#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
30 Minutes to President's Club | No-Nonsense Sales
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How Do I Ask Those Questions to a Prospect?
If you're doing it from a genuine stance of curiosity and you've done the upfront effort to know about their business, it doesn't feel offensive. Blindly asking why or just like asking close ended one sided questions can feel affirmative to a prospect. A champion is going to be able to say, yeah, like this is a big problem. This made it into the board meeting. And if I don't get it fixed, there's going to be a personal ramifications in the MIT team. So then try to dig into the blast radius of a pain that you've just uncovered, right? The company has probably uncovered itself every 10-18 months for five years. Curiosity with where it
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