30 Minutes to President's Club | No-Nonsense Sales #169 - Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB)
11 snips
May 10, 2023 AI Snips
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Episode notes
Question-Based Call Prep
- Prepare your pre-call by organizing notes as questions to validate your point of view from research.
- Ask targeted, specific questions to uncover key business insights for deeper engagement.
Handle Impatient Execs Gracefully
- When pressed by execs for quick pitches, start with your point of view on how you help.
- Then request permission to ask deeper discovery questions to tailor your solution.
Avoid Feature Bingo Trap
- When buyers ask feature-level questions, don't fall into feature bingo.
- Shift conversation to broader goals and show how your solution addresses needs beyond baseline features.