#148 - Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
- Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
- Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.
- Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
- Leverage your own senior leaders to story-tell and pull in the people at power during the demo.
PATH TO PRESIDENT’S CLUB
- Enterprise Account Executive @ Pave
- Healthcare & Life Science Account Executive @ Carta
- Client Strategist @ PwC
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