Mastering Required Capabilities in Sales Conversations

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