#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting.
30 Minutes to President's Club | No-Nonsense Sales
January 25, 202339m 40s
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Show Notes
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Download Liam’s Account Planning Sheet
FOUR ACTIONABLE TAKEAWAYS
- Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision.
- If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens.
- Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting.
- If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery.
PATH TO PRESIDENT’S CLUB
- Go-to-Market @ Kleiner Perkins
- Director, GTM @ Unusual Ventures
- Regional Director, East @ MongoDB
- Director, Sales & Product GTM @ New Directions Behavioral Health
RESOURCES DISCUSSED