Podcast episode
Hall of Fame: Henry Schuck
30 Minutes to President's Club20 May 202429 min
Description
FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor @ Washington State University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
account executive job post, the VP of sales' job post, the director of sales' job post. That will tell you exactly what your prospects and your users are going to be metrics against, of responsible for, held accountable for. And then you can go into a call and line that up. “Hey, I looked at your job posting.” It said that you're going to be responsible for doing cold outreach, cold email, cold calling. Let me show you how 35,000 customers leverage us exactly for that. It's this key piece of intelligence.
competitor has 150 million contacts. Wrapping your head around the difference between 150 and 260 million contacts is next to impossible. And so I'm always looking at how do I solve your “if you're telling me it's a problem and then I solve it, there is value” on the other side of that that's being realized that I can't realize if I'm just selling you company information and contact information. So this is all the best practice of when you see a rep or yourself selling to another executive. Well, I actually want to ask you about when you are
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