Peter Dunbar: B2B Sales and the Art of Conversation

Hacker Practice: GROWTH, SYSTEMS, and RISK for Startups and SMB

Peter Dunbar is a master conversationalist. I’ve seen him strike up engaging discussions with everyone from valets to Fortune 500 CEOs. That alone would make him impressive, but our guest today is also a hard-core hacker. I first knew him as the head of hardware at a start-up we both worked at. He graduated high school at 16 to pursue a life of engineering and entrepreneurship. His hacking experience is extremely diverse.

Links:

known.creative

Core dna

Reach out to Peter:

Email: [e-mail]

Cell: [phone] – only if you want to have a conversation!

Notes

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

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

[4.45] What hacking means to Peter

• Hacking is a “lifestyle”

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

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

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

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

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

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

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

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

• This opportunity bias helps Peter take advantage of such situations

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

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

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

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

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

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

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

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

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

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

[54.50] Reach out to Peter:

Email: [e-mail]

Cell: [phone] – only if you want to have a conversation!