Latest / 30 Minutes to President's Club | No-Nonsense Sales
#156 - Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)
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FOUR ACTIONABLE TAKEAWAYS
On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting.
On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now.
On a competitive discovery call: Start with why they bought their original solution and move to how their experience / goals have changed since then.
Figure out where you…
The skinny
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