Good morning to everyone except the people who send 6 texts instead of just 1 ☠️

"#1 Newsletter of the Year" 🏆️ -Andy’s Wife

😱 ANDY REACTS

Hey there techies, did you hear the latest news about love? Apparently, US daters are collectively spending $117.4 billion annually looking for love. That's right, we're shelling out more dough than the entire GDP of some countries just to find that special someone.

And I get it, dating can be tough. It's like a full-time job with no guaranteed pay-off. But let's break down these numbers for a minute. $1.56k per person per year? That's like, what, three fancy dinners at a Michelin-star restaurant? And that's just the average. Some people are probably spending way more than that.

But hey, who am I to judge? I've definitely been guilty of swiping through dating apps like they're a bottomless bag of chips. And let's be real, the tech industry isn't exactly known for its thriving dating scene. So if you're spending a little extra to find that special someone, I say go for it. Just maybe skip the avocado toast for a few months.

But here's the real question: with all that money being spent, why haven't we found a way to make love a subscription service yet? Imagine paying a monthly fee and getting access to a whole database of compatible partners. It's like Netflix, but for your heart. Okay, maybe not the best analogy, but you get the idea.

☠️ ANDY’S DEADLY DOODLES

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💀 Issue #99 💀

6 Steps for Running a Killer Discovery Call:

Without understanding the priorities of the individual you are speaking to, the priorities of the department they work in, and what they are doing today, you are going to have a hard time getting to other stakeholders.

I’ll say it again: priorities, priorities, priorities.

Take the time to understand whether your solution solves a problem that is Priority #58 or Priority #10 for your ICP. If you are priority #10, you’re doing pretty good.

Here’s an approach on how to run a discovery call:

#1: Do your homework

You can spend hours researching a company. Here’s what is most useful from a multi-threading perspective:

• What other stakeholders should be involved?

• What does the company do?

• Who are the company’s competitors, and are any of them already customers?

For small deals, this could take 5-10 minutes. For larger deals, count on hours.

#2: Set the agenda

Here’s a blurb you can use:

“Based on what I’ve seen, you all are focused on X and Y. We do a lot of work with , so I’m really looking forward to conversation. But first, each organization we work with has different priorities — and obviously with COVID there are a lot of moving pieces. I want to spend 5-10 minutes doing a quick high level overview to understand those nuances. Then, we’ll spend a bulk of time talking about Outreach. And if it seems like a fit, we can talk about next steps. Does that work for you?”

#3: Understand roles and responsibilities of the individual

Use this blurb to frame your question:

“I work with many who typically focus on X and Y to lead the agenda. Now I’m curious, what are your top two priorities as ?”

#4: Understand roles and responsibilities of the department

After you get through the individual priorities, ask something along the lines of:

“Thanks! If I understand correctly, your top two priorities are X and Y. Typically, I see the top two priorities of being A and B. What would the top two priorities of your department be if the CEO came and asked you today?”

#5: Get into the tactics

Us sales reps tend to love speaking to “how-to” tactical items. If you start off on this front, Lily the VP is going to push you off to Henry the Manager. Only get into tactics once you understand (you guessed it) the prospect’s priorities.

Here’s how you get into the tactics:

“Lily, I now understand your own priorities are X and Y, and the priorities of the department are A and B. Let me ask, what are you doing today to handle these items?”

#6: Ask for next steps

This is where your multi-threading journey really begins.

You are the expert. You know how deals get done. You know who is typically involved. And in step one you did your homework (right?), so you already know who the other potential stakeholders are.

Say something like this:

“Lily, I enjoyed the conversation today. I know you are eager to see the demo. Typically, marketing gets involved as they see value in XYZ. It’s also very common to have sales operations involved as they see value in how we do XYZ. Would it make sense to bring along Stephanie and Charles to the demo?”

That’s it. You know who you have to get to. You just have to call it out.

I like to even pull up a table that shows the potential stakeholders. If your buyer can help get the deal done, they’ll know who the right people are 👇

⚰️ KILLER TOOLS

• Why AI Won't Cause Unemployment (link)

• Daylight savings time begins on Sunday in the US (your welcome!)

• How Lenny Rachitsky Makes +$500,000/Year With A Newsletter (link)

🍪 DEADLY DELIGHTS (free resource)

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That’s a wrap for today amigos. Eat your tacos and see you tomorrow! If you want more, be sure to follow me on Twitter (@andymewborn) or LinkedIn.

What did you think of today’s edition? (anonymous)

• 🌶️🌶️🌶️🌶️🌶️ So f**cking fuego

• 🌶️🌶️🌶️ Meh, keep digging

• 🌶️ Snoozefest

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