131 (Sell): Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)

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FOUR ACTIONABLE TAKEAWAYS

• Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision.
• If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens.
• Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting.
• If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery.

PATH TO PRESIDENT’S CLUB

• Go-to-Market @ Kleiner Perkins
• Director, GTM @ Unusual Ventures
• Regional Director, East @ MongoDB
• Director, Sales & Product GTM @ New Directions Behavioral Health

RESOURCES DISCUSSED

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• Things you can steal