FOUR ACTIONABLE TAKEAWAYS

Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.

Avoid deep-diving into features until you've established “why change?” and “why now?”.

Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.

Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.

PATH TO PRESIDENT'S CLUB

Growth Partner @ Emergence Capital

Chief Storyteller @ Box

VP of Sales & Productivity @ Box

Sr Director, Corporate Sales Productivity @ Salesforce

RESOURCES DISCUSSED

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