Salesforce’s Enterprise AEs who make P-club do an unusual thing before their first meetings with execs.
I was surprised to see them start discovery before they say a word in a VP+ conversation.
Here are 5 ways I’ve seen it done:
1. Survey the Exec’s current team
Look for them on LinkedIn Sales Navigator.
Filter to folks active on LinkedIn during the past 30 days.
Send a short message about how your product helps them.
NOT what your product does. The outcomes they’ll see (WIIFM).
Ask about their pain points & advice on how to best approach the Exec.
In Exec Discovery, this sounds like:
“After talking with 5 of your sales reps in the East, it sounds like AE-created pipeline is a big focus. What are the biggest risks you see to pipe build in the next 3-6 mos?
2. Look at the Customer Stories on their Website
- What problems do they solve?
- Who is their customer? SMB? Enterprise?
- What do people mention… and NOT mention?
Sounds like:
“You’ve got some great logos. Amazing to see Gong, Salesloft & Drift all using your platform. Given that renewals are getting leaner across the SaaS industry, what are the 2 biggest churn risks you’re keeping an eye on next quarter? ”
3. RepVue / Glassdoor Reviews
If you’re in tech, check RepVue to see if folks are hitting quota.
71% vs. 21% of the team hitting…different conversations
On Glassdoor, you can filter reviews.
Hit the drop-down to select the department you sell into.
You can also use Ctrl F / search for specific words in reviews.
Sounds like:
“Looks like building pipeline has been tough. Found these quotes from reps on Glassdoor (put screenshots on slides). How are you thinking about risks related to hiring & retention in the next 3 months?
4. Look at sites where their Product is reviewed
In tech, this could be G2, Capterra, Featured Customers, etc.
Look for gaps related to your product (customer service, efficiency, integrations).
Sounds like:
“Looks like your customers love your functionality on G2. The only thing they disliked was not having enough time with their CSM each month. Is this one of the top 3 risks to customer retention you’re focused on in the next 3 months?”
5. Search on YouTube for any speeches, webinars, or Podcasts featuring the Exec.
Make note of common themes & top takeaways.
And especially any personal stories.
In Exec Discovery, sounds like:
“You made a great point about sales & marketing alignment on Kevin Dorsey’s podcast. How do fewer lead conversions & slower deal velocity rank as risks you’re discussing with your marketing team?”
This type of prep surprises and impresses Execs.
Having a POV immediately differentiates us.
1st meetings will be 5x better.
Preparation > product features.