Podcast episode
Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
30 Minutes to President's Club16 Apr 202433 min
Description
FOUR ACTIONABLE TAKEAWAYS Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them. Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers. Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens. Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together. PATH TO PRESIDENT’S CLUB Strategic Enterprise Sales @ Rubrick, Inc. Strategic Enterprise Sales @ People.ai Enterprise Sales @ App Dynamics Enterprise Sales @ Xactly Corp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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call was you're extremely intentional as it relates to how you carve up your territory. Talk to me about your general thinking around how you're carving up your territory. Yeah, absolutely. I think it's such a good lead in, right? Because the company and the comp plan has told us, here's where you should go spend your time from a product mix perspective, net logo, all the stuff you mentioned. “Now we as sellers, it's our job to look across our territory and think to ourselves, how” are we going to stack rank this? How are we going to prioritize certain accounts? One of the examples I gave is in a certain industry, if you're strong, you use that. But there's so many different data points that we can look at. Leverage. And I think whether you're at a startup or like an early-stage company or a mature company, you can find these data points.
But there's so many different data points that we can look at. Leverage. And I think whether you're at a startup or like an early-stage company or a mature company, you can find these data points. So just some of the ones that I think about. If your company has any ICP data, ideal customer profile data, you should be using that hands-down, right? “That should be one of the first things you look at because it's an indicator of people with propensity to buy in a certain sector that look like other customers.” I also want to understand total addressable market in an account. So if I go spend all the time it's going to take, especially in that new logo, the company's incentivizing that, probably going to take a significant amount of time.
That should be one of the first things you look at because it's an indicator of people with propensity to buy in a certain sector that look like other customers. I also want to understand total addressable market in an account. So if I go spend all the time it's going to take, especially in that new logo, the company's incentivizing that, probably going to take a significant amount of time. “If I go do that, is there a run or a track to a larger deal somewhere else within that company? So one, is my time worth spending there?” I love also past opportunities. I want to see what accounts have we touched before? That's an indicator of whether I can go have a warm conversation.
“One thing I'm really big on too, how do I enable my ecosystem to go sell for me? How do I enable different people in the business, partners, channel partners, like friends who sell into similar circles? How do I go tell them the story at scale? So they can go tell someone on those accounts, Hey, you should meet with Jacob and Rubrik.” So how are you doing that, Jacob? Are you just texting Jen and being like, yo, I'm selling to CISOs. I think you talked to him a few times. Here's a one pager on us. So I'm curious, how have you gotten other people in the ecosystem to sell or make intros on your behalf? I think a lot of people struggle with it, Nick. Obviously, if they work everywhere.
In Referrals
I know everything about them. I know that the CISO, his son plays soccer here. He probably would be really mad that I knew that because it's security. But I know everything about those people. The next set is what we would call focus, right? So we know 50% of the things we need to know about them. We know enough to be dangerous. “And then that bottom set is just waiting to be slotted in when I learn something and the” top two, hyper-focus or focus, doesn't align. I got to bring them out. Let's bring someone else up. So I've been really curious about prospecting into CISOs because I go on LinkedIn, and it seems like every couple of weeks, I see an angry post from a CISO saying, I hate salespeople.
I'm curious if you feel that might be different in prospecting with the security persona. Definitely. So I think one thing in the security space that I personally have eliminated is the personalization. I have found that people are over that situation. I think the CISOs generally are. “I'm looking for relevance, right?” I'm going to go find something that someone in the company publicly stated, whether that's a revenue growth goal, a business trajectory goal, a challenge that they're facing, risk mitigation, decreased costs. It might come from a quarterly report. It might come from an investor presentation. It might come from a keynote.