30 Minutes to President's Club | No-Nonsense Sales #204 - Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)
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Sep 20, 2023 Guest Danilo Capric, Sr. Account Executive at Databricks, discusses using hypothesis-driven discovery in sales, bucketing buyers with a market approach, and the importance of researching prospects. Other topics include sales engagement best practices, breaking the habit of talking about the weather, and key elements for a successful pre-meeting agenda email.
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Personal Podcast Story Became A Video Outreach
- Danilo listened to a CEO podcast and used the CEO's childhood story in a personalized video outreach.
- That extra personalization made him stand out and helped secure attention from the target.
Lead With Personal Rapport In First 2 Minutes
- Use personal details found in research as the first two minutes of a call to build rapport.
- Let prospects speak about themselves early to lower their guard and increase information sharing.
Ask Permission Before Presenting Your POV
- Ask permission to present your hypothesis and offer the prospect the choice of direction for the call.
- This gives them control and increases openness to your POV.