#344 - Hall of Fame: Chase Macaione
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
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
2024-08-19
34 min
Listen elsewhere
Available Results
Generated results are saved to your library for reuse and search.
No generated results are available for this episode yet.
Transcript
No transcript is available for this episode yet.
Sign in to generate a transcript for review.
Sign in
Chapters
No chapters available.