Podcast episode
Hall of Fame: Chase Macaione
30 Minutes to President's Club19 Aug 202434 min
Description
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 Join our weekly newsletter Things you can steal Chase Macaione's Discovery Call Prep Sheet & Guide 30MPC Training: 30mpc.com/training
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I call it build your own ICP. This is one that I stole from John McMahon. But basically, we sit down with the reps and have them go through the eight step program of basically building our ICP over again. Every company has an idea of what their ICP is. But I found that reps don't always understand why it is that way. “And so we start with what are our defensible product differentiators?” What can we do that nobody else can do? What pain points do those solve? What use cases do those pain points tie to? Who would own those use cases within an organization? What companies are most likely to have them where they're going to be the most valuable? And what that allows us to do is basically help the reps understand the why behind who
But I found that reps don't always understand why it is that way. And so we start with what are our defensible product differentiators? What can we do that nobody else can do? What pain points do those solve? What use cases do those pain points tie to? Who would own those use cases within an organization? “What companies are most likely to have them where they're going to be the most valuable?” And what that allows us to do is basically help the reps understand the why behind who they're calling on and be more informed and sharper when they get on those calls. Let's go. All right. What do we got for three? This one I call digital shadowing. It's maybe the most obvious one, but I have a remote team.
them to have thought through, hey, if everything goes the way that I want it to, what is going to happen at the end of this call? What am I going to find out? What am I going to suggest as next steps? For the prospect and company background, on the prospect side, some of it is just getting to know the prospect a little bit to show you've done research and, you know, “have some things to talk about. But I also have them look at things like have they published” posts or articles? And some of that is sizing up the prospect a little bit sort of externally looking at propensity to buy. I found that people that are building a career tend to be more out there from a LinkedIn perspective, or they've been in interviews, things along those lines. And