137 (Sell): Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
137 (Sell): Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
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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
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