Podcast episode
Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
30 Minutes to President's Club9 Apr 202434 min
Description
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?” When dealing with technical buyers, always under promise so you don't lose credibility. PATH TO PRESIDENT’S CLUB Named Account Manager - Digital Natives UK @ Databricks Named Account Manager - Digital Natives @ Databricks Snr Manager, Commercial Sales, ANZ @ Databricks Enterprise Account Executive @ Databricks 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.
Slack based organization. So I would say whatever communication tool works best within your organization and you feel like are standard, sometimes DLBask is more email focused than they are Slack. They're like, this is overwhelming, way too many pings. They're much more email focused. “So like, I think it really depends on who you're reaching out to.” Engineering, obviously Slack, they hate emails, like make sure you kind of change it up based on your persona. So I'm curious about how you actually run that meeting because I've been in general networking meetings where we make small talk about, oh, you lived in London. You like coffee.
So we're aligned on making sure we're not over complicating things. But two, the way that I'm doing this is I usually ask the question, say you're evaluating a couple of technology solutions and the technologies actually result in the same outcomes. “What are the things that truly push one choice over the other?” And these are things outside of how engineers usually think around cost savings or SLAs, these checkbox kind of metrics. Then it gets you outside of, oh, I think I like the one that people like to use better