162 (Sell): Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)

Download Danilo's Hypothesis-Driven Disco Call Framework

FOUR ACTIONABLE TAKEAWAYS

• 5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation”
• Use that research in the first 2 minutes of the call.
• Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone.
• Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you?

PATH TO PRESIDENT’S CLUB

• Sr. Account Executive @ Databricks
• Co-founder @ B2B Syndicate
• Flex Adjunct Sales Coach @ Satellite
• Account Executive, Named Accounts @ New Relic, Inc.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal