130 (Sell): Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)

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FOUR ACTIONABLE TAKEAWAYS

• Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
• Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. 
• Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
• Leverage your own senior leaders to story-tell and pull in the people at power during the demo.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ Pave
• Healthcare & Life Science Account Executive @ Carta
• Client Strategist @ PwC

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