Chase Macaione's Discovery Call Prep Sheet & Guide
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.

What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.

Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.

List out discovery questions to get people from high-level pain to deeper pain.


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Director of Commercial Sales @ Zip

Sales Director @ Celonis

Strategic Account Executive @ Celonis

Regional Sales Manager @ Oracle


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202 (Lead) How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)

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No matter where they are in your sales cycle. 

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How To Move Indecisive Customers With The JOLT Effect

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Shadowing to remind yourself and your reps of the basics to spot opportunity areas

Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them

Always level with reps before you shadow a call to clarify the role they want you to play on the call & tell them what you hope

Use "Mr.Potato Head" personalization to ramp reps from generic persona based personalizaiton, to trigger based personalization, to full email personalization


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Head of Sales @ Pulley

Senior Manager, New Business Sales @ Lattice

Director of Sales Development @ Lattice

Head of Sales Development @ Lattice


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218 (Lead) Shadowing Sales Calls The Right Way (Paul Canty, Pulley)

FOUR ACTIONABLE TAKEAWAYS

When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise

When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions

When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..." 

Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers


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Chris' Newsletter "The Edge"

May Special: Negotiation ft. Chris Voss (part 2)

FOUR ACTIONABLE TAKEAWAYS

Before agreeing to a give, ask what they’re willing to bring to the table.

Map out every step of the process to the signature with actions, owners, and dates.

Send a recap to the buyer of where they are in the journey after every discovery call.

Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details.


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Director, Enterprise Sales @ Drift

Former VP Sales @ Altocloud | Acquired by Genesys

Former Direct, Sales @ SmartBear


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Hall of Fame: Miles Kane Ep. 103

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Ask your reps to think about the "first win" they can make with a large account

Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use

Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention

If your team have opportunities with next steps far into the future ask "did the rep follow up and did they get a response?" if the answer is no more work is needed


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Director of Enterprise Sales, National @ Outreach 

Enterprise Sales Director, East @ Outreach

Strategic Account Executive @ Outreach

Territory Sales Executive @ Sitecore


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Things you can steal

202 (Lead) How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)

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