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
