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FOUR ACTIONABLE TAKEAWAYS
- On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting.
- On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now.
- On a competitive discovery call: Start with why they bought their original solution and move to how their experience / goals have changed since then.
- Figure out where you stack on their priority list by asking: “When you’re on an all-hands, is this something people are talking about?”.
PATH TO PRESIDENT’S CLUB
- Enterprise Account Executive @ Lattice
- Commercial Account Executive @ Outreach
- Growth Account Direct, Mid-Market @ Demandbase
- Sr. Account Executive @ Ethos Lending LLC
RESOURCES DISCUSSED
