Show notes
FOUR ACTIONABLE TAKEAWAYS
- Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
- Avoid deep-diving into features until you've established “why change?” and “why now?”.
- Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.
- Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.
PATH TO PRESIDENT'S CLUB
- Growth Partner @ Emergence Capital
- Chief Storyteller @ Box
- VP of Sales & Productivity @ Box
- Sr Director, Corporate Sales Productivity @ Salesforce
RESOURCES DISCUSSED
