#204 - Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)
30 Minutes to President's Club | No-Nonsense Sales
September 20, 202330m 37s
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Show Notes
Download Danilo's Hypothesis-Driven Disco Call Framework
FOUR ACTIONABLE TAKEAWAYS
- 5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation”
- Use that research in the first 2 minutes of the call.
- Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone.
- Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you?
PATH TO PRESIDENT’S CLUB
- Sr. Account Executive @ Databricks
- Co-founder @ B2B Syndicate
- Flex Adjunct Sales Coach @ Satellite
- Account Executive, Named Accounts @ New Relic, Inc.
RESOURCES DISCUSSED