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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And so, in that run-up, you need to be sitting down with my team and saying, hey, got the call with Henry. It's in three days. Tell me how calls with Henry go. What does he care about? Does he know about these things? Who are the companies that he respects the most? “What is he going to respond to in the product the most?” Is there some initiative he's talked about internally that aligns to this solution that we can be talking about? And then even if you show up and you go, hey, Henry, I spent a good amount of time with your team. And what they told me was you care most about these five things. Boom, boom, boom, boom, boom. Is that right?