On the TechTO stage ×1
First seen on the TechTO stage in 2018. Every talk is searchable — ask the archive about Sangram ↗
In their words
You love your product, you feel like that's the best thing ever. But here's the deal: the customers you're selling to don't give a crap about your product. What they care about is the problem that they have.
Why not start with the best-fit accounts? If you're in B2B there's no reason you should be trying to get somebody you don't know. Spending your time on the people in those accounts matters, and turning them into advocates matters.
Zig Ziglar defined sales the best way that anybody ever could. He said selling is essentially a transfer of feelings — not products, not pricing, but feelings.
Around the web ×1
Quick answers
What is Terminus?
The account-based marketing platform Vajre co-founded, which helped define the ABM category — targeting named accounts rather than running broad demand-generation campaigns.
What is GTM Partners?
A go-to-market analyst firm Vajre co-founded and leads as CEO, publishing research and the GTMonday briefing.
What is MOVE?
His go-to-market book, built around four questions a company has to answer before it scales. It was a Wall Street Journal bestseller.