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
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
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.
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. Oh, that's a cute picture of a dog behind you and I walk away being like, I didn't really understand anything about this person's expertise and I don't even know if I feel like I can
show up with that call, with a point of view. Can you talk to us about what happens in your pre-meeting prep? Yeah, and I think the thing that's great about engineering is they're very direct and honest. When I'm prepping to have that first call, a lot of the research I'm doing is actually “off of LinkedIn profiles, as well as off job listing.” So a lot of engineering job listings will list the types of So there are a lot of tools and technology that someone should be familiar with in order to have that job.
In Prospecting
But I've tried my best to really piece this together as best as I can. So folks, one piece of context for you all is a big piece of what Shelby sells is dependent and like integrated into the technology architecture that your customers, your prospects have Shelby. “And so it's really important that you understand their architecture, because that's going to impact what you sell, how you sell it, if you can sell, etc.” And so showing up with your point of view on how their tech stack is built is really important. Are you presenting a diagram? Are you just like rattling off? Here's what I know. How early in the call do you do it? I'd love to understand more. So I usually will focus on three main areas.
And so it's really important that you understand their architecture, because that's going to impact what you sell, how you sell it, if you can sell, etc. “And so showing up with your point of view on how their tech stack is built is really important.” Are you presenting a diagram? Are you just like rattling off? Here's what I know. How early in the call do you do it? I'd love to understand more. So I usually will focus on three main areas. In building out a data lake, it's fed into a data lake, and then you have to consume it.
In Prospecting
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.