25 min listen
202 (Lead) How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
202 (Lead) How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
ratings:
Length:
33 minutes
Released:
Mar 14, 2024
Format:
Podcast episode
Description
Chase Macaione's Discovery Call Prep Sheet & Guide
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
Join our weekly newsletter
Things you can steal
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
Join our weekly newsletter
Things you can steal
Released:
Mar 14, 2024
Format:
Podcast episode
Titles in the series (100)
6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting): Ryan Reisert is a complete savage on the phones, hitting 5000 dials a month. This one includes a complete cold call teardown with strategies we’ve never seen before. Four Actionable Takeaways:Open every conversation with “Hey it’s Ryan Reisert”, then stop.When they answer, ask if you can get 27 seconds to tell them why you’re calling?Work in buckets for everything - finding accounts, researching contacts, making dials.Document the path. Every time you hit a phone tree, write the dial path down.Ryan Reisert’s Path to President’s Club:Sales Director, ConnectAndSellAuthor, Outbound Sales, No FluffFounder, The Sales Developers======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales