#156 - Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)

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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

RESOURCES DISCUSSED

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Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

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

RESOURCES DISCUSSED

2023-03-01 34 min

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