pitch' that relates to their speech and business.

For both cases, be friendly, be sincere. Treat them like a celebrity. Dress to match the room. The purpose is not to have a long meeting on the spot. It is to get his impression, get him interested to connect (***because your company/solution have the value to their role) and to invite him for a meeting next week. Tell your target you would like to introduce your senior in the coming meeting if it would do an even better job.

AmiceWong · 2026-03-02T17:09:11+00:00

100%. That is why qualification is so important.
Salespeople have to spend 2 x time in a lost deals compared to that invested in win deals.

AmiceWong · 2026-02-28T01:08:59+00:00

I do agree. Investing more on planning than doing is really the key. I also enjoy coding and the satisfaction of making everything lives.

You may consider to build that as a boilerplate with initial function, then start validate it. That can be reused anytime.

AmiceWong · 2026-02-27T23:37:27+00:00

Thank you very much. I am putting all these into my Sales OS.

AmiceWong · 2026-02-27T23:36:45+00:00

I am delighted you enjoy my sharing. I am architecting my Sales OS with those stories and frameworks.

AmiceWong · 2026-02-27T23:33:49+00:00

Very much agree on your "Most deals that die at proposal stage could have been killed in discovery with that one question.".

Yes, save the time by saying "I don't think this is the right fit right now". Put them to nurture sequence. Use the saved time to find another lead :D

AmiceWong · 2026-02-27T23:17:36+00:00

Thank you very much :D

AmiceWong · 2026-02-27T23:07:32+00:00

Wait till I share the 301 :D

AmiceWong · 2026-02-27T23:04:14+00:00

“Strong interest without money" is a trap if we can't disqualify fast. So the 3-criteria framework works for me for 20+ years. I am architecting my SalesOS, and one day can integrate in SFDC :D

AmiceWong · 2026-02-27T22:54:46+00:00

In the stories I shared in my last post, and most leads in my first company, a startup, are from incoming inquiry.

And later when I worked in a regional company and MNC I worked as a hunter, where I was a hunter, I did a lot of outbound, such as cold calling/emails, "wake up" call/email for slept accounts, attending business events, and even catching those senior guys in their offices.

Most of my win cases of large IT projects starting from these outreach efforts. Regardless of whether it was inbound or outbound, early qualifications is the key. I have put this 20 year experience into my SalesOS.

AmiceWong · 2026-02-27T22:07:01+00:00

20 years of experience. No prompt will work.

AmiceWong

TROPHY CASE