Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly.
Amanda Carvalho has been doing in-depth prep for her calls for years, focusing on the value she and her solution can bring to the prospect.
In this episode, you will learn:
- where to start doing the research
- how to think about representing the business value you might bring to the prospect based on the prospect's business and situation
- how to avoid making a mistake and sounding stupid
- the value structure to use when representing the impact you might have
You might also like the following:
156: Dave Phelps, RSM at Crowdstrike - Make your territory your franchise
149: A breakdown of two more companies’ answers to “What We Do” and how they could improve them
103: How to use your sales deck effectively
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
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