137 (Sell): Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)

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UserGems’ Job Change Sequence

FOUR ACTIONABLE TAKEAWAYS

• Start with a menu of pain: the 3 biggest problems that any given persona can face.
• Once you align on the problem, ask, “What’s prompting that need?”.
• You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
• Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ UserGems
• Enterprise+ Account Executive @ Outreach
• Enterprise Accounts, Financial Services @ Tableau Software
• Strategic Accounts @ PowerSchool

RESOURCES DISCUSSED

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