She spent about half a day shadowing HR leaders without discussing the product, and said she will spend time in the first 30 days at every new company on this, with at least five buyer conversations. Listen
She had first planned ROI-based messaging, as her marketing background trained her to think in ROI, but found she did not understand the persona well enough. She said she would aim for ten or more conversations in a new role, and at least five, and that she did not talk about Lattice at all during the shadowing.
“Now, every time I join a company, I'm gonna spend time in the first 30 days doing this.”
Listen to the episode Episode Sales process & deals Link to this
From Becoming a Unicorn Doesn't Happen By Chance w/ Dini Mehta (fmr CRO, Lattice).