Welcome to the weekend! Hello from London. I’m back from 2 weeks in San Francisco with my wife and back for the first full week in the office.
It’s the time of year people think about goals with optimism and hope. As you set your goals, always remember this from Bill Gates “Most people overestimate what they can do in one year and underestimate what they can do in ten years”.
Mark Zuckerberg who famously ran one year challenges now tends to agree. He announced his plans to give up his annual personal challenges, shares his goals for the next decade including a new private social platform, AR/VR, and new forms of governance. Here is the full vision.
I moved away from goals a few years ago after reading James Clear’s book on habits. My 2020 is focused on building the right habits. Whatever your approach I hope you all have a great year! Love to hear your plans?
Without further ado, here are 7 things I thought you’d need to know for January 11th in under 3 minutes: 👀
Loved this one: “Great marketing emanates from a great product. If the product sucks no amount of world class marketing can redeem it. Marketing can help make a good product great––it will never make a bad product good.”
You should tailor your sales deck based on persona. Sales / AE's often struggle with the big vision starter (i.e. the Zuora sales deck style) and you need to cater to their needs in order to make sure it is effective in the field.
Here are a few format structures you can use:
> The CxO Presentation:
+ Big change in the world
+ Why care stakes
+ Show the better way
+ Obstacles that make it hard
+ Benefits to overcome them
+ Proof you can do it
> The Budget Holder Presentation:
+ Problem to be solved
+ Who has the problem
+ What does it cost the org today
+ Shortfalls of existing solution
+ What's changed
+ Your solution overview
+ Proof that we're better
+ What our solution costs
> The Practitioners Presentation:
+ Confirm the problem
+ Shortfalls of other solutions
+ Proof that you're better
+ How it works
+ Logo slide