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FOUR ACTIONABLE TAKEAWAYS
On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting.
On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now.
On a competitive discovery call: Start with why they bought their original solution and move to how their experience / goals have changed since then.
Figure out where you stack on their priority list by asking: “When you’re on an all-hands, is this something people are talking about?”.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Lattice
Commercial Account Executive @ Outreach
Growth Account Direct, Mid-Market @ Demandbase
Sr. Account Executive @ Ethos Lending LLC
RESOURCES DISCUSSED
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Things you can steal
136 (Sell): Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
