#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)

30 Minutes to President's Club | No-Nonsense Sales · Jan 25, 2023 · 39m

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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…