#285 - Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
30 Minutes to President's Club | No-Nonsense Sales
April 16, 202433m 28s
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Show Notes
FOUR ACTIONABLE TAKEAWAYS
- Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.
- Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers.
- Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens.
- Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together.
PATH TO PRESIDENT’S CLUB
- Strategic Enterprise Sales @ Rubrick, Inc.
- Strategic Enterprise Sales @ People.ai
- Enterprise Sales @ App Dynamics
- Enterprise Sales @ Xactly Corp
RESOURCES DISCUSSED