Speakers: Jordan Dake, Account Executive
Jordan Dake: You know, Charles has been incredibly impactful, helping me develop my career here at CB insights, I think one of the things that makes Charles so special as a coach is his ability to give very actionable advice that can be instantly implemented, which in turn provides quick feedback, which in turn starts the process of getting better over and over, very, very, very quickly, you know, one specific example comes to mind and that was from a session that Charles and I had around transitioning smoothly out of a demo into pricing, I think historically I used to rush into pricing without confirming that there was value identified from the prospect. Charles and I worked on building a multi question framework that has helped me tremendously in uncovering, you know, verbally from the prospect the value that, you know, they received from the demo and more specifically which parts of the platform that they found impactful, this really has not only provided me better confidence when presenting pricing, but it's allowed me to build credibility and rapport with my prospects because I can be a little bit more consultative in guiding the customer to the right package because I've uncovered, what specifically matters to them. You know, I feel very fortunate that Charles, is in my corner and always available to give advice, he's without a doubt, been a valuable asset to me as I look to kind of grow my, my sales career.
Why would you specifically recommend other AEs have Discovery sessions with Charles?
Jordan Dake: I think why would I recommend other AEs have discussed discovery sessions with Charles. Probably the most important is because the return on on investment is, is insane. You know, I can think of so many times where I've had a very unique situation, where I just ... written it down, whether it be an objection or just, a demo that I lead, where there was a question that came up and I didn't know how to handle it. 10 minutes later, I got on, I got on a call with Charles and he gave me a bulletproof way to address that situation in the future, Right? So that's why you encourage other AEs to have a conversation in a session with Charles. It's because you'll leave, you'll leave something, you'll leave the conversation with something tangible that you, that you can implement in the future. You just don't find that with a lot of reps, he just gives you kind of a very laid out, sinked way of addressing what you're trying to address. Um, yeah,
