Oren Klaff PodBook™
Oren Klaff is one of the world's leading experts on sales, raising capital and negotiation.
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NAVIGATING MARKETS AND RELATIONSHIPS FOR GROWTH Oren Klaff Bestselling author of Pitch Anything and Flip the Script
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About Oren Klaff 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 advised over 150 clients on how to engage with customers and investors totaling over $10 billion in transactions.
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THANK YSUSTAINABLE PROFITOU VERY MUCH AND LEAABILITY VE 1. Domestic & General started out over 100 years ago, ensuring cattle and sheep rights. So not long after the Titanic went down there was a need all of a sudden to have protection and insurance on your livestock. (01:55-02:21) I started to learn the ways of Pitch Anything from a guy that I worked with. I was seeing him close deals that made no sense to me. He was saying things that I felt like if I said it, in any transaction or sale or deal that I was in, everybody would just roll up and put their paper in the briefcase, say thank you very much and leave. Oren Klaff
MONEY DOESN’T EQUAL VALUE 1. Domestic & General started out over 100 years ago, ensuring cattle and sheep rights. So not long after the Titanic went down there was a need all of a sudden to have protection and insurance on your livestock. (14:52-15:14) Nobody enjoys coming to meetings late. They know it does not impress anybody. When people come to meetings late, you can just say, “My value system and my peer status are equal to yours.” You can have a billion dollars, but this is America. We don't value people by how much money they have. Oren Klaff
FROM WHERE STATUS COMES 1. Domestic & General started out over 100 years ago, ensuring cattle and sheep rights. So not long after the Titanic went down there was a need all of a sudden to have protection and insurance on your livestock. (16:42-16:58) What we find is that the status comes from treating the counterparty as a peer and not supplicating to them, not saying, “Just because you have money, you get to order us around.” Oren Klaff
THE IMPORTANCE OF HUMAN INSIGHT 1. Domestic & General started out over 100 years ago, ensuring cattle and sheep rights. So not long after the Titanic went down there was a need all of a sudden to have protection and insurance on your livestock. (37:35-38:11) Once you've seen three, four, five presentations, documents, products made by AI, you no longer trust single-point documents to be valuable. Because you can clearly see the fingerprints of AI all over it, and so you know that it was made from three-year-old Wikipedia. You know the value of that content is near zero because it doesn't have a current human insight in it. Oren Klaff
REVENUE GROWTH 1. Domestic & General started out over 100 years ago, ensuring cattle and sheep rights. So not long after the Titanic went down there was a need all of a sudden to have protection and insurance on your livestock. (38:52-39:20) “The question is how do you give a business user enough context so you know the information that he's getting actually has value to his business and was not pre-assembled IKEA style by AI?” The answer to that question is fundamental to how much revenue growth you'll have in your business over the next three years, and that's it. Oren Klaff
ADVICE ABOUT VALUES 1. Domestic & General started out over 100 years ago, ensuring cattle and sheep rights. So not long after the Titanic went down there was a need all of a sudden to have protection and insurance on your livestock. (48:58-49:!6) I want to be careful for all the young people listening here about creating value, because they think you have to give value. The value is you, your experience and your ability to solve these problems. What everybody tries to do is they try and deliver value. Oren Klaff
WORK WITH RELAYTO 1. Domestic & General started out over 100 years ago, ensuring cattle and sheep rights. So not long after the Titanic went down there was a need all of a sudden to have protection and insurance on your livestock. (57:23-57:51) Obviously, work with RELAYTO Content Experience Platform. I'm very impressed by it. I use the platform and I love it. That's why I was able to talk about it in this way. I think it satisfies the needs going forward for people to see video documents in context from a trusted source. So I like it. I recommend you use it. Oren Klaff
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About RELAYTO Experience-focused Leaders is the podcast from the RELAYTO.com Content Experience Platform. RELAYTO is the #1 Interactive Experience platform that transforms your static content (PDFs, MP4s, images) into engaging interactive experiences, enabling viewers to choose their own path and self-educate.
About the Podcast Host, Alex Shevelenko 5 Lines about Alex Alex Shevelenko: Co-Founder & CEO, RELAYTO/ Content Experience Platform Expert: Marketing, Customer & Employee Experience Design, Future of Work, AI & Cloud Founded Glocal Partners Ex: SuccessFactors|SAP, Salesforce, Oliver Wyman, Microsoft Academia: Stanford MBA, Penn BSE & BA, book research assistant for Dean of Wharton Awards: 60+ digital experience & comms. Excellence in Management Consulting, USA
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