137 (Sell): Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 UserGems’ Job Change Sequence FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool RESOURCES DISCUSSED Join our weekly newsletter Things you can steal