Podcast episode
Hall of Fame: Doug Landis
30 Minutes to President's Club18 Mar 202432 min
Description
FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “why change?” and “why now?”. Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions. Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep. PATH TO PRESIDENT'S CLUB Growth Partner @ Emergence Capital Chief Storyteller @ Box VP of Sales & Productivity @ Box Sr Director, Corporate Sales Productivity @ Salesforce RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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What's number two, Doug? Number two, I call it why change? This is kind of my anti-discovery phase. If you think about it, at the end of the day, we have done a terrible job for all of you sellers because we've drilled qualification criteria like BANT, TEMP, ANM, whatever, NEET, whatever acronym you want to come up with. “We also compile that with discovery questions that you should be asking to really understand” the pain and the problem. At the end of the day, as a buyer, none of that is beneficial to me and oftentimes not even relevant. The reality is the conversation that I want to have, and I highlight the word conversation because at the end of the day, we should be having a business conversation, not discovery
of sales all day, every day, that you're going to have to go through and sell this internally. There's going to be a process. We'll talk about that. But fundamentally, as your boss, as your CFO, I guarantee you, they're going to want to know, well, why do we have to do this now versus waiting? “If you come to them with, hey, listen, if we don't do this now, it's going to cost us.” We're losing customers. There's just more difficulty and it's costing in the long run. That's the things that. What you did in that role play was really powerful, Doug, because I used to get trained, I should be asking my customer, when are you looking to make a decision? And I started asking
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