Enterprise Sales Development with Rajiv Nathan

In this episode of Enterprise Sales Development podcast, we speak with Rajiv Nathan, also known as 'RajNATION.’ Rajiv is a hip hop artist, a sales expert and consultant, a guest speaker, a yogi and has branded him as the startup hype man. He talks about crafting a narrative that “doesn’t suck” and the Que PASA framework that he’s been implementing for a really long time. Listen to this mini course in personalization. WHAT YOU’LL LEARN Rajiv’s eclectic career background The story behind his viral videos and the logic behind his lyrics The Que PASA Pitch How to adapt the pitch for different channels, especially for the phone and if one channel is better for storytelling How to connect the right person at multinational organizations QUOTES “You’ve got to stop thinking like an executive. Stop thinking like an entrepreneur. Stop thinking like a B2B person, and instead think like an entertainer. Because if you think like an entertainer, you have taken yourself out of being product obsessed or solution obsessed, and instead you put the audience first.” -Rajiv Nathan [06:39] “I think part of this idea of the creativity aspect is, you know, part of it is just for it. Another part is don’t just let it live once and then it dies. Figure out how you can use it over time. How can you reuse it over time? What are the different avenues you can place it on?” -Rajiv Nathan [10:26] “I want that prospect to leave the email feeling empowered. And the way that I can empower them is to lead the decision in their hands and make the assumption that they have the wherewithal to tell me what they would like to do next.” -Rajiv Nathan [19:05] “So rather than sending like one email to decision maker and waiting for them to respond, we just enacted this strategy where we sent an email to everyone, like in a subquencial fashion.” -Rajiv Nathan [27:43] “Again, you’re being honest with them, but in the process, it’s essentially making their life easier. You’re herding the cats for them.” -Rajiv Nathan [39:17] TIMESTAMPS [00:01] Intro [01:52] Meet Rajiv Nathan [03:14] How Rajiv got into his career [08:13] Rap-preneurship and the logic behind the lyrics [13:26] The Que PASA Pitch [21:34] How to adapt for different channels, especially for the phone [25:21] How to connect the right person at multinational organizations [34:02] Plus One Strategies [36:08] Basic goals when meeting with an end user [43:49] Startup Hypeman RESOURCES Startup Hypeman - Fresh Prince of SaaS "KARL" (NSFW) Simon Sinek: How great leaders inspire action Cash Flow Paradise - Hype Song by Startup Hypeman How to Craft the Perfect Elevator Pitch by Rajiv Nathan The Que PASA Pitch Guide CONNECT Rajiv Nathan’s website Startup Hypeman website Rajiv Nathan on LinkedIn