​Soham Parekh is going viral this week. And not in a good way.
He got busted for having 5+ remote software engineer jobs, at once.
He targeted Y Combinator start-ups.
Now, he’s the one looking.

NEWS TO KNOW

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📚 – 30 Billion ARR Oracle Deal – Who Closed It?
📝 – Be careful how you talk about ‘your’ deals​
💸 – 5 takeaways, from a rep already past annual quota

BEST FROM LAST WEEK

You’re Going Too Fast

Use this in calls #2 and beyond

Most sellers feel pressure to immediately start the demo in call #2.

You promised them the demo.

But you have more questions from the first call.

This strategy will help you earn the right to continue discovery and fill in gaps.

All in the spirit of giving them the best, most precise demo.

After a brief agenda, I tee up:

“I actually re-listened to our call on Monday and took notes on it all. I’d love to get your perspective on what I understand so far to make sure the demo is more personalized.”

Pull up slide and give a 45-second overview.

Then ask:

“What did I miss or potentially misunderstand here?” “If you had built this slide, what would you add?”

What to include on the slide:

• Review the first call and note critical details (metrics, pain points, initiatives)
• Use their exact verbiage (if they call SDRs “MDRs,” use that term)
• It’s ok to leave “???” or “___” for questions you still have

The biggest advantage?

You don’t need perfect discovery in call #1.

Get the most important parts, generate intrigue, then fill in gaps in call #2.

​Template in Google Slides

American friends – hope you had a great July 4th weekend!