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

30 Minutes to President's Club | No-Nonsense Sales

Контент предоставлен Sean Yuan, Nick Cegelski, and Armand Farrokh. Весь контент подкастов, включая выпуски, графику и описания подкастов, загружается и предоставляется непосредственно Sean Yuan, Nick Cegelski, and Armand Farrokh или его партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.

1y ago 39:40

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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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#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales