Discovery and Aligning to Your Buyer with Doug May

In this curated episode of the Revenue Builders
Podcast, John McMahon and John Kaplan sit down with Doug
May, Senior Vice President of Productivity at Harness, to explore
the art of digging deep in discovery and aligning with your
buyers. Doug shares invaluable insights from his extensive
career, highlighting the importance of thorough pre-meeting
research, understanding industry pressures, and developing a
compelling viewpoint. This conversation is packed with practical
tips for sales professionals looking to enhance their discovery
process and effectively align their solutions with the strategic
goals of their customers.


KEY TAKEAWAYS


[00:01:18] Importance of pre-discovery homework: Leveraging
public information and industry insights.
[00:02:20] Crafting a compelling viewpoint: Demonstrating
homework to gain customer trust.
[00:03:14] Industry to individual pressure: Building credibility
by understanding hierarchical pressures.
[00:05:54] Financial condition and competitive position: Factors
influencing customer strategy.
[00:07:22] Value pyramid framework: Aligning solutions with
customer goals and strategies.


HIGHLIGHT QUOTES


[00:01:18] "The richness of information that a seller can use
pre-discovery is so powerful."
[00:02:20] "Customers don't really have the time to teach you
their business."
[00:02:55] "When you do your homework and come in with a
compelling viewpoint, even if it's a bit off, you're in the meat
of a discussion."
[00:03:14] "You earn the right to talk about personal pressure by
understanding industry, company, and departmental
pressures."
[00:05:54] "The trajectory of a business will tell you a lot
about that organization and help you find the right people to
attach to."
[00:08:26] "When you can connect the dots from your product
capability to the customer’s strategy, that's when the magic
happens."


Listen to the full episode with Doug May through
this link: 
https://revenue-builders.simplecast.com/episodes/business-value-assessments-looking-at-opportunities-through-a-value-lens-with-doug-may


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/