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#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
Chase Macaione's Discovery Call Prep Sheet & Guide
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.
What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.
Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.
List out discovery questions to get people…
The skinny
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