Podcast episode
Hall of Fame: Shelby Ferson
30 Minutes to President's Club14 Oct 202436 min
Description
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?” When dealing with technical buyers, always under promise so you don't lose credibility. PATH TO PRESIDENT’S CLUB Named Account Manager - Digital Natives UK @ Databricks Named Account Manager - Digital Natives @ Databricks Snr Manager, Commercial Sales, ANZ @ Databricks Enterprise Account Executive @ Databricks RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So I would say whatever communication tool works best within your organization and you feel like are standard. Sometimes DLDask is more email focused than they are Slack. They're like, this is overwhelming, way too many pings. They're much more email focused. So like, I think it really depends on who you're reaching out to. Engineering, obviously Slack, they hate emails. “Like, make sure you kind of change it up based on your persona.” So I'm curious about how you actually run that meeting, because I've been in general networking meetings where we make small talk about, oh, you lived in London, you like coffee. Oh, that's a cute picture of a dog behind you. And I walk away being like, I didn't really understand anything about this person's expertise. And I don't even know if I feel like I can call on them.
So what, especially when you're dealing with technical people, it's like, if you say, hey, it's going to be 11% faster, and it's 10.5, just lost your credibility. And it matters. “So I usually, what I'll say is, you know what, this product, I don't think it ticks your boxes.” This is what requirements you need. It's actually not ticking all of them. It's only ticking 90%. So I just don't think you should try it. And they're like, oh no, that's okay. And once they correct the requirements for you, and you are saying, okay, but just remember,
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