#312 - Hall of Fame: Discovery
30 Minutes to President's Club | No-Nonsense Sales
June 17, 202431m 14s
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Show Notes
FOUR ACTIONABLE TAKEAWAYS
- Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.
- Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.
- Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up.
- Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?
PATH TO PRESIDENT’S CLUB
- Founder & Host @ 30 Minutes to President’s Club
- VP of Sales @ Pave
- Director, Sales @ Carta
- Sr Associate, Corporate Strategy & Venture Investments @ Flex
RESOURCES DISCUSSED