Podcast episode
Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
30 Minutes to President's Club12 May 202033 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat First is best. Rank your top buying signals. The moment you find one, use it and move on. Use situational questions to narrow down the key problem areas in a discovery. Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit. Joe Caprio's Path to President’s Club: Co-Founder, Reprise (today) VP Sales, Chorus VP Sales, InsightSquared RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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your employee growth and I can try to suss out, you know what I mean, I can look at Crunchbase and see when you raised, and I can try to figure out if you're hiring or not, or I can just ask you some really basic situational questions. How many reps do you have? Cool. How many are you going to finish the year with? If the delta between what you have and what you'll finish with is 30% headcount growth, “I'm going to say, cool, how long does it take to get them onboarded?” If the delta between how many reps you have and how many reps you're going to finish the year with is a 5% growth, I'm going to say, great, how many of those veteran reps hit their number last month? And so a situational question like how big is your team and how big is it going to be spits out whether the pain thread is employee growth or quota attainment.
And they're saying the first trigger is the best trigger, so just use that unless it doesn't apply. And literally prioritize the pieces of research that you would use, and just go until you have the answer that you need to get the conversation going. Same thing with a discovery call. What do I need to say to you to get you talking? “That's the only research I need.” How do you balance? Let's say you get thrown into a room with three people in three different departments with three different jobs. And somehow you got to navigate a discovery with people who all have completely different competing intentions. Do you take the meeting at all? Do you try to dice it up? How do you navigate that situation? Yeah, you got to stand tall, and you got to own your space.
And somehow you got to navigate a discovery with people who all have completely different competing intentions. Do you take the meeting at all? Do you try to dice it up? How do you navigate that situation? Yeah, you got to stand tall, and you got to own your space. That's it. Every person on that call has a reason to be on that call, and if you know their roles, you should look them up ahead of time. They're on the invite. “You go on LinkedIn, you find out what they do, and you ask yourself, why is that person” involved in this sale? Hopefully it's a role that you've sold to in the past. And if it's not, call it out in the first two seconds and say, hey, I never usually see CISOs on my call, so I'm really curious what brought you here today, and have that dialogue about why they're in the meeting. That's step one. There should be no people in the wrong place.