Podcasts about intersection capital

Think a great product guarantees investment? Think again. Oren dissects the fundamental differences between running a business and raising capital, making it clear why charisma and hard work won't get you far with investors. Mark and Oren also dive into the mental resilience needed to handle rejections, and how to separate your personal value from business outcomes to stay mentally strong. You'll want to listen to this episode before you pick up the phone next time to speak with any kind of investor!   ❗This Kindle deal won't last long!

Jesse is the founder and CEO of Heartland, a leader in high-performance carbon-negative materials. Heartland's drop-in additives help brands and suppliers reduce the cost, weight, and carbon footprint of the materials they use every day. Key topics in this conversation include: The importance of materials for sustainability Why Heartland chose to provide carbon-negative additives rather than complete materials Why tracking Scope 3 emissions is so difficult, but so critical How Heartland's additives ended up in automotive packaging How sustainability can be embedded in our lives, outside of transportation Links: Show notes: http://brandonbartneck.com/futureofmobility/jessehenry https://www.linkedin.com/in/jessehenryofficial/ https://www.heartland.io/ https://yuka.io/ https://www.ewg.org/skindeep/ https://www.linkedin.com/in/jessehenryofficial/ Bio Jesse is the founder and CEO of Heartland, a leader in high-performance carbon-negative materials. Heartland's drop-in additives help brands and suppliers reduce the cost, weight, and carbon footprint of the materials they use every day. Previously, Jesse was a National Speaker for Tony Robbins and Chief of Staff at Intersection Capital. Earlier in his career, he wrote a book titled “The Millennial Merger: How to Sell, Manage, Empathize, and Communicate in a Multi-Generational Workforce.” He also did a TEDx Talk titled “The Theory of Success.” Jesse graduated with a bachelor's degree in Entrepreneurship and Sales from Florida State University. Heartland Bio Heartland is a material science company that manufactures hemp fibers as additives for plastics. Their team helps manufacturers reduce their scope 3 emissions by using high-performance carbon-negative additives in raw materials and packaging. As an industrial hemp material processor, they work with farmers and manufacturers to ensure the product consistency of natural fibers that can be used across raw material supply chains. Heartland's materials help companies manufacture stronger, lighter, cheaper, and more sustainable products. Future of Mobility: The Future of Mobility podcast is focused on the development and implementation of safe, sustainable, effective, and accessible mobility solutions, with a spotlight on the people and technology advancing these fields. linkedin.com/in/brandonbartneck/ brandonbartneck.com/futureofmobility/

Oren is the Managing Partner of Intersection Capital and the Founder of OK Stone.  He's raised over $400M throughout his career and wrote all about it in his books Pitch Anything & Flip the Script, which is 2 of the most ground-breaking books in Capital Raising.What this means is that Oren is about to walk us through what's working today on Raising Capital, Finding Investors, and Closing the Right Deals to make you a titan in this industry in your pursuit of Making Billions.WANT TO LEARN HOW THE BEST INVESTORS MAKE MONEY? SIGNUP FOR OUR NEWSLETTER:https://mailchi.mp/d41cfc90bd9f/subscribe-to-newsletterSubscribe on Youtube:https://www.youtube.com/channel/UCTOe79EXLDsROQ0z3YLnu1QQConnect with Ryan Miller:Linkedin: https://www.linkedin.com/in/rcmiller1/Instagram: https://www.instagram.com/makingbillionspodcast/Twitter: https://twitter.com/_MakingBillonsWebsite: pentiumcapitalpartners.com[THE GUEST]:  Oren is the Managing Partner of Intersection Capital and the Founder of OK Stone.  He's raised over $400M throughout his career and wrote all about it in his books Pitch Anything & Flip the Script, which is 2 of the most ground-breaking books in Capital Raising.[THE HOST]: Ryan is a Venture Capital & Angel investor in technology and energy. He achieved market-beating placement growth in his first 5 years in the industry.Everyday AI: Keep up and get ahead by making AI work for yourCan't keep up with AI? We've got you. Everyday AI helps you keep up and get ahead.Support the showDISCLAIMER: The information in every podcast episode “episode” is provided for general informational purposes only and may not reflect the current law in your jurisdiction. By listening to our episodes, you understand that no information contained in the episodes should be construed as legal and or financial advice from the individual author, hosts, or guests, nor is it intended to be a substitute for legal, financial, or tax counsel on any subject matter. No listener of the episodes should act or refrain from acting on the basis of any information included in, or accessible through, the episodes without seeking the appropriate legal or other professional advice on the particular facts and circumstances at issue from a lawyer, finance, tax and other licensed in the recipient's state, country or other appropriate licensing jurisdiction. No part of the show, its guests, host, content, or otherwise should be considered as a solicitation for investment in any way. All views expressed in any way by guests are their own opinions and do not necessarily reflect the opinions of the show or its host(s).

This is a special episode where Oren Klaff, author of the books Pitch Anything and Flip the Script (required reading in Silicon Valley).  He is also the Managing Director of Intersection Capital.  Enjoy! 

When you're nearing the end of the quarter, especially the fourth quarter, do you tend to panic and offer a discount in order to close any deals hanging fire? Oren Klaff, New York Times bestselling author of Pitch Anything and Flip The Script, discusses the downside of this neediness on today's Market Dominance Guys podcast. Our two hosts, Chris Beall and Corey Frank, explore with Oren what happens to the status you have so carefully built with your prospective customer if you blatantly display just how needy and desperate you are to close the deal. Does showing your soft underbelly increase your chance of closing the deal? Or does your neediness kill the deal altogether? Oren's advice is to stick to the sales process — and HOLD, no matter what. Join these three sales analysts as they caution the sales reps of the world about the pitfalls of a needy mindset when a sales deadline is looming on today's Market Dominance Guys' episode, “Hold Everything!” ----more---- More Marketet Dominance Guys episodes with Oren Klaff here: https://marketdominanceguys.com/category/guest-oren-klaff  About Our Guest Oren Klaff is one of the world's leading experts on sales, raising capital, and negotiation. He is the New York Times bestselling author of two sales-related books, Flip The Script and Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Employing his securities markets experience in capital-raising advisory leadership, Oren is Managing Director of Capital Markets at the investment bank Intersection Capital, where he manages its capital-raising platform. Since 2005, Oren has grown the firm to approximately $2 billion in aggregate trade volume across a diversified portfolio of companies and transactions.   Full episode transcript below: Announcer (00:05): Welcome to another session with the Market Dominance Guys. A program exploring all the high stake speed bumps and off-ramps of driving to the top of your market with our host Chris Beall from ConnectAndSell and Corey Frank from Branch49. (00:21): When you're nearing the end of the quarter, especially the fourth quarter, you tend to panic and offer a discount in order to close any deals hanging fire or in clap. New York Times bestselling author of Pitch Anything and Flip the Script discusses the downside of this neediness on today's Market Dominance Guys Podcast. Our two hosts, Chris Beal and Corey Frank, explore with Oren what happens to the status you have so carefully built with your prospective customer if you blatantly display just how needy and desperate you are to close the deal. (00:51): Does showing your soft underbelly increase your chance of closing the deal? Or does your neediness kill the deal altogether? Oren's advice is to stick to the sales process and hold no matter what. Join these three sales analysts as they caution the sales reps of the world about the pitfalls of a needy mindset when the sales deadline is looming, on today's Market Dominance Guys episode Hold Everything. Corey Frank (01:20): And here we are. Welcome to another episode of the Market Dominance Guys with Corey Frank and the sage of sales, the prophet of profits, the hawking of Hawking, does that make sense? And we have, Oren, I'm sorry I don't have any nicknames I've rehearsed in my shower for the last few weeks for you, we have Oren Klaff, best-selling author of Pitch Anything, Flip the Script, and Sales Connoisseur. I don't know, that's all I got. So welcome, Chris, we got to a great special guest in the hotseat today and what brings the three of us together? What could possibly top the last podcast we did? Oh I don't know, a short six, eight months ago or so. We probably have something to announce, do we not, Oren, Chris, that we could talk to a little later in the podcast? Chris Beall (02:07): I think we do. For one thing, let me just point out, I recommend some sales books but I don't force any of them down anybody's throat except for Flip the Script. And the reason I do is Flip the Script says, "Don't force this book down somebody's throat," and I just love the delicious irony of utterly failing to apply every single principle in this book while pushing this book on people. I don't know, the dynamic tension in that just works for me. Corey Frank (02:36): It's like don't push this button [inaudible 00:02:39]. Chris Beall (02:39): Yeah, it's like peeps, look, if you have only two books you can read in this coming year and for some of you that is a stretch, read Flip the Script and learn how to do simple things like get a little status alignment going and learn how to flash roll. I'm still trying to teach our people how to flash roll. They tend to want to drift into teaching at that point. Learn how to flash roll. And then when you're done with all that and you realize that you're not going to do all this, that you're a manager and your people are going to do it, pick up Helen Fanucci's Love Your Team and go and read that, and you put those two together, and I don't know, I'm not going to be responsible for you failing, I'm just not going to be responsible. Oren Klaff (03:18): In the military, those super sauced up guys, so calm guys, they have these banana clips they put in the clip, and then they shoot the 28 bullets or where the 30 bullets are that clip, and then they flip it right around, and then they shove the next clip in because it's already attached. I feel like Flip the Script and then Love Your Team, you shove that in, you shoot all those 30 bullets, you're out, then flip it over, and then Love Your Team flips in. Corey Frank (03:42): I love it. That's right. Well, hey, I thought getting you two fine gentlemen together, here we are coming up on the end of another quarter and the end of another year coming up in Q4, and Oren, we always talk about no neediness, right? I think what you've hit me over the head for the years we've known each other. Chris, certainly that's what you talk about on this podcast many, many times. (04:04): But here we are coming up at the end of the year and so I wanted to grab you two gentlemen and talk, certainly maybe about a pending event that we have coming up, but also what do you do so we don't just drop the price and create all these insulting kind of promotions to finish the year strong but still have a little pipeline left going into Q1. So, from a neediness perspective or what are you going to think to that? Oren Klaff (04:28): I like to think in visuals. There was this movie, The Perfect Storm, towards the end they're like going up this wave and however, they shot this wave is like a thousand times bigger than the boat, and they're going straight up it. The captain's telling the kid at the wheel to hold because he wants to turn it, and he's going, "Hold!" And they're climbing up this wave and it's just terrifying. He wants to turn, "Hold, hold, hold." That's what I think is like [inaudible 00:04:52], is you want to turn the boat, you want to turn around, you want to run to safety, and you need Corey, or me, or Chris get saying, "Hold, don't turn the wheel, just hold." Right? And you get yourself in this impossible situation in which there's no possible way to get out. But you have somebody who's been in that situation saying, "Hold, don't be needy, don't turn the wheel." And then it becomes, "Now! Turn the wheel." (05:23): But you have to be able to hold through that period where most other people would cave, collapse, run away scared, start discounting. So, if you could remember, hold your position. If you built the position but then you're afraid of the position you built and back away from it, you haven't done any good. You cannot be needy. I don't care if this is the last account on earth for you, because the other side of being needy is it definitely will not close. You have to hold strong, hold. Get a tattoo on your forearm. I mean, I'm not advocating that you get a tattoo, but go ahead and get a tattoo that says hold, based on this podcast and Corey will sign it for you. I don't want my name on it because I don't know who you're married to, but you know. Corey Frank (06:15): All right. Chris, from your perspective, you have obviously ConnectAndSell. You have a weapon that brings more prospects to your doorstep, more than they can even handle. So, what do you tell your clients, your fellow CEOs, your fellow CROs, CEOs, VPs of sales, when they come to this time of the year that, "Hey, I can bring you the prospects, I can bring the conversations to you, but be careful you don't do x." Chris Beall (06:42): Well, one of the things is there's a mathematical thing, right? It's like driving on a one-lane road. You have a problem. And that is if anybody's slow in front of you, then you got to decide to either be as slow as they are or go off-road. And sometimes you got to go off-road, and sometimes you got to go up the wave, and sometimes you got to hold and hold and hold. A really good idea, and it's getting a little late, but a good idea is to just, if you widen a little, you widen a lot. That is, if your portfolio is a little bit bigger, it's a lot bigger. And that's just the way it is. With risk management, we all think, "Oh, if I add one more opportunity to my one opportunity, I've reduced the risk by something." You don't know what it is. (07:29): You've cut it in half, my friend. But you add a third one and you actually cut it two less than a third. Now, you've cut it to one over three to the third. Ooh, you've cut it to by 26, 27th. Life gets a lot better because you only need one lane to go down. Now, do you need it or not need it? Well, you might need it but you better not act like you need it because it's like Oren drives the best cars. And when Oren shooting a gap between two cars or he's making a decision to pass in someplace that's a little tiny bit marginal or whatever, once he makes that decision, he's got to actually hold that line. He can't kind of half unmake the decision part way into whatever it is that that maneuver is, right? (08:19): There's just a rule in all, I'll call them ballistic acts. A ballistic act is where the performance outcome, the thing you want, depends on what came before, therefore what came before, therefore what came before. It starts somewhere and once you commit to it you're really screwed unless you go through with it. I used to be, Corey, and Oren keeps trying to forget, I used to be a very serious rock climber mountaineer, and there's a word used in climbing and there's a word that's used as an adjective and it's used as a noun. As an adjective, the word committed. That's a really committed route means once you start you better finish it or you're toast. You start that move, you got to finish the move. That's like the same thing. It's like look, once you're here and you're in a committed situation, you have to ignore all outcomes and you simply have to go; that's just a truth of the world. Oren Klaff (09:16): And so I think what happens is ultimately we tell people run the process. And so if they go, "I forgot the process," or, "What process?" Then there's a problem. But if you have a process and you just go, yeah, outcome independent, don't be needy, run the process, trust the process, and then if you don't like still the nervousness that brings with it, then have Chris bring you lots of other pipelines. So, we run that process in a very high stakes, high tension situation where there's a couple of leads, we got to close two out of four. And it's very challenging. (09:54): That's where we learned this never be needy, but if we know Chris is going to bring us another 18, then we're flipping. We come to meetings in T-shirts, we say things we wouldn't, we take risks we otherwise wouldn't take. We come late, we come early, we do what we want because we're like, "Yeah, that didn't work out. Let's not do that again. But still, Hey Chris, bring that wheel barrel over here. Jumps some more leads off." We just figured out a couple of things that are not going to work, so the great thing is if you have a process you can run it, that allows you to hold and stay the course. But if you can run a process and you've got pipeline, there's a name for that. (10:29): I'm not sure how it's pronounced in German, or Swiss, or whatever you speak, Chris, but in English we call it a business. Where you have prospects, you have a process, you've got a technique in which you can close them, and then you also have new leads coming in case something goes wrong, you don't close the lead that you wanted to. That's called a business. Corey Frank (10:51): Oren, talk a little bit about with neediness, we've had a number of conversations about this, you need some status with that neediness. And I think that if you built up a good status in your previous conversations with this prospect, with this company, with this executive team, you're expecting that status is going to hold, right? But as you've always talked and you've written about, it's temporary, and so you need to establish it throughout. And it seems like a lot of sales reps will abandon all that status they've worked to hold and maintain at the last month of the year, the last few weeks of the year to try to get a deal. Oren Klaff (11:29): Yeah, I think there's one way to address this. Okay, yes, we're having an event... Sorry, what was your question? (11:42): Let me try to run this down. So, Chris, Corey, and I said let's have an event and it was in June and it became July and then it became August. Back then in August, August we could've had any event, like Chris and Corey debate politics and crypto, and that would've been a good event. Then it became September, end of the year, busy. We didn't do the event. So finally we got serious. We said it's now. (12:06): All right, December and we're still having an event. And then Corey pointed out, it better be really good if we're going to have an event in December. So yes, we're having a really good event in December. Actually, it's too good because when you hear about it. The event's too good when I don't want to speak at it, I just want to go to it and benefit from the event. Because like hey, my business can use the event, but I'm actually in the event and part of it, but I'm too busy to do what I'm doing at the event for our own business. So, this thing is amazing and I really want to be there. So status. Oren Klaff (13:32): I think what happens is salespeople very carefully and intuitively curate their status going in. And so they appoint themselves well, they give a good presentation, but now you're sort of a move out of your domain into their domain and people come out of nowhere that know more than you. It's like a video game. You're going up higher levels and bigger bosses come out. My favorite analogy, as you know, is you think you're fighting the boss to win the level and this giant foot comes out of nowhere and crushes the boss you're fighting, right? The big boss cares so little about... He just crushes his own team, and what's going on here? And that's where salespeople lose their status is where somebody who has much stronger frame, much more expertise, much more knowledge, and actually controls the contract comes out of nowhere. And that's where status goes to die. (14:29): And I think it's not a status event, but we're definitely covering how to hold your status not at the beginning, because there's like no teaching about status that you need at the beginning, right? Yeah, I dress good. I talk politely. I have a presentation. Everybody can hold it together at the beginning until the stress comes on. And then the things we're talking about, never be needy, hold your status together, make sure you've got pipeline, widen your lane, stuff that Chris and Corey know how to do really come together once you're later in the deal and there's real stressors. (15:05): And if you think about it, last thing then I'll turn back over to you, you're at the beginning of a deal all the time, right? There's a lot more first downs than there are fourth downs, I think. I'm not sure. We'll have to check that. But anyway, you're at the beginning of deals all the time and so you're good at the beginning. Chris and I had a call with Andreson, one of the big venture firms today, which is great, but how often are you on a call with Andreson Horowitz versus on a call with somebody about something? So, you're good at beginnings, but how good are you at controlling those later stages when status falls apart, you fall apart? Chris Beall (15:41): [inaudible 00:15:41]. That remind me of a story by the way. Corey Frank (15:42): Go ahead, Chris. Chris Beall (15:43): There's a story [foreign language 00:15:44]. Oren Klaff (15:44): A story about our event? Chris Beall (15:46): Yeah, this is a story [inaudible 00:15:49]. This is the kind of thing you learn at this event is to do what's in the story. So, first of all, this event is so important, I might actually show up. I might not because I have a very dear family member who's having surgery the day before and might need my care, and I'll be approximately 1400 miles away, but I could be there. The story is sometimes you have to be somewhere else in New York. You find yourself at the end, you don't even know it's going to be the end. So this particular story, I was called by the general counsel of the General Electric Company who told me, "I need to talk to you and I need to talk to you tomorrow." (16:23): And so it was a Sunday. I went and did my usual thing. I was living in Denver, went down to the airport, asked them at the red carpet club where I was going. They told me. I got on an airplane, I got off, I went into a building up there in Connecticut. And the general counsel of General Electric put me in a room, a big boardroom, the one right under the CEO's office, right under Jack Law's office. And he sat down and he dressed like Mr. Rogers, which I think was one of his best tricks. And he literally pounded the table, which I thought was hilarious. (16:54): I almost laughed out loud, but I held it. "You are destroying the General Electric Company." Now, that's a case where you're kind of at the end because this had to do with a huge renewal opportunity for 11 out of the 12 general electric companies. Now, what are you going to do there? You must have something wired into you that allows you to hold your status. And I have a fondness for humor. I just said, "Well, there must be some amount of money you'd like to pay me to get me to stop destroying the General Electric Company." It's an example. Oren Klaff (17:29): That's where he pressed the button underneath this desk, and security came in, escorted you out the building. Chris Beall (17:34): No, no. He started laughing. And you know what? We ended up doing the deal I wanted to do. Oren Klaff (17:39): Oh, I have a great story about the other call that I have to be on right now [inaudible 00:17:48]. The good news, well, so the bad news is it's not a good story. The good news, it's a very short one. Corey, can you run down the dates of the event and a little bit of information for people and then I will call both of you in a while. Corey Frank (18:00): Yes. We are going to do this on December 7th and December 8th coming up here in a very short period of time. And what we're going to do is we're going to put you and your existing sales process through the ringer. We're going to take and rip up your sales script, turn it into a screenplay, and start from scratch building up a brand new December Q4 sales machine for you with a screenplay that's tailored to your business. And Chris's team, Oren's team, our team, the Branch 49 team, we're going to walk you through step by step through this Pitch Anything formula, through the best practices and how we create a screenplay, and apply it to the industry and business. So the best part, Chris, right, Oren, as you know, is we're going to perfect your pitch and you're going to practice it. (18:45): If this is your first time at Fight Club, you will fight. If it's your first time dialing with ConnectAndSell, you will dial and we're going to jump right on the phones right alongside you. And by the end of the event, you're going to have a brand new pitch process. You're going to have a brand new screenplay that drives qualified leads back to you that are ready to buy. And we are going to guarantee that you're going to close enough meetings to at least equal the cost of the event, or Chris's team, orange team, our team, we're going to work with you until you do. That's a pretty good guarantee, would you say, Chris? Chris Beall (19:20): That's crazy. Corey, has anybody ever in the history of, I don't know, life on Earth, have they ever actually done this particular kind of event? This exact thing. Corey Frank (19:32): I recall when you visited our sales team at my previous company, you swooped in with the jump boots and one or two of your cohorts, and you walked us through a mini version of this. I think this was one of the origins, I know you've had others, of the flight school because as soon as we started utilizing the weapon of ConnectAndSell, and I think it was the first monosyllabic construction we put together, you said, "Stop. What are you saying? Stop. Don't ever say that again." (20:00): And you completely deconstructed and then built up our screenplay to an effective breakthrough screenplay that changed the trajectory of our business. And hence, since many thousands of folks in flight school later, many thousands of folks at our Pitch Anything events later, many thousands of events or phone calls that we've made here at Branch 49, I think we're pretty dialed in on how to do cold outreach. Chris Beall (20:27): And it's fascinating to me because some people don't like that word, cold outreach. They think it implies, well, I don't know, it's December and it's cold or something like that. Or maybe you don't like people, you're so cold when you're reaching out. Of course, it's technical. It's a term of art. It means outreach to people you haven't spoken with before. And if you have half a brain in your head, these are people that you would like to speak with. You have a hypothesis and that is a conversation with anybody on that list of people, anybody in that target set has a reasonable shot of moving forward to something better than where you are than talking to a random person. That's not a big hypothesis. That's an important one. What's so interesting to me, and this is what this event is going to be about, is it doesn't have anything specifically to do with what you're selling. (21:15): It has to do with one universal truth, which is you're speaking to a human being and that is bedrock. That's the thing I always come back to and somebody goes, "Well, does it work in this industry? That industry?" We don't want to come to this thing like that because what we do is we sell something so high value, customized, so bespoke, so thought through, that nothing that you guys could teach us or that we could practice in an event like this could possibly fit us. (21:46): But you know what? It's kind of like a pair of gloves. As long as I know you have fingers, even if you're missing one or say, you have an extra one because well, maybe you do. Maybe somebody killed your father and they should prepare to die, but you still have got something that pretty much looks like a hand, it's going to fit pretty much in a glove and you're about to go pretty much out into 20 below and you're better off with gloves than with no gloves. You're going into a world where it's better to have something on your hands. And that's really where we're taking it, that's what's cold, is that world you're going into. I think it's going to be quite a fascinating experience for folks. I dearly do hope I can physically show up. It's extremely inconvenient. Corey Frank (22:32): Well, it's your weapon. It is your weapon and probably a member or two of your team. So, ConnectAndSell will be represented fully in spirit and in practice. And you're mentioning cold outreach, Chris, I think maybe we could finish with this concept because we've talked about it a lot. I know the esteemed Jerry Hale posted something on LinkedIn several months ago about this concept of survivorship bias and particularly how germane that is probably to Q4. Listen, we've always done a discount at the end of Q4. We've always extended our contracts for another month to allow our folks to make it easier to jump on board. So, maybe just talk a little bit about not just cold outreach in the approach, but how survivorship bias really kind of diminishes your opportunity to grow as a sales organization because of that's how we've always done it this way. Chris Beall (23:25): Survivorship bias is funny because everybody I think, I hope they know the story. It was invented as a concept looking at the damage done to bombers that were flying over Germany in World War II. And the ones that came back that where they had the holes in them, what they were doing is basically saying, "Well, this is where they got hit. We should put armor there." And that's incorrect. This is where they got hit and they made it back. So, those places don't need armor. Put more armor in the places where they got hit and didn't make it back. (24:00): Now, it's a little actually more challenging to figure out what that really means, but anything's better than putting armor in a place that you didn't need it, because we know it always adds weight. So, when we come to the end of a quarter or a year and we're looking at last year and we're going, "Well this worked last year." What worked is like a plane coming back, it "worked." (24:26): Do we really know which part of the plane went down? Or the ones that didn't work and are maybe it was one of those that would've made it? Did we even select correctly which deals to focus on and where to put our armor, so to speak? Survivorship bias is the most insidious, I think, of the intellectual failings that we embrace in groups. So, groupthink is bad, but groupthink is amplified by survivorship bias because we can all see the same thing and seeing as believing. We reason in very simple ways about these situations and the simplest way is let's do what we did last year. Corey Frank (25:06): Yeah, absolutely. Well, we've talked about false positive versus false negatives and how most organizations... I think we talked about this with Jeb when we were on the phone, is that how most organizations look at false positives and they should be, similar to survivorship bias, looking at the false negatives, correct? Chris Beall (25:22): Yeah, false negatives kill businesses. False positive, they cost you a little something, you have to do some work that you throw away. Dying is not as attractive, frankly, as doing some work you throw away. Now, the fact of the matter is management of ignorance is what it's all about. And it's really interesting. If you want to hold, you want to do it what Oren said, which is hold, one of the things you oddly have to do to be so committed is you have to embrace your ignorance. You have to admit you don't actually know based on the information you're getting right now, what your reaction should be. (25:58): And since you don't know, your best course action is probably to be proactive, to run your process. P-R-O, as the beginning of both of those words because your lack of knowledge is actually your savior, in this case. It's like, "I don't know, so I may as well do what we decided to do, whatever that happens to be." And it is that change of course. It's like, "well, what if we offer them a discount right now?" I have a couple of them right now. I've got a couple of deals that are... One of them, one of my very best customers will expire at the end of the day. I'm sitting here talking to you. Corey Frank (26:38): That's right. That's right. Well, I'm sure the rep on the deal is... Chris Beall (26:42): I am the rep. Corey Frank (26:43): Oh, you're the rep, too. Even better. Chris Beall (26:44): Well, we have another principle here, and I think a lot of people practice it, but we're pretty hard over here at ConnectAndSell. We all sell from the front lines and we don't sell the special deals. We just sell deals. And in fact, I sell the most experimental deals. The ones that are the weirdest. People turn their nose up at and go, "Why'd you do that?" Because I can endure the most reputational damage without being damaged. Being the CEO, as long as you hold and people make fun of you like, "Oh, that's a stupid deal. That was idiotic." It's like, yeah, well, it's part of my job is to explore the possible on behalf of all of us. Som I get to go to the top of some mountain that turns out there was nothing over on the other side that was worthwhile, but I'm kind of a sunk cost, right? As the CEO, you kind of a sunk cost. (27:30): So, we sell from the front lines, but one of the reasons we do it is that there's a hidden set of signals that go on in a company that cause reps to waiver. And it's this thing that says, "Hey, do the right thing in the deal. Go do the right thing." We all know what that is. Oh, and by the way, make the number no matter what. It's like those are a little bit at odds with you there and that's fine. I mean, dynamic tension is the essence of good stories, but at some point you have to decide what are we going to do as a company? What's our real goal? Was it to make this number? (28:07): It's very rare, by the way, that making a specific number on a specific date makes all the difference. I'll never forget my eldest, and I think I told this story once in a previous episode, we were in a meeting and everybody's talking about it, making this number on this date and all these numbers, numbers, numbers, numbers. And we came out and my eldest kid, Serenity, at the time said, "So, dad, I have a question." I said, "what's the question?" She said, "Well, do they think by talking about the numbers, they're going to change them?" (28:43): And I said, "Yes, they do." And she thought for a while said, "That's really sad," and walked off and led me over to Starbucks for hot chocolate. Talking about the stuff is actually a bad habit. Talking about what's going to close, talking about when it's going to close, talk, talk, talk, talks a bad habit. Go run the process and take your spare time and fill up with other opportunities because they'll make you stronger. Corey Frank (29:09): One of my good friends, our good friends, Robert Vera always talks about you can't out exercise your fork. So, as much as you want to do a lot of activity, you got to make sure that the biggest constraint in your system is tackled and it takes... You're a mathematician and a physician. It takes 3,500 calories to burn every pound of fat. These are the laws of thermodynamics. The same for celestial mathematics and the laws of physics. And those exist in client acquisition and revenue. And you have to eliminate that biggest constraint in your system, as we've said time and again. And for most folks, it's establishing that trust-based conversation game at scale and no conversations, no product-market fit, no conversations, no core Q4 achievement, no ticket, no laundry, right? And so if you're not doing five to six pitches in your tam, as you said many times, guess what? Somebody else is. Chris Beall (30:05): And those are the good ones. Corey Frank (30:05): [inaudible 00:30:07]. Chris Beall (30:07): Most are the good ones. It's prima facie evidence that they're good. They're actually happening. [inaudible 00:30:16]. And it's so fascinating when folks talk about the quality versus quantity thing, and there's all these sort of notions that people have like, "Oh, if I just think harder about the quality, then there'll be better meetings." Embrace your ignorance. Your ignorance is your friend. Freedom is your friend. Just go in knowing nothing and have a conversation. (30:38): I mean, you know one thing. You have a range of capabilities, you have a range of things that you could bring to bear. You're representing your company, that's why you're called a rep. You're representing what your company's capable of doing. Now, you know what that range of capabilities are, but you really don't know where the problems for the other person or the challenges, the gaps where they are. Okay, your ignorance is your friend. That's what enables you to be curious and ask those curiosity-based questions. And when you're needy, you want to see where neediness shows up first. Neediness kills more deals in discovery, then it kills at the end of a year by a lot. Not a little. Corey Frank (31:23): There you go. Absolutely. Well, I think we also need to mention the event one more time since Oren's not on here, right? Chris Beall (31:31): Yeah, when is it? Corey Frank (31:33): December 7th and December 8th at the Top Gun Studios in Carlsbad, California. Chris Beall (31:37): Wow. Corey Frank (31:38): Yes. Sunny, sunny California, right on the beach. You've had many events over the years there, Chris, you've been there many times. We'll try to maybe take a few of the cars out for a spin, maybe a couple of Ducati's since Oren's not on here, we can guarantee that. We'll have a blast. We're limiting it. If you would like some more information, please reach out to me at corey@branch49.com. Go to orenklaff.com, go to chris.beal@connectandsell.com. christ.beall, correct? Chris Beall (32:06): Yeah, chris.beall. Corey Frank (32:09): [inaudible 00:32:09]. Okay, great. And with that, Chris, I think we're going to put together another episode in the can here, since we do have our own Q4. Of course, you're not sitting around, you're waiting for the prospects to come to you. So, if he buys, he buys. It's only your number one client. We'll wait to hear how that story ends in the next episode. So for Chris Beall, this is Corey Frank with the Market Dominance Guys. Until next time. Chris Beall (32:34): All right, thanks, Corey.

Oren Klaff is the New York's Best Selling Author of Pitch Anything and Flip the Script. He joins us for a masterclass on sales, raising capital and negotiation. Oren is a badass who has raised over $2 billion and isn't showing any sign of stopping. If you're starting your business or sales, this is a brilliant episode for you as he uncovers the secrets to closing deals. --- Connect with Oren: - OrenKlaff.com - Oren's LinkedIn - Oren's Twitter - Oren Klaff - YouTube Oren's Books: Pitch Anything Flip the Script Connect with Sam: LinkedIn ReasonFM Sam's newsletter on creativity and entrepreneurship - Explosive Thinking Sam's podcast on books - Wiser Than Yesterday Support the Show - Patreon If you enjoyed the podcast please subscribe and rate it. And of course, share with your friends! See podvine.com/privacy-policy for privacy and opt-out information.

You've heard me say it before. Having an innovative idea is only half the battle. The other half is getting buy-in for your ideas. Many brilliant innovations come to a dead stop at the presentation phase. It got me thinking, “What are we doing so wrong?” Our guest, Everyday Innovator Oren Klaff, breaks down how he gets people to sign over multi-millions of dollars on his idea pitches. We have a fast-paced conversation where he breaks down the difference between our presentations and the lizard brain, why “winter is coming” is the start of every presentation (i.e. get ready for a change), and how to show excitement without desperation so you can craft an irresistible presentation or pitch to anyone. As the author of Pitch Anything and Director of Capital Markets at investment bank Intersection Capital, he know how to how to get people to listen. Oren also opens up about how people only want what they can't have and how to be both excited and scarce at the same time.  Oren's Everyday Innovator style: Risk Taker Futuristic SUBSCRIBE: iTunes| Stitcher Radio | Spotify Connect with Oren on LinkedIn Check out our sponsor, Howdy Puppy Use code ‘Tamara' at checkout for discount Discover your Everyday Innovator Style Everyday Innovators Online Facebook Group Innovation is Everybody's Business Book

This episode is with Oren Klaff - one of the world's leading experts on sales, raising capital and negotiation. He's the bestselling author of Pitch Anything and Flip The Script, and he's the Director of Capital Markets at Intersection Capital, where they advise companies seeking to raise capital, with more than $1B in recent transaction volume. In this episode we talk about how to get more meetings, win more pitches and close more deals.

In this special Throwback Thursday episode of Negotiations Ninja, you’ll get a refresher on how to pitch anything. Oren Klaff—the Director of Capital Markets at Intersection Capital—digs deep into the concept of building power and leverage. If you want to be a more effective and efficient negotiator—operating at THE highest level—give it a listen!

In this episode of Market Dominance Guys, we’ll dissect that sales process called the “discovery call” and diagnose the problem that is keeping sales reps from making a successful one. Chris, Corey, and Oren Klaff, managing director of Intersection Capital, share their opinions on the subject, and lament the unfortunate fact that most sales reps have no set method for conducting a discovery call that includes true discovery.As Oren describes it, “Selling is a bit icky, and [salespeople] want to retreat quickly back to the relative calm of their normal lives. Once a salesperson hears one thing [from the prospect] that’s an indicator of interest, they want to hit the buzzer” and immediately jump to the sales pitch so they can end their own discomfort. As Oren sees it, this cut-to-the-chase method is the primary reason many discovery calls fail. Instead of truly finding out what problems the prospect or his company might have, which the product being offered might solve, reps skip right over the creation of a relationship that might help them eventually make that sale. Chris is convinced that salespeople can actually be coached on where they went wrong during a discovery call and how to do it in a way that works. In this podcast, you can listen to the two questions that Chris begins his own discovery calls with — and then find out what the heck “the dog, the meat, and the chain-link fence” have to do with this subject. Who knew that a discussion about discovery calls could be so insightful and entertaining?About Our GuestOren Klaff is managing director of Intersection Capital, which provides training, management, and advisory services in the areas of technology banking, healthcare investment banking, and asset-backed securities. Oren is also the author of Pitch Anything and Flip the Script. Market Dominance Guys is brought to you by:ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.

You’re about to make a cold call, hoping to get a commitment out of your prospect. What are you feeling? A little trepidation, perhaps? As all salespeople know, that’s the fear of rejection. But have you ever considered that your prospect is feeling some fear too? It’s true: most prospective customers feel the fear of having to talk to an invisible stranger. That’s a lousy way to start a conversation with someone you’re wanting a commitment from. So, how do you, an invisible stranger, get your prospect, an unknown person, to go quickly from fear to trust, then from trust to curiosity, and, finally, from curiosity to commitment — all in about a half of a minute? And how do you do it so the call doesn’t end with a disappointing outcome? Chris, Corey, and today’s Market Dominance Guys’ guest, Oren Klaff, managing director of Intersection Capital, tackle this challenge with a discussion about trust and how to manufacture it, especially at the speed and scale necessary for startup founders to glean success — before their new venture runs out of money.About Our GuestOren Klaff is managing director of Intersection Capital, which provides training, management, and advisory services in the areas of technology banking, healthcare investment banking, and asset-backed securities. Oren is also the author of Pitch Anything and Flip the Script. Market Dominance Guys is brought to you by:ConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter. Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.

The Stock2Me Podcast's latest episode features Oren Klaff, a recognized world leading expert on sales, negotiation and raising capital. Oren has extensively studied how humans respond to each other in high-stakes business situations and pioneered the application of neuroscience into raising capital and capital markets programs. His first book, Pitch Anything, has become compulsory reading on Wall Street as well as throughout Silicon Valley and the Fortune 500. More than 1,000,000 copies of Pitch Anything are in print worldwide He also has written for Harvard Business Review, Inc., Advertising Age, Entrepreneur and has been featured in hundreds of periodicals, podcasts, and blogs. Oren is a member of Geyser Holding's investment committee and is Director of Capital Markets at Intersection Capital where he has supervised the placement of over $500 million of investor capital from high net-worth individuals and financial institutions.

The Stock2Me Podcast's latest episode features Oren Klaff, a recognized world leading expert on sales, negotiation and raising capital. Oren has extensively studied how humans respond to each other in high-stakes business situations and pioneered the application of neuroscience into raising capital and capital markets programs. His first book, Pitch Anything, has become compulsory reading on Wall Street as well as throughout Silicon Valley and the Fortune 500. More than 1,000,000 copies of Pitch Anything are in print worldwide He also has written for Harvard Business Review, Inc., Advertising Age, Entrepreneur and has been featured in hundreds of periodicals, podcasts, and blogs. Oren is a member of Geyser Holding's investment committee and is Director of Capital Markets at Intersection Capital where he has supervised the placement of over $500 million of investor capital from high net-worth individuals and financial institutions.

Oren Klaff is one of the world's leading experts on sales, raising capital and negotiation. His first book, Pitch Anything, is required reading throughout Silicon Valley, Wall Street and the Fortune 500, with more than 1,000,000 copies in print worldwide.  He has written for Harvard Business Review, Inc., Advertising Age, Entrepreneur and has been featured in hundreds of periodicals, podcasts and blogs. He is an investment partner in a $200 million private equity investment fund and in his spare time is a motorcycle enthusiast. Show Links twitter.com/orenklaff linkedin.com/in/orenklaff/ https://pitchmastery.com/

Oren Klaff who is one of the world’s leading experts on sales, raising capital, and negotiation, having spoken at companies like Google, Xerox, and Cisco on these subjects. His first book, Pitch Anything, is considered “required reading” throughout Silicon Valley, Wall Street, and the Fortune 500, with more than one million copies in print worldwide. He has written for Harvard Business Review, Inc., Advertising Age, and Entrepreneur and has been featured in hundreds of periodicals, podcasts, and blogs. Previously, Oren was at Geyser Capital Markets, where he led more than 120 private finance engagements, that raised more than $500M in capital for acquisitions. Oren has a 360 degree view of how a company can maximize value for its shareholders via raising capital, selling their company, and / or growth via acquisition. Industry experience includes:  healthcare (IT, services), media, technology, financial services and consumer products. Representative engagements below: Prior to joining Intersection Capital, Oren worked as a financial analyst for a private investment firm in Southern California. Oren also worked in a corporate development capacity for Newtel Capital Partners, a Southern California-based operator of manufacturing centers for whom he identified and assessed acquisition targets.    He speaks with us about the Flash Roll, Syndication and Swearing.   Gino Reviews Orens Book: https://jakeandgino.com/flip-the-script-book-review/   Orens Last Appearance: https://youtu.be/XYybxIO7abM   The Rundown Pitch Anything The Return of Oren Inception Deal Making Make It Stick How Do We Move Forward Swearing Proposals Version 0 F*ck You (your name here) Raising The Stakes Have An Agenda Confidence Raising Capital for Real Estate Rolling Start Flash Roll Closing Floor RE Syndication Social Reciprocation Peers Show Me My Cousin Vinny Speak The Language Drum Solo The Mechanic Uncertainty Exit Cap Rates Pre-Wired Ideas ROI IRR COVID-19 Australians Playing Games Maintaining Discipline Billionaires     Check out our Upcoming Live Events!   Subscribe to our Youtube Channel for lots of great content!   Buy our new book The Honey Bee! Audio Book Available Now!

Are you able to ‘pitch anything’ in the trenches of a difficult negotiation? Do you walk in a room and command respect, or position yourself as an inferior to your prospect? In this episode of Negotiations Ninja, I sit down with Oren Klaff to talk about building power, leverage, and the ability to pitch anything.  Oren is the Director of Capital Markets at Intersection Capital where he provides training, management, and advisory services. He is the President and CEO of Pitch Anything, and author of the books Pitch Anything and Flip the Script: Getting People to Think Your Idea Is Their Idea. He’s all about getting deals done efficiently and effectively. If you’re ready to engage and persuade on a higher level, don’t miss this fun-filled episode! Outline of This Episode [1:42] Oren Klaff’s background [5:10] Neediness kills deals [13:15] Establish yourself as a peer [17:32] Run a meeting properly [19:59] Take it to the next level [24:40] Prove you understand the problem [26:34] Is the Coronavirus an opportunity? Resources & People Mentioned BOOK: Flip the Script by Oren Klaff BOOK: Pitch Anything by Oren Klaff Connect with Oren Klaff Oren on Twitter Oren on LinkedIn Oren’s on PitchAnything.com Connect With Mark Follow Negotiations Ninja on Twitter: @NegotiationPod Connect with Mark on LinkedIn Follow Negotiations Ninja on LinkedIn Connect on Instagram: @NegotiationPod Subscribe to Negotiations Ninja

Closing deals can be challenging to do without seeming pushy or inauthentic. Ideally, people would be attracted to you and chase you, without you having to chase them. However, this is not how many of us have learned or been taught when it comes to sales. The M.O. for most companies includes hard selling and closing the deal no matter how pushy the individual may seem, but is this really the most efficient way? Our guest for today is Oren Klaff who is the Director of Capital Markets at the investment bank Intersection Capital, where he manages its capital-raising platform. Since 2005, Oren has grown the firm to approximately $2 billion in aggregate trade volume across a diversified portfolio of companies and transactions. He is also the author of Pitch Anything and his new book, Flip The Script.    Today we are going to discuss... Our guest's books, Pitch Anything and Flip the Script How to get people to chase you instead of you chasing them How to change your mindset on persuasion in order to close deals   Learn more about our guest: pitchanything.com Oren's Books

This week's episode is entitled "This Man Can Pitch Anything! Now, See How He's Flipped the Script..." a great conversation with Oren Klaff, who is the Managing Director at Intersection Capital and Bestselling Author of Pitch Anything and FLIP THE SCRIPT. Some people ask "How do you sell a commodity and really differentiate and even charge a higher price?" Well, it's not necessarily in that case about the commodity, it's about what people are going to do with it. I ask Oren to share his best practices for taking something that might feel like it doesn't have a lot of competitive differentiation and how to still get that sold at a premium.   He talks (among other things) about the idea of getting people to believe in what you're trying to say, getting them to think that that is their idea and getting them to believe that there is something that's worth changing, something worth doing is a very, very powerful concept. Of course we talk about his most recent book and also what he is seeing in the marketplace, with his clients and business that that made this the next topic to write about.   Listen in and/or read the full transcript on our blog starting Mon. 11/25/19 at 6am PST.  

Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode. KEY TAKEAWAYS Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers receive your proposal and then can search everywhere online to find the lowest price. Buying options reduce conversion rates and take the margin out of selling. That’s why Oren wrote Flip the Script. When the buyer chases you, you close sales deals. Andy and Oren discuss maximizers and satisfiers. Anyone who asks you for a proposal plans to ask you for a discount when they compare proposals. Oren finds from his consulting that when buyers are motivated and decide to work with you, that decision is resilient throughout negotiations and distance. But when buyers have many objections, you don’t close deals. Objections come from two reasons: 1. Your status as a salesperson isn’t high enough; 2. You’re not perceived as an expert. Status measures your trustworthiness and credibility. Expertise provides certainty for the buyer. When the buyer assigns you trust and certainty, they want you to do business with them. Oren says the basis of feeling like or being an insider wins deals. It involves being able to talk to someone in their language about their business. People are skeptical of outsiders and their promises. Inception (with credit to the movie) refers to the writing a storyline to ensure that the audience deduces the solution before the characters do. That aha moment makes you feel good. Oren applies that to selling. Oren discounts decision-making theories. Oren does not recommend storytelling in spite of the storytelling culture in which he was raised. Storytelling is too hard for most people to use effectively. Oren explains the Flash Roll. Give the buyer details about your business, their problem, and the probable solution, in their technical language, told quickly, in under 30 seconds, as if you have delivered the solution 1,000 times. Andy recommends listeners to get Oren’s book, FLIP THE SCRIPT. Most of Oren’s customers are respected, technical people of high status who are not interested in cheesy tactics and don’t want to sell. The book shows you how to get your buyer to want and need to buy from you. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content. _ Formerly the Accelerate! Your Sales podcast with Andy Paul

Oren Klaff reveals the secret behind successful pitches—and how to persuade those around you. — YOU'LL LEARN — 1) What most people get wrong about persuasion. 2) How to communicate your worth. 3) The surefire way to convince anyone. Subscribe or visit AwesomeAtYourJob.com/ep502 for clickable versions of the links below.— ABOUT OREN — Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform (retail and wholesale distribution), business and product development. Oren co-developed and oversees Intersection Capital's flagship product, Velocity™. From 2003-2008 as he applied his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren raised over $400 million of investor capital from high net-worth individuals and financial institutions. Oren is a member of Geyser Holding's investment committee where he has been a principal since 2006. During its growth he was responsible for sales, marketing, branding, product development, and business development. Previously, he was a venture analyst and partner at several mid-sized investment funds. • Oren's book: Flip the Script: Getting People to Think Your idea Is Their Idea • Oren's book: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal • Oren's website: OrenKlaff.com — RESOURCES MENTIONED IN THE SHOW —• Book: Riveted: The Science of Why Jokes Make Us Laugh, Movies Make Us Cry, and Religion Makes Us Feel One with the Universe by Jim Davies — THANK YOU SPONSORS! — • Bench. Cross bookkeeping off your list forever! Get 20% off your first six months of professional bookkeeping at bench.co/awesome. • Simple Habit. This meditation app can help you gain greater control over your thoughts for better persuasion. Visit SimpleHabit.com/Awesome get 30% off premium subscriptions. • ZipRecruiter is the smartest way to hire. Try them for free at ZipRecruiter.com/htbaSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Oren Klaff reveals the secret behind successful pitches—and how to persuade those around you. You’ll Learn: 1) What most people get wrong about persuasion 2) How to communicate your worth 3) The surefire way to convince anyone About Oren: Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform (retail and wholesale distribution), business and product development. Oren co-developed and oversees Intersection Capital's flagship product, Velocity™.  From 2003-2008 as he applied his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren raised over $400 million of investor capital from high net-worth individuals and financial institutions. Oren is a member of Geyser Holding's investment committee where he has been a principal since 2006. During its growth he was responsible for sales, marketing, branding, product development, and business development. Previously, he was a venture analyst and partner at several mid-sized investment funds. Oren’s book: Flip the Script: Getting People to Think Your idea Is Their Idea Oren’s book: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Oren’s website: OrenKlaff.com Resources mentioned in the show: Book: Riveted: The Science of Why Jokes Make Us Laugh, Movies Make Us Cry, and Religion Makes Us Feel One with the Universe by Jim Davies   Thank you Sponsors! Bench. Cross bookkeeping off your list forever! Get 20% off your first six months of professional bookkeeping at bench.co/awesome. Simple Habit. This meditation app can help you gain greater control over your thoughts for better persuasion. Visit SimpleHabit.com/Awesome get 30% off premium subscriptions. ZipRecruiter is the smartest way to hire. Try them for free at ZipRecruiter.com/htba   View transcript, show notes, and links at http://AwesomeAtYourJob.com/ep502

Curt interviews Oren Klaff, bestselling author of Pitch Anything and Flip the Script: Getting People to Think Your Idea Is Their Idea. Oren is also managing director at Intersection Capital and an expert in sales, marketing, branding, product development, and business development.

Oren Klaff of Intersection Capital joins Nick to discuss Flip The Script & Perfect Your Pitch. In this episode, we cover: Backstory/path to finance What led to the founding of Intersection? What's your mandate and focus at Intersection? Tell us about the Velocity product. Your bestselling book Pitch Anything, provides a detailed methodology on effectively presenting, persuading and winning a deal during the pitch. Can you go over some key takeaways from the book for listeners? In the book you talk about the "S.T.R.O.N.G Method.” Can you briefly summarize the most important components of this approach and give some examples on how it works?  Your newest book "Flip the Script: Getting People to Think your Idea is Their Idea" is about to launch on August 13th.. why'd you write the book? I liked the title of your first chapter... Inception.  Many will remember the blockbuster movie.  What's the "We are evolved distrust information from the outside world"... how does this impact the approach? Is there a framework of structure that folks should follow to successfully flip the script? What's the biggest mistake folks make when trying to sell? Whats' the most practical, simple, pragmatic advice you can give... let's say a founder trying to raise venture capital... that they can take away from this convo and implement immediately. Do you have a set of questions and structure for every sales discussion going in or do understand the concepts and then treat every conversation organically? Any tips on getting the meetings w/ prospects?  Let's say someone has optimized their close rate... do you have tips on securing more qualified meetings? If you write another book... what topic is next?   To listen more, please visit http://fullratchet.net/podcast-episodes/ for all of our other episodes. Also, follow us on twitter @TheFullRatchet for updates and more information.

113 | Oren Klaff Teaches Us How to “Pitch Anything” Do you ever feel like your pitch just doesn’t resonate with the right people? Do you ever wonder why? With securities markets experience, Oren Klaff is Director of Capital Markets at investment bank Intersection Capital, where he manages its capital-raising platform. Since 2005, Oren has since grown the firm history to approximately $2 billion in aggregate trade volume across a diversified portfolio of companies and transactions. He is responsible for business development and product development, and oversees the firm's flagship product, the Velocity™ method of corporate finance. Applying his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren has supervised the placement of over $500 million of investor capital from high net-worth individuals and financial institutions. He is the #1 best-selling business author of the McGraw Hill publication Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Do you know that when you’re pitching a good product or service and then all of your pitches start to sound similar, but you figure, “that’s ok; I’ll find the right investor who resonates with what I have to say.” But instead you hear NO again and again. Why is that? For me, one of the products that I dreamed of placing into Costco with my last company, FITzee Foods were FITzee Bars. These meal replacement bars were a perfect fit to the company and to the consumers.  I pitched the FITzee Bars as a separate project going into Costco to an investor, and it looked like something we would do in the future to keep this part of the business going after I had closed the food production of FITzee Foods. But then, they just kept putting it off. For a year, he kept putting me off, and had various reasons why.  There are red flags and warning signs, and if we can learn how to interpret those from investors, buyers or clients, we can be more effective in our pitches. This week’s guest on Success Unfiltered, Oren Klaff, has pitched more than $2 billion in sales. When he started hearing NO, he went back to the very bottom, took an entry-level job, and worked hard to learn the language of his investors. Once he learned to listen to the language used by those who were saying NO, he was able to change the way he pitched, and closed more deals! If you’re ready to learn how to Pitch Anything, then this episode of Success Unfiltered with Oren Klaff is a MUST LISTEN!  Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Oren Klaff for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! Don’t Stress About The Pitch. ROCK it! How do you tell the world what you do and make it clear, concise, and magical? Create a pitch that makes your heart sing and your ideal clients swoon! Get your FREE guide, 3 Steps To ROCK Your Pitch (And Get More Sales) right HERE! Here are a few key secrets we talked about in this episode: Michelle introduces Oren Klaff. Oren shared how at his software company, the accountants double reported income, and left no money! He had to go pitch new software to investors. When he did, and heard NO, he realized that he knew nothing about pitching and sales! When Oren looked for where to learn, he knew that it had to be from experience. So he quit his job, and took an entry level position at a bank to learn. While he was there, he met a guy who was a natural at pitching, and studied him, so that Oren could learn exactly what it was that this guy did that was so exceptional. When Oren began to implement these strategies that he learned, he saw more YES’s. Oren shares what the markers are in sales: there are clear check points in every sale that help you know if you will hear a YES or a NO. When asked to sell a company, Oren said YES. He worked hard to prepare the company, and found a buyer willing to pay $15 million! Then, the original seller changed his mind and said that NO he did not want to sell. Listen to find out why! There are clear signals during deals that help you to know if you are on track or not - you have to learn to read them! Rarely does a deal just fall apart at the end without some signs indicating how it happened. Always have a bigger pipeline of deals: this helps with a sense of urgency with clients. “If something’s wrong, it’s wrong for a reason.” ~ Oren Klaff When working deals, you can learn to take control of the deal, so that you can help make sure that you are working with clients or investors that are the best fit for your business and will be able to deliver! No real investor is going to back out of a deal just because you follow up and continue to make sure that you’re a good long-term fit! “People want what they can’t have. People chase that which moves away from them. And people only value what they have paid for.” ~ Oren Klaff A pitch isn’t just giving information: it’s “info-tainment” to deliver that information in a way that is giving them new information in an entertaining way and is a performance. Practice; it gets better with repetition! Oren shares what he would tell his younger self. Connect with Oren Klaff: Pitch Anything Website Facebook Instagram LinkedIn Twitter Don’t Stress About The Pitch. ROCK it! How do you tell the world what you do and make it clear, concise, and magical? Create a pitch that makes your heart sing and your ideal clients swoon! Get your FREE guide, 3 Steps To ROCK Your Pitch (And Get More Sales) right HERE! Music produced by Deejay-O  www.iamdeejayo.com  

EP 52: Flipping the Script with Oren Klaff Another popular guest returns to the Lion's Share Marketing Podcast in Episode 52 as Oren Klaff, Author of Pitch Anything, returns to the studio at Fidelitas Headquarters for a one-on-one conversation with Tyler about pitching, framing, and flipping the script.  If you missed Oren's first appearance on the podcast, we strongly recommend listening to it first here. Tyler and Oren take a deep dive into advanced pitch tactics that will serve marketing leaders well, plus Oren dishes on his upcoming book, Flip the Script. Oren also discusses his strategy for analyzing the marketing angle of investment deals at his firm, Intersection Capital.  Before the interview, Moises fills in for Jen and talks with Tyler about the future of advertising and voice. Google has already begun testing the implementation of local ads on the Google Home device. Tyler and Moises discuss future opportunities for advertisers with a focus on maintaining the user experience (chalk that one up to a skeptical "we'll see", for those of you scoring at home).  By the way- have you left us a review yet? If not, we'd be honored if you did! Timestamps 00:00 - Intro 01:38 - What's in the News | Ads for Google Home and Amazon Echo 06:57 - Featured Guest | Oren Klaff 07:33 - Winter Is Coming  12:02 - Time is of the Essence  15:01 - A New Frame 16:50 - Being Out-Framed in a Pitch 24:17 - Controlling Email Conversations 28:04 - Biggest Fear When Working a Deal 31:05 - Flipping the Script  34:35 - Telling a Great Story During a Pitch 41:21 - Webinar Methodology 44:17 - Oren's Upcoming Book  45:47 - Key Takeaway  49:51 - Outro   Featured Guest | Oren Klaff LinkedIn www.pitchanything.com   Books  Pitch Anything Flip the Script   In the News  https://www.cnet.com/news/ads-voice-assistants-amazon-alexa-google-home-burger-king/ Lion’s Share Marketing Podcast Learn More About Tyler and Jen www.tylersickmeyer.com  Need Marketing Help?  www.FidelitasDevelopment.com Music Intro Music – Colony House – Buy “2:20” on iTunes Outro Music – Skillet – Buy “Lions” on iTunes

Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform. From 2003-2008 as he applied his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren raised over $2B in investor capital from high net-worth individuals and financial institutions for entrepreneurs. His bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal, has been considered by many to be the sales bible and it’s a book I read when first embarking on my entrepreneurial journey, return to often and it is amongst the books I have gifted and recommended most to other entrepreneurs and sales executives.   We discussed: 1: How to place yourself into a position of power when selling, regardless of the social context 2: How to sell to large organisations who insist on dragging out things and involving various people and committees in the decision making process 3: How to get past people’s innate fear of uncertainty and the unfamiliar when selling new technologies and ways of doing things I was really looking forward to this conversation as a long time fan of Oren’s book, Pitch Anything, and might come across as a bit of a fanboy in this episode so...apologies for that. A heads up, our connection dropped in and out throughout this conversation, however the value bombs that Oren dropped throughout the chat are well worth listening in through to the end.   Expect to not only learn lots about the science of persuasion but also hear some delightful profanity laden stories and learn about Oren’s extensive motorcycle collection. With that, I bring you, the one and only, Oren Klaff. --- Topics Discussed: Selling to large organisations How to best qualify prospects so you don’t waste your time How to use the moral authority frame to get the deal done How to sell ‘new things’ that threaten your prospect’s sense of control and certainty How to put yourself forward as the prize Traps to look out for when selling How to seize situational status Oren’s vast collection of motorbikes and cars Oren’s new book, Persuade Anyone Show Notes: Oren’s website: PitchAnything.com Twitter: @PitchAnything Online Course: PitchMastery.com Get the Book: https://amzn.to/2NtNfLO --- I hope you enjoyed this episode. If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one. Listen on Apple Podcasts @ goo.gl/sMnEa0 Also available on: Spotify, Google Play, Stitcher and Soundcloud Follow me on Twitter: @steveglaveski Follow me on Instagram: @thesteveglaveski

Oren Klaff is the author of the classic bestseller on the science of persuasion and getting the deal done, Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal. Since its release in 2011 it has been considered by many to be the sales bible and it’s one of the books I have recommended the most to fellow entrepreneurs, sales professionals and people who just want to get better at, well, persuasion, having first read it when embarking upon my own entrepreneurial journey back in 2012. Unlike most of the books on my overflowing bookcase, I return to Pitch Anything often. Today, Oren is the Director of Capital Markets at investment bank Intersection Capital and founder of Pitch Anything. Oren has applied his neuroscience-based approach to capital raising to secure over $2BN from high net-worth individuals and financial institutions for entrepreneurs. After learning about Oren’s extensively mind boggling collection of motorcycles and cars, we delved into the nitty gritty of doing deals, and it was an opportunity to ask questions based on my own first hand experiences, particularly when it comes to B2B sales and selling to large enterprise. I’ve captured seven of the many key lessons I personally took from my conversation with Oren. You’ll find a hell of a lot more by listening to the entire conversation on Future Squared when it goes live on September 8, and can find a number of resources at the bottom of this post to explore further. With that, I bring you, seven big lessons on B2B sales from my conversation with Oren Klaff. --- I hope you enjoyed this episode. If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one. Listen on Apple Podcasts @ goo.gl/sMnEa0 Also available on: Spotify, Google Play, Stitcher and Soundcloud Follow me on Twitter: @steveglaveski Follow me on Instagram: @thesteveglaveski

Trying to get healthier can be very difficult, especially if we’re eating or drinking a lot of stuff that we don’t even understand the ingredients. When Kara Goldin, founder and CEO of Hint Inc., saw an ingredient in her Diet Coke that went on her list of things to eliminate from her diet, she lost over twenty pounds two and a half weeks later after exchanging Diet Coke for plain water. That led her to create Hint which is unsweetened fruit-infused water. Kara says by eliminating a product that was calling itself “diet,” she actually ended up losing weight and got healthier. Money is one of the most difficult things to pitch for, and understanding how to raise capital is Oren Klaff’s expertise. Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital-raising platform. Applying his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren has supervised the placement of over $500 million of investor capital from high net-worth individuals and financial institutions. Oren shares his strategies for pitching and raising capital and talks about his bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane Hamilton Facebook Dr. Diane Hamilton Twitter Dr. Diane Hamilton LinkedIn Dr. Diane Hamilton YouTube Dr. Diane Hamilton Instagram

Getting an investor's attention may come naturally to you but keeping it is essential. Within the first thirty seconds of conversation, you can make errors that completely dissuade your potential investor from actually investing. Today we will talk about how to get investors' attention, how to keep it, and pitch anything. Learning how to effectively communicate is the first step in obtaining new investors. Today we will be joined by Oren Klaff who is the Director of Capital Markets at the investment bank Intersection Capital. He has grown the firm to approximately $2 billion in aggregate trade volume since 2005. He began by pitching million dollar deals in commercial real estate in Los Angeles. Oren is also the author of Pitch Anything, which will be discussed in great depth for good reason. Hint: it contains vital information about communication with a potential investor.  Today, we are going to discuss… -What the croc-brain is, how it operates, and what you need to do in order to get past it -How to control the frame of the conversation to establish a variety of powerful and positive aspects of business including credibility -The concept of Prizing, which is especially important for new real estate entrepreneurs -How to intentionally create tension during your pitch  -The concept of time framing and when you should be using it  Don't forget! I'll be speaking at the Paris Hotel in Las Vegas on July 11-14th. There are going to be some great names at this conference including Robert Kiosaki, Steve Forbes, Judge Andrew Napolitano, Ben Swan, and many more! If you are interested in attending, go to FreedomFest.com/register and use the discount code CFCFreedomFest. Hope to see you there! https://www.freedomfest.com/register-now/   Learn more about our guest: pitchanything.com   Subscribe in iTunes: https://itunes.apple.com/us/podcast/cash-flow-connections-real-estate-podcast/id1193877994?mt=2 Click here to access our investment opportunities: https://cashflowconnections.com/accredited-investor-questionnaire/

Ep 31: Oren Klaff Teaches Us How to Pitch Anything  In Episode 31, Oren Klaff, Managing Director of Intersection Capital and Author of the book, Pitch Anything, joins Tyler to discuss the tips and tricks to a successful Sales Pitch.   Oren starts us off by discussing the premise behind his book, Pitch Anything, and his past experiences dealing with tough selling situations. He shares his experience working with ad agencies and how they often find themselves in a position of supplication. Oren explains the importance of understanding the three structural pieces of the brain and how to get information across successfully when pitching a project.   Tyler and Oren continue to discuss Pitch Anything and the art of framing, and how to apply these to any product, service, or idea. He also talks about the stacking of Frames and how they can be used together to greatly improve one’s chances in closing a deal. Oren shares common mistakes when pitching, and gives insight on how he himself prepares for a pitch. Tyler and Oren also cover how to maintain Alpha status while using your own voice and personality.   Oren ends the conversation by giving his key takeaway for listeners, which is simply that neediness kills deals.   Join Tyler, Andy, and Oren in this conversation on Pitch Anything and how to frame oneself in a position of power.   TIMESTAMPS: 00:00 – Intro 01:37 – What’s in the News | Starbucks 10:20 – Featured Guest Intro | Oren Klaff 11:43 – About Pitch Anything 13:50 – Pitching and Ad Agencies 19:51 – Business Development Approaches 23:20 – Pitching Information through the Three Levels of the Brain 29:32 – Art of Framing 38:28 – Frame Stacking 42:00 – Common Pitch Mistakes 44:20 – Preparing for a Pitch 45:42 – Tips for Salvaging a Pitch 51:05 – How to Move Forward After the Initial Yes 55:00 – Maintaining Alpha Status 59:18 – Marketing Leaders and Oren’s Techniques 1:02:32 – Oren Klaff’s New Book 1:03:44 – Key Takeaway 1:04:37 - Outro   Featured Guest | Oren Klaff http://www.pitchanything.com      IRCE - CHICAGO: https://www.irce.com    10% off conference passes (Exhibit Hall Only passes excluded) and will be valid starting on 1/1/2018.  Code: LIONS18 Lion’s Share Marketing Podcast Learn More About Tyler Music Intro Music – Colony House – Buy “2:20” on iTunes Outro Music – Skillet – Buy “Lions” on iTunes

Oren Klaff is the Managing Director of Intersection Capital and a #1 Bestselling Author for his book Pitch Anything. With over $400M in deals on his resume, Oren is well-qualified to cut through sales guru BS and give it to you straight.   His secret? Neuroeconomics. A single field of study that sorted out the different motivation and economic responses of the human mind and shows how the brain responds to pitches. Neuroeconomics combines neuroscience, economics, and psychology to study how people make decisions. It looks at the role of the brain when we evaluate decisions, categorize risks and rewards, and interact with each other.   In his book and this interview, Oren describes how to override the brain’s programming and close more deals.   Oren’s Challenge; In your next few meetings, don’t talk about weather, sports, or politics. It’s a waste of time and lowers your status.   If you are in sales, you need to get his book; Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal   Connect with Oren Twitter LinkedIn Website FREE COURSE   If you liked this interview, check out episode 71 with Bob Seawright where we discuss cognitive biases, finance writing and the red team/black team approach.

In this episode of Getting Goosebumps, you’ll get to hear an insightful chat with Oren Klaff, Managing Director at Intersection Capital and Bestselling Author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Links and References: - https://twitter.com/pitchanything - http://pitchanything.com/ - http://www.amazon.co.uk/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854

Howard Lewinter welcomes Oren Klaff, author of the business book, Pitch Anything: An Innovative Method For Presenting, Persuading, And Winning The Deal. Oren Klaff is Director of Capital Markets for the investment bank, Intersection Capital, where he raises tens of millions of dollars from investors and institutions. He is a specialist in financial modeling.  

Elayne Lieberman is an Area Director for Business Network International (BNI), teaching, coaching and training BNI members in her area to be effective in relationship marketing, resulting in more business for everyone.She is also a Marketing Executive for Credit Restoration Group and CRG Business, an innovative company that specializes in not only restoring consumer credit and raising FICO scores, but also in guiding business owners to qualify for up to $50,000 in business credit with no personal guarantee. Oren Klaff  Director of Capital Markets with Intersection Capital and the Author of Pitch Anything. Khoa Bui author, international speaker, entrepreneur and tv host of his own show "The Khoa Bui Show" on CCCCTV. He writes books and conducts seminars around the world that teaches people how to build their online business and also achieve success.  Paramahansa Jagadish  is a Master of Spiritual Transformation and Healing. Among his specialties are Karma Clearing and Ancestral Healing.   He has over 40 years of training in Eastern Yogic, Hawaiian and Buddhist traditions. Jagadish's expertise, which includes a degree in Transpersonal Psychology, is also derived from other mystic traditions including Christianity, Toltec Shamanism, and Brazilian Spiritual Healing.