#157 - Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)

30 Minutes to President's Club | No-Nonsense Sales · Mar 8, 2023 · 30m

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UserGems’ Job Change Sequence

FOUR ACTIONABLE TAKEAWAYS

Start with a menu of pain: the 3 biggest problems that any given persona can face.

Once you align on the problem, ask, “What’s prompting that need?”.

You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).

Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.

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Enterprise Account Executive @…