Recommended for:
- When your account is mid-size to enterprise, which means deals typically involve multiple stakholders and executives.
- Ask these questions after finishing your first discovery/demo call with your main champion to have them introduce you to the rest of the buying group.
1 - End your call with 3 questions
How folks typically evaluate [my product] is by involving Personas X, Y, and Z.
Persona X is involved because they are usually feeling [pain 1,2,3].
Persona Y is impacted by [pain 4,5,6]
--> To what extent are Personas X & Y being affected in your org?
--> Who else's team is also being affected?
--> Would involving Persona X in our next meeting make the most sense or would another next step be better?
Persona X is involved because they are usually feeling [pain 1,2,3].
Persona Y is impacted by [pain 4,5,6]
--> To what extent are Personas X & Y being affected in your org?
--> Who else's team is also being affected?
--> Would involving Persona X in our next meeting make the most sense or would another next step be better?
The introductions are their idea.
You are teaching them how to buy.
They are teaching you how their organization works.
Win / win / win.
You are teaching them how to buy.
They are teaching you how their organization works.
Win / win / win.