SaaStr

APRIL 18, 2019

And my education, I went to MIT to study mechanical engineering, and I think I would have thought I was going to go into the pump business like my father. We didn’t show up for the meeting. But once you have your playbook, I think the beauty of it just like my meeting with Marc Benioff, you have to audible.

Up-sell 68

Up-sell Hospitality Start-ups Pitch 68

The Lost Book of Sales

DECEMBER 30, 2021

Meetings proliferate and decisions are delayed. Clausewitz (Carl von Clausewitz, a Prussian general) believed that friction was as inherent to war as it is to mechanical engineering and could therefore never be eliminated but only mitigated. In fact, he came to think that friction had to be worked with.

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Strategize Follow-up 98

Heinz Marketing

JULY 30, 2018

You studied mechanical engineering in college. Just kind of curious as to hear how did you make the move from mechanical engineering into B2B marketing? When you’re running between meetings and someone needs a couple minutes, how do you practice active listening at that point?

Pipeline 40

Pipeline Mechanical Engineering Cross-sell B2C 40