Download Danilo's Hypothesis-Driven Disco Call Framework

FOUR ACTIONABLE TAKEAWAYS

5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation”

Use that research in the first 2 minutes of the call.

Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone.

Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you?


PATH TO PRESIDENT’S CLUB

Sr. Account Executive @ Databricks

Co-founder @ B2B Syndicate

Flex Adjunct Sales Coach @ Satellite

Account Executive, Named Accounts @ New Relic, Inc.


THE LATEST FROM 30MPC

Tactic TV

Toolkits & Templates

Twitter

YouTube


THINGS YOU CAN STEAL

Prospecting
●    Lavender: Sales Email Frameworks
●    ZoomInfo: 5 Plays, 30MPC Style
●    Woodpecker: Nick’s Sales Cadence
●    Orum: 5 Cold Call Objection Talk Tracks
●    Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
●    Boomerang: Tactics for Peak Productivity
●    Hireframe: Fast Track your Prospecting
 
Discovery & Demo
●    Clari: How to Sell to the CFO
●    Calendly: Templates & Scripts for Every Sales Meeting
●    Klue: Dismantling Competitors
 
Sales Process
●    Demandbase: 6 Templates to Accelerate Deals
●    Gong: Master Class
●    Qwilr: Multithreading Power Plays
●    Outreach: 1 Sequence to Create and 5 Templates to Close
●    Accord: Business Case Template
●    Prolifiq: Relationship Mapping Playbook
●    Salesloft: Selling to Power
 
ONE ASK
 
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
 
It will increase your chances of making President’s Club by 227%.
 
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