Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)

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1. 1:29

   And for someone working an enterprise deal, large complex sale may not mean the same thing. What you may be looking at is asking that question right away that you would normally say for a discovery call. Don't elongate the process for your prospects. “Number two, encourage disqualification.” And I use encourage here purposely because of two particular reasons. It's gonna psychologically draw you to that person based on their vulnerability, or you're gonna actually finally get the real objection that's holding them back.

   In Disqualification

2. 5:18

   or the sorts of customers that we work very well with, you're losing the person on the other end of the phone. All they're thinking is, what's in it for me? One of the things that I've heard in your value prop, I want to dig into it, is you're so cut and dry. “This is what the hell we do and why we solve it.” At Carta, I hear it all the time where people will be like, we automate and centralize as one source of truth everything related to your equity. It's like, guys, stop. You need valuation after you raise round, it is free. That's it. Super simple.

   In Value proposition

3. 9:42

   been in my family for 50 years, we don't want to do anything with it, perfect, have a great day if anything changes, here's my number. Or if someone says, hey, I bought this property five years ago, this tower thing is cool, I like the income, but it's just kind of there. “Now I can start to ask a few more questions around what's your knowledge of it?” Have you ever had anybody review your lease? And so I think if you want to put a bow on that, it's clarifying questions. So clarify that they're actually asking what they're telling you. Because they may be asking you X because they want to know Y.

   In Cold-call discovery questions

4. 14:24

   And so it works, guys. It really caught my eye. So anyways, Alex, you can keep going, man. Yeah. How do you not open that email? I guess is, I guess is the better question. And here's a cool one too, because I've recently changed my stance on this a bit is voicemails. Cold outreach. I leave a voicemail every single time. “If it's a later stage deal and you don't need to leave a voicemail, that's different.” But cold outreach. I'm leaving an email every time. Rarely is it longer than 10 seconds. Hey, it's Alex, tower point calling about the tower at this address. Give me a call back. And I'll keep going with this sprinkle in some emails here and there, right?

   In Voicemail leave strategy

5. 17:49

   And the reason I ask is so I can put that in our CRM so we know not to bug you anymore. And oftentimes they'll tell me somebody that I know, like my company replaces a lot when we're selling our ERP system. So I'm leveraging that, hey, don't want to bug you to turning it into something that I can actually use in the future to help them. Right. “And it all goes back to removing the friction, right?” We always have to remember that the person on the other end of the phone is trying to milk every second out of their day to do their job. They don't care about us. They don't care about our phone calls. And so if you need to get uncomfortable and let them know right away, get that quick.

   In Market-entry offer design

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