Podcast episode
Hall of Fame: Chris Orlob
30 Minutes to President's Club27 May 202431 min
Description
FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language. Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions) PATH TO PRESIDENT’S CLUB Co-Founder & CEO @ Stealth Startup Director of Sales & Go-To-Market @ Gong Co-Founder & CEO @ Conversature Regional Sales Manager - New Business @ InsideSales.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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I can probably stop. Chief revenue officer, they say they care about coaching and they do. It's never gonna show up on their priority slide. Close rates though, if they're painful enough, that's gonna show up there. So that's the advice I would have. You have to know your economic buyer. Who is it? “What do they care about?” And if you've peeled the onion far enough where plausibly what you're talking about could be on the priority slide they present to the board or their boss or whatever, then you've probably gone far enough. I wanna ask you about the root cause focus that you were talking about earlier,
But the point is you gave them the freedom to choose. And now you have all the leeway in the world to ask a series of three to five diagnostic questions that get them to think about root cause that your product solves. Now, where you get really good with this is when those questions “ask about root causes that your product solves and your competitors don't. That's when you start” rigging deals in your favor, right? Because if you get a customer to agree, yeah, that, you know, root cause of the problem, that's definitely part of it. And that's only something your product can capitalize on and your competitors can't. The buying criteria is starting to form against them and in your favor. Could you give a couple of examples? And if it's helpful to use