#272 - Hall of Fame: Doug Landis
FOUR ACTIONABLE TAKEAWAYS
- Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
- Avoid deep-diving into features until you've established “why change?” and “why now?”.
- Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.
- Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.
PATH TO PRESIDENT'S CLUB
- Growth Partner @ Emergence Capital
- Chief Storyteller @ Box
- VP of Sales & Productivity @ Box
- Sr Director, Corporate Sales Productivity @ Salesforce
RESOURCES DISCUSSED
More description
FOUR ACTIONABLE TAKEAWAYS
- Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
- Avoid deep-diving into features until you've established “why change?” and “why now?”.
- Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.
- Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.
PATH TO PRESIDENT'S CLUB
- Growth Partner @ Emergence Capital
- Chief Storyteller @ Box
- VP of Sales & Productivity @ Box
- Sr Director, Corporate Sales Productivity @ Salesforce
RESOURCES DISCUSSED
2024-03-18
32 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.