Podcast episode
Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
30 Minutes to President's Club8 Mar 202330 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 UserGems’ Job Change Sequence FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
the thing. And so now you can start addressing the real need. Right. I mean, what I think too many reps do is they take that first statement at face value. And you were lucky in that scenario where a lot of times, especially with inbound leads, prospects will probably come to you and “say, hey, we really need a system to be able to track job changes, right? They've already” come to you with the solution in mind. You're doing a good job in the beginning of at least getting them to the problem, which is, OK, we need more pipeline. And when they say we need more pipeline, most reps go awesome. We can help with that. Let me immediately shift into sharing