#204 - Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)

#204 - Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)

Last week to pre-order! Save $100 on our new Social Selling course with Sam McKenna before October 19. Pre-order here → Download Danilo's Hypothesis-Driven Disco Call Framework FOUR ACTIONABLE TAKEAWAYS 5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation” Use that research in the first 2 minutes of the call. Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone. Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you? PATH TO PRESIDENT’S CLUB Sr. Account Executive @ Databricks Co-founder @ B2B Syndicate Flex Adjunct Sales Coach @ Satellite Account Executive, Named Accounts @ New Relic, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training

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#617: Three Steps to Use LinkedIn to Find More Prospects | Charlotte Johnson | 30MPC Hall of Fame

#617: Three Steps to Use LinkedIn to Find More Prospects | Charlotte Johnson | 30MPC Hall of Fame

Grab the free Sales Nav Filters + Inbound Alerts toolkit: https://www.30mpc.com/blog/social-selling-the-warm-pipeline-machine Pre-order the course and save $100 before Oct 19: https://30mpc.com/cours...

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#616: How I Use LinkedIn Sales Navigator to Find Warm Leads (Crash Course)

#616: How I Use LinkedIn Sales Navigator to Find Warm Leads (Crash Course)

Grab the free Sales Nav Filters + Inbound Alerts toolkit: https://www.30mpc.com/blog/social-selling-the-warm-pipeline-machine Want the full social selling playbook? Pre-order the course and save $100...

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#615: How to Master Social Selling on LinkedIn to Book Meetings | Kade Hinkle | 30MPC Hall of Fame

#615: How to Master Social Selling on LinkedIn to Book Meetings | Kade Hinkle | 30MPC Hall of Fame

Save your seat for the Social Selling Masterclass: https://www.30mpc.com/episodes/the-social-selling-masterclass Want the full social selling playbook? Pre-order the course and save $100 before Oct 1...

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#614: How to Use LinkedIn Sales Navigator for Lead Generation

#614: How to Use LinkedIn Sales Navigator for Lead Generation

Grab the free Sales Nav Filters + Inbound Alerts toolkit: https://www.30mpc.com/blog/social-selling-the-warm-pipeline-machine Want the full social selling playbook? Pre-order the course and save $100...

6 Loka 19min

#613: Master Parallel Selling Strategies to Speed Up Every Deal | Sam Mckenna | 30MPC Hall of Fame

#613: Master Parallel Selling Strategies to Speed Up Every Deal | Sam Mckenna | 30MPC Hall of Fame

Save your seat for the Social Selling Masterclass: https://www.30mpc.com/episodes/the-social-selling-masterclass Want the full social selling playbook? Pre-order the course and save $100 before Oct 1...

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#612: Sales Kickoff Masterclass: The Ultimate Planning Guide

#612: Sales Kickoff Masterclass: The Ultimate Planning Guide

Last week to pre-order! Save $100 on our new Social Selling course with Sam McKenna before October 19. Pre-order here → Kayde Givens has planned 16+ sales and revenue kickoffs. She shares her complet...

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Introducing: The Warm Pipeline Machine (Social Selling Course)

Introducing: The Warm Pipeline Machine (Social Selling Course)

Grab the free Sales Nav Filters + Inbound Alerts toolkit: https://www.30mpc.com/blog/social-selling-the-warm-pipeline-machine Want the full social selling playbook? Pre-order the course and save $1...

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#611 - The Sales Leader SKO Survival Guide | JD Miller | 30MPC Hall of Fame

#611 - The Sales Leader SKO Survival Guide | JD Miller | 30MPC Hall of Fame

Last week to pre-order! Save $100 on our new Social Selling course with Sam McKenna before October 19. Pre-order here → JD Miller breaks down how to choose the right theme, structure the agenda, run ...

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