#157 - Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
30 Minutes to President's Club | No-Nonsense Sales
March 8, 202330m 15s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Start with a menu of pain: the 3 biggest problems that any given persona can face.
- Once you align on the problem, ask, “What’s prompting that need?”.
- You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
- Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.
PATH TO PRESIDENT’S CLUB
- Enterprise Account Executive @ UserGems
- Enterprise+ Account Executive @ Outreach
- Enterprise Accounts, Financial Services @ Tableau Software
- Strategic Accounts @ PowerSchool
RESOURCES DISCUSSED