#344 - Hall of Fame: Chase Macaione
30 Minutes to President's Club | No-Nonsense Sales
August 19, 202434m 12s
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Show Notes
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.
- What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.
- Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.
- List out discovery questions to get people from high-level pain to deeper pain.
PATH TO PRESIDENT’S CLUB
- Director of Commercial Sales @ Zip
- Sales Director @ Celonis
- Strategic Account Executive @ Celonis
- Regional Sales Manager @ Oracle
RESOURCES DISCUSSED