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Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth | Ep. 306 (Sell)

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Manage episode 480857425 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning.

🎙 ACTIONABLE TAKEAWAYS:

  • Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight.

  • Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems.

  • Mirror high-level goals and “before state” language to make case studies resonate more deeply.

  • Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in.

JEN’S PATH TO PRESIDENT’S CLUB:
Founder @ Demand Gen Head of Growth @ Lavender Chief Evangelist @ Challenger Enterprise Sales Director @ Challenger

RESOURCES DISCUSSED:

  continue reading

477 episodes

Artwork
iconShare
 
Manage episode 480857425 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning.

🎙 ACTIONABLE TAKEAWAYS:

  • Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight.

  • Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems.

  • Mirror high-level goals and “before state” language to make case studies resonate more deeply.

  • Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in.

JEN’S PATH TO PRESIDENT’S CLUB:
Founder @ Demand Gen Head of Growth @ Lavender Chief Evangelist @ Challenger Enterprise Sales Director @ Challenger

RESOURCES DISCUSSED:

  continue reading

477 episodes

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