Podcast episode
How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
30 Minutes to President's Club14 Mar 202433 min
Description
Chase Macaione's Discovery Call Prep Sheet & Guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing. List out discovery questions to get people from high-level pain to deeper pain. PATH TO PRESIDENT’S CLUB Director of Commercial Sales @ Zip Sales Director @ Celonis Strategic Account Executive @ Celonis Regional Sales Manager @ Oracle 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.
Every company has an idea of what their ICP is, but I found that reps don't always understand why it is that way. And so we start with what are our defensible product differentiators? What can we do that nobody else can do? What pain points do those solve? What use cases do those pain points tie to? “Who would own those use cases within an organization?” What companies are most likely to have them where they're going to be the most valuable? And what that allows us to do is basically help the reps understand the why behind who they're calling on and be more informed and sharper when they get on those calls. Let's go. All right. What do we got for three? This one I call digital shadowing. It's maybe the most obvious one, but I have a remote team.
why it is that way. And so we start with what are our defensible product differentiators? What can we do that nobody else can do? What pain points do those solve? What use cases do those pain points tie to? Who would own those use cases within an organization? “What companies are most likely to have them where they're going to be the most valuable?” And what that allows us to do is basically help the reps understand the why behind who they're calling on and be more informed and sharper when they get on those calls. Let's go. All right. What do we got for three? This one I call digital shadowing. It's maybe the most obvious one, but I have a remote team.
people how to fish a little bit. So there's four main sections to it. You have first prep, which I'll go into each of these in a little more detail, then essentially a note taking template for when you're on the call, then a series of bucketed discovery questions to ask kind of pre bucketed “for you. And then last but not least, debrief questions to kind of review the call overall and” decide how qualified it is. All right, Chase. So you have a few different sections of this doc. For everyone who wants to follow along, you can go check out the show notes and we will link to this doc so you can follow along on your own. What Chase has built is a step by step discovery prep
book a demo, book a value consulting, whatever. But you want that next part of that sentence, which is, yeah, but why? And how do we know that you're actually engaged when you're doing that? We're not just booking a demo because that's what you do next. You're booking a demo and I'm seeing you invest into this cycle “rather than just showing up for a demo.” Like that second sentence is what you're really after. Yeah, absolutely. And I think one of the things that there needs to be some room for is some flexibility on exactly what those next steps are. How can you say before you get on a call that a demo is the next step that we should be closing for? You're not going to know until you've had that conversation
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.