30 Minutes to President's Club | No-Nonsense Sales #204 - Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)
22 snips
Sep 20, 2023 Guest Danilo Capric, Sr. Account Executive at Databricks, discusses using hypothesis-driven discovery in sales, bucketing buyers with a market approach, and the importance of researching prospects. Other topics include sales engagement best practices, breaking the habit of talking about the weather, and key elements for a successful pre-meeting agenda email.
AI Snips
Chapters
Transcript
Episode notes
Research The Person, Not Just The Company
- Google-search your prospect's name and company before outreach and include findings in your message.
- Use ListenNotes and social channels and mention dissertation work for PhDs to stand out quickly.
Open With A Hypothesis, Not Questions
- Stop using canned discovery questions and present a hypothesis on the call instead.
- Use the hypothesis to provide a fresh experience and prompt correction or confirmation from the buyer.
Push Back To Reveal Commitment
- Challenge prospects respectfully about fit by asking how they concluded you're a fit.
- Let them convince you and reveal commitment and real drivers behind the conversation.