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Bigquacker's avatar

Great stuff.

In tech sales the gameplan is to listen for the levers that need to be pulled to stop the customer from losing money. Or make them a lot more money. And that justifies the purchase of the tech.

(95% of salespeople do not do this naturally lol)

Sounds like your VP took the frame easily because he spent the call listening to form a much sharper understanding of the business on the table.

So when he articulates that understanding, the other VP just looks like a dork in the way of the outcome of making a lot of money for his biz.

French OG's avatar

I never had the right word for it before, but "latent" captures it perfectly. The moment someone needs to show dominance, it reveals a doubt that requires outside validation, whereas not needing to display it usually means you already have it. In poker and with chicks, I’ve always thought of this dynamic as "slowplaying", showing less strength than you hold (or not if you wanna bluff on sequencing alone) and letting the overly aggressive player trap themselves, extracting value by using their own momentum. Since you’ve mentioned sports betting before, I wasn’t sure if you’ve played much poker, but I’m curious, do you see this as the same principle you call Judo, or are there meaningful differences in your view?

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