Tag Archives: b2b

Peter Dunbar: B2B Sales and the Art of Conversation

Listen to this episode of Hacker Practice on iTunes!

Sales is really hard.

Technical people often discount the value of the work done in sales and marketing. They discount the value until they have to sell themselves or their product. Then they learn that sales is hard.

If you’re looking to improve your sales abilities, this is the episode for you.

Peter Dunbar is one the most engaging conversationalists I know. He’s willing to talk at length with just about anybody. He is fearless and determined and brings big contracts into any firm that he works with.

He’s also and avid hacker, but that will have to wait until part two.

Enjoy this episode of Hacker Practice with master salesman, Peter Dunbar.

Links:

known.creative

Core dna

Reach out to Peter:

Email: peter@knowncreative.co

Phone number after the jump*

Notes

[3.30] Peter describes how he has been able to get work through the art of conversation (without presenting a resume)

  • Peter uses conversation as a problem solving tool to “hack” an outcome or a goal

[4.45] What hacking means to Peter

  • Hacking is a “lifestyle”

[9.30] Peter describes how an unforgettable conversation with his thesis advisor changed the course of his career

[11.15] Peter describes the relationship between software and hardware when developing the Pavlok wearable

[15.45] Why resourcing is the biggest challenge in building a new hardware product

[17.30] Why running a crowdfunding campaign to launch a new product without any traction is a big mistake

[18.45] How the art of conversation has allowed Peter to transition from engineering to sales

[21.30] Why it’s important to adopt a sales mindset of helping the customer succeed along with you.

  • How a conversation with a support engineer was the catalyst for Peter being able to close a sales deal for one of the world’s largest e-commerce consumer brands
  • Peter was able to engage the CXO level by pointing out that their marketing strategy was being stonewalled by poor website architecture, preventing them from being able to develop a best practice ecommerce platform.

[27.50] How Peter called into a radio station to pitch to the GM of the Massachusetts Bay Transportation Authority (MBTA) while he was being interviewed on air.

  • This opportunity bias helps Peter take advantage of such situations

[31.30] Why the feedback loop is so important in improving your sales process, especially in the face of rejection

[35.00] Peter discusses known.creative, a digital agency in Boston, Massachusetts where he now heads up sales.

  • How partnering with Core dna – an all-in-one SAAS Digital Platform has allowed known.creative to scale and offer global enterprise offerings to companies, at drastically reduced development and implementation costs

[37.50] Peter shares his thoughts on the marketing agency model

  • Why it is most important to be able to show how your solution will drive a positive ROI for your client. E.g. There is no point “selling” a $50k website if it won’t turn a positive ROI for your client
  • The importance of being frank about business relationships and focusing on making money.
  • Building and sustaining a long term relationship is critical in enabling both parties to make more money

[41.40] Why many ecommerce companies are naive about threats to their online platforms and IP

[46.30] Peter explains why security for the SMB/SME market is going to be a huge growth market

[48.40] How the legalisation of marijuana in Massachusetts is going to drive a new wave of tech/digital opportunities in the commercial landscape (outside of recreation)

[51.00] Why updating your website and making the effort to have a great digital presence, is so important, in building trust and engaging your customer base

[52.00] Why known.creative uses its own brand and website as a testing ground for solutions before engaging customers

[54.50] Reach out to Peter:

Email: peter@knowncreative.co

Cell: +1 (207) 649-5037 – only if you want to have a conversation!

What now?

Give Pete a call. Thank him for his time.

Then subscribe to this podcast on iTunes. And leave us a raving review 😀