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FOUR ACTIONABLE TAKEAWAYS
Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision.
If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens.
Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting.
If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery.
PATH TO PRESIDENT’S CLUB
Go-to-Market @ Kleiner Perkins
Director, GTM @ Unusual Ventures
Regional Director, East @ MongoDB
Director, Sales & Product GTM @ New Directions Behavioral Health
RESOURCES DISCUSSED
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Things you can steal
131 (Sell): Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
