162 (Sell): Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
162 (Sell): Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)
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
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