Podcast episode
Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)
30 Minutes to President's Club17 May 202329 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ZoomInfo: 5 Plays, 30MPC Style FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor @ Washington State University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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they are, thought about a customer example you wanted to share. That's really easy. You don't need to be an expert to do that. But then you show up and you ask questions. You ask questions to understand their business. You ask questions to uncover a pain. You ask questions so that the rest of the call, after that five minutes of questions, “can be tailored and specific to them.” And if you get super nervous up front and you never get to those questions and you're not good enough to hear the answers to those questions and then respond for the rest of the call with something that's specific around those responses, then you just show up looking less prepared and less specific to the prospect.
is ask me some questions about my business that are not generic. You can't ask me like how big we are or what our revenue goal is or something that's like too broad. “I don't want too broad of questions. I want it specific and you can have five minutes to do that.” After that, 10 even. But after that, what I really want is for you to give me some insights. Teach me something that I don't already know.
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