Episode 915: Why Buying the Dip Keeps Failing, The Trade That Started Martin's Career

**Martin** (0:00)
So guys, this is my colleague, Danny. Danny is the head of sales at Godel.

**Danny** (0:04)
So yeah, like, you know, just starting with metrics. You know, what is, what impact do you have on your prospect? And this has to be something, you know, related to the business. It has to be an actual metric that you can drive. Like for hedge funds, it's alpha, right? It's that, that's one metric. For corporates, you know, your, their CFOs are looking at three things. They're looking at how do we make more money? How do we save money? And how do we mitigate risk? And you've got to be able to talk to a metric that the board agrees upon that is important, that's driving the business forward. Yeah, but when you're selling, when you're selling to Fortune 500, you know, of anything, we want to help the board as much as we can. That's how, that's how deals get done.
Yes.

**Martin** (0:42)
Exactly.

**Danny** (0:45)
Most important letter in MedPic is champion. It's the C that I love so much.

**Martin** (0:50)
Yeah.

**Danny** (0:50)
The ICC. Economic Buyer Decision Process. Yeah. Yeah. We've got paper process. We got implicated pain. We got champion competitors. So there's there's lots of parts to a deal. I think if you don't have a champion, you just don't have a deal. I learned that from some of my great mentors at AlphaSense and then got that drilled into me even harder at ClickUp. But I've seen it. I've seen it in real life. I've worked very big deals where I thought I had a champion, didn't actually have a champion. And then those things fall apart.
You learn one way or another, you learn the hard way.
But yeah, champions are what you really need to get deals done in B2B, in enterprise especially.

**Martin** (1:30)
So champion is like League of Legends?

**Danny** (1:32)
The way that I actually have not played League, I have grown up playing Minecraft. I love modded Minecraft. Like I'm such a nerd about that stuff, like automation and let's get it going. Let's build a nuclear reactor.

**Martin** (1:43)
Like when you pick a guy on League, like a hero, they call that a champion.

**Danny** (1:47)
Yeah. Did you play League? Were you ranked?

**Martin** (1:51)
No, I never got it. I stink at these games.

**Danny** (1:54)
Went to high school in Staten Island Tech, and some of my peers from Staten Island Tech are just like goaded at League, just absolutely cracked, champions.

**Martin** (2:03)
Champions League.

**Danny** (2:04)
Yeah.

**Martin** (2:04)
So like the problem with video games as well as trading is it requires this deep introspection of like, what are you at? And you have to like really work that muscle.
And most people don't want to do that, including myself. Yeah. And most people would rather avoid that pain of self-reflection.

**Danny** (2:21)
Oh man.

**Martin** (2:22)
And being like, oh man, I have a really flabby gut.

**Danny** (2:25)
Time to work.

**Martin** (2:26)
I really want to look better, but I don't work in the sky.

**Danny** (2:28)
Yeah.

**Martin** (2:29)
So that's like, and then, you know, you have to have that introspective like, if you ain't on a pit, you ain't trying.

**Danny** (2:36)
Yo, that's a fact.

**Martin** (2:37)
This dude definitely plays Teemo.

**Danny** (2:39)
Don't know what that is.

**Martin** (2:40)
Teemo is like this little, Teemo is actually a great champ. I don't know who is dissing Teemo. Teemo is this little like, what is he? He's a, there's this race in League of Legends that he is. He's a virtual, something like that. And he's just a little guy, and he plays these poison mushrooms. Very annoying again.
It's just like this weird meta where he's just like completely squishy, terrible character, but these poison mushrooms you can't see. So you can't even see them.

**Danny** (3:06)
The only games that I played that have like ranked actual like competition like that are, I played Paladins, which is like the free version of Overwatch. And then I've also played Apex Legends. I know.

**Martin** (3:19)
Yeah. So that introspection thing is really tough because like, if you make a trade and you're like, oh, I got into, I went into too much size, then you have to be like, in fact, this is supposedly how Steve Cohn got really good, is that he would make the trades from 9.3 to 4, mostly on instinct and stuff like that. And then he would look at charts and his trades after the close, right after while they're fresh in the memory. That's what you do.

**Danny** (3:42)