#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)

30 Minutes to President's Club | No-Nonsense Sales

Chase Macaione's Discovery Call Prep Sheet & Guide

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

  • How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.
  • What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.
  • Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.
  • List out discovery questions to get people from high-level pain to deeper pain.


PATH TO PRESIDENT’S CLUB

  • Director of Commercial Sales @ Zip
  • Sales Director @ Celonis
  • Strategic Account Executive @ Celonis
  • Regional Sales Manager @ Oracle


RESOURCES DISCUSSED

More description

Chase Macaione's Discovery Call Prep Sheet & Guide

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

  • How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.
  • What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.
  • Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.
  • List out discovery questions to get people from high-level pain to deeper pain.


PATH TO PRESIDENT’S CLUB

  • Director of Commercial Sales @ Zip
  • Sales Director @ Celonis
  • Strategic Account Executive @ Celonis
  • Regional Sales Manager @ Oracle


RESOURCES DISCUSSED

2024-03-14 33 min
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