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Fudge Sunday - When a Clubhouse asks if Enterprise selling can be remote

Fudge Sunday
Clubhouse is a recent app installation for me. I am more bullish on Twitter Spaces combining Revue for more fully vertical stack.
That said, I saw an interesting Clubhouse popup regarding Enterprise selling and decided to live Quote Tweet it. The results are below the line.
Of course, since this was two different services, the entire newsletter was manually assembled by copying and pasting links to each tweet (and because I wipe my tweets daily). So, imagine how great Revue will be once Twitter fully digests itโ€ฆ.

Enterprise Selling in a Remote World
The Clubhouse session was led by a16 partner, David Ulevitch.
Summary: Things were weird in 2020. Things are still weird now.
Details: What has been learned so far has implications for the future of Enterprise selling. The learnings will apply in a potentially more remote world as well as the possible return to (some percentage of what was) the normal world before 2020.
David Ulevitch ๐Ÿ‡บ๐Ÿ‡ธ
๐Ÿ”ฅ๐Ÿง  Post Covid Sales Discussion TODAY: โ€œEnterprise GTM: Can Enterprise Selling Be Remote?โ€ with @borisjabes, @OlegR, @digitalrowland, and a16z. Today, Jun 10 at 3:00 PM PDT on @clubhouse. Join us!
By the time I joined, I noted that Deidre Paknad, CEO & Co-Founderย of Workboard, had joined the Clubhouse.
It got Enterprise sales jargonโ€ฆ very fast.
Procurement has entered the roomโ€ฆ
Jay Cuthrell ๐Ÿค“ โ˜๏ธ ๐Ÿš€
MEDDPICC -- the P stands for perennial pencil pushing paper prone process paralysis preventing prompt payment progress
Kidding aside, there were some significant moments of โ€œYES!โ€ for me listening as someone fortunate enough to build relationships like the kind mentioned in this Clubhouse.
Jay Cuthrell ๐Ÿค“ โ˜๏ธ ๐Ÿš€
Contrasting the "ease of access to C-suite" vs. "parking lot" raw story you likely won't get in the remote world call out from @day_dree
David Ulevitch ๐Ÿ‡บ๐Ÿ‡ธ
@JayCuthrell @day_dree Her surround sound vs 'mono' analogy was incredibly astute.
When the topic moved to โ€œHow are you doing revenue wiseโ€ you could feel the forecast call vibe on what was truly essential value for business and what was below the value line. Naturally, there was hesitation to forecast accurately with aplomb.
Jay Cuthrell ๐Ÿค“ โ˜๏ธ ๐Ÿš€
Several references so far on elongated gestation sales cycles commonly experienced vs. annual contract value compression... but... if time to revenue is stretched... same thing? ๐Ÿค”
Zoom ease of scheduling in a nutshell: Just because you canโ€ฆ doesnโ€™t mean you should.
Jay Cuthrell ๐Ÿค“ โ˜๏ธ ๐Ÿš€
So many references to missing the "over beers" relationship building vs. Zoom back to back meetings for maximum packing factor.
Clearly, the thinking has shifted a bit on what it means to get access to the right folks. However, the definitive close plan was less clear.
How do you build trust with someone youโ€™ve never met in person?
Jay Cuthrell ๐Ÿค“ โ˜๏ธ ๐Ÿš€
The phrase "building rapport" seems to hang on appending "in person". Temporal change for the use of video before COVID vs. after COVID and use of curated video backgrounds vs authentic (messy?). What's the right mix and when in the relationship?
Zoom, regrettably, has become a verb. When used as a noun, the connotations varied.
Jay Cuthrell ๐Ÿค“ โ˜๏ธ ๐Ÿš€
Zoom is not "deep substantive engagement" -- @day_dree

Zoom is performative -- @OlegR

Zoom puts some at a disadvantage -- @borisjabes

Zoom is about digital competency -- @digitalrowland
As someone working remotely since 2009-ish, this resonated. I found a picture of my old office in 2009 and while it was very nice it was a lifetime ago.
Jay Cuthrell ๐Ÿค“ โ˜๏ธ ๐Ÿš€
Call out to fully remote (pre COVID) companies that used off sites, trips, trade shows, and other purposeful get togethers in lieu of coming to HQ or central offices to build up the human to human bonds that traditional companies with a culture built on real estate leasing.
Most of innovative companies Iโ€™ve been pitched in the past few months have been using Loom. Itโ€™s good stuff.
Jay Cuthrell ๐Ÿค“ โ˜๏ธ ๐Ÿš€
Exemplar pattern called out: @loom

Using @loom as a basis for async proposals and discussion for what @day_dree calls "doses of value" ๐Ÿคฏ
This marked the close of the conversation and it wasnโ€™t clear if there would be a recording or transcription posted at the end of the event. Butโ€ฆ watch this tweet for updates:
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Jay Cuthrell
Jay Cuthrell @JayCuthrell

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