#157 - Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
30 Minutes to President's Club | No-Nonsense Sales
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How to Choose the Altitude of the Menu of Pain
How do you choose the altitude of the menu of pain that you are presenting to them? Because I imagine you could be like the way that you voice it over. So if I'm sitting here thinking about how I'm going to apply this to my sales work, how should I think about the way that I talk about those problems or initiatives? Yeah, that's really important. The first one is their persona, right? because all of us have buying committees that have three to eight different personas or departments. Above the line means like generally director and above VP and above. They care about risk. And so it's really important to understand where you are in the power line of the organization
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