Some great news for high growth tech.
NEWS TO KNOW
3 huge companies reported earnings last week.
MongoDB surged 37%
Snowflake surged 19%
Crowdstrike up 4%.
Bullish!?
📚 – 10 Brand New Cold Calling Openers
📝 – You’re the new AE… how to approach a new account
💸 – Did an Elephant Join Your Call?
BEST FROM LAST WEEK
📚 – Drive Velocity Between Sales Meetings (Me, 9/15)
📝 – Social Event Chicago – Me, Jen Allen, Jason Bay (9/25)
UPCOMING (EVENTS, WEBINARS)
Radically Easy – Creating a Point of View in 3 Min
90% of sellers still walk into a first call asking…
“What are your top 2-3 priorities?”
In 2025, there’s no excuse to not have done your research and come in with a sharper point of view.
It doesn’t have to be hard or take an hour.
Although you can’t predict/control how exactly the conversation will flow, I ALWAYS come to the table with 1-2 questions prepared to kick things off.
Just like a sports team generally knows the first play they’ll call before the take the field, right?
Here is my approach:
First, I do research to find two relevant observations.
- people observation; and
- company observation.
People observations can be found on Sales Navigator or Website.
- New Hires
- Recent Promotions
- Job changes altogether
- LinkedIn or Blog posts that include quotes or their initiatives
Company Observations:
- Website
- Blog
- Company LinkedIn
- Google News
- Speaking with a rep at the company first
- Recent previous opportunity
Then, I build a question using this Framework:
“I did my homework and it seems like an extremely exciting time to be at [Company].
[people observation] and you also [company observation].
Is [company observation], you and your [CEO names] #1 priority over the coming months?”
“I did my homework and it seems like an extremely exciting time to be at ACME.
Example from a call of mine:
You just joined the team 4 months ago as VP of Sales and you also just announced a new pricing model for Enterprise.
Is generating net new Enterprise customers you and your CEO Karen’s #1 priority over the coming months?”
Compare that to average openers like:
- “So what are your top 2-3 priorities?”
- “What keeps you up at night?”
- “If you had a magic wand, what are 2-3…”
