211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)

FOUR ACTIONABLE TAKEAWAYS

• Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.
• Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers.
• Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens.
• Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together.

PATH TO PRESIDENT’S CLUB

• Strategic Enterprise Sales @ Rubrick, Inc.
• Strategic Enterprise Sales @ People.ai
• Enterprise Sales @ App Dynamics
• Enterprise Sales @ Xactly Corp

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