Podcast episode
Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)
30 Minutes to President's Club20 Sept 202331 min
Description
Download Danilo's Hypothesis-Driven Disco Call Framework FOUR ACTIONABLE TAKEAWAYS 5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation” Use that research in the first 2 minutes of the call. Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone. Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you? PATH TO PRESIDENT’S CLUB Sr. Account Executive @ Databricks Co-founder @ B2B Syndicate Flex Adjunct Sales Coach @ Satellite Account Executive, Named Accounts @ New Relic, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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We actually put together an entire resource hub with Pipedrive to help you get to precedence club and you can get them for free in the 30 MPC Pipedrive closures hub. The link is in the show notes. All right, Danilo. Let's begin with the show. We start every single episode with your top three actionable takeaways. So let's get your three. Sure. No problem, Nick. “So number one is to research your prospect as much as you research the actual company.” So at a minimum, sellers should be Google news searching and Google searching the first and last name of their prospect. Number two, they should be looking for a website called ListenNotes.com where they can actually type in the name of anybody and find a list of podcasts that they've appeared on. Number three is look for their social media channels.
the context has been. So a real example I can give you is there was a CEO I was trying to prospect of a healthcare company. And I found a podcast that he was on from ListenNotes.com. And so what I did was I listened and I found out his personal story on why he decided to get into the healthcare business. And it had to do with something in his childhood. So using that, “I crafted a personalized video actually, where I use some of the things I learned in the podcast” and actually included that in the video. And so that's going to help me again, stand out from 99% of other people who just wouldn't go that extra mile to do that. So that's how I'd approach the time investment. But also how do you use those insights to actually form your outreach or use
So what you're doing is you're finding, hey, you're active in M&A and then you're priming them with common obstacles that you can solve for that come up when M&A happens. So you say typically when someone's going through M&A, the problems that we can oftentimes help with are A, B, and C. “So you're essentially taking that big motivation, but then you're slotting in the specific outcomes that you can support to help that big picture.” So I want to continue to follow this thread. Let's say that we're talking about this M&A activity, for example, and Databricks is helping with A, B, and C, right? And they continue to say like, yeah, all those are sort of blockers.