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In this episode, Scott speaks with special guest Melanie Wong from Box.com about her experience transitioning from being a lawyer into becoming a top prospector for big customers at Box.com. Key areas covered are:
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02:15 – What Melanie is working on.
04:53 – Law is cool and fun.
06:00 – What was most frustrating making a conversion to get into sales.
09:05 – An example where a cold call, has turned a client into a mega client.
11:30 – How to find these project engineers.
15:00 – The pitch to start off on a cold call.
16:50 – What is the pattern to use.
24:10 – How to start the email, “I’d love to introduce you to our executive team.”
27:17 – The job of an SDR, Sales Development Rep.
28:24 – In that cadence of call, call, email, email, how to craft that out in a way that is effective.
31:21 – What are the early signals that a deal is going south?
34:41 – What constitutes a hard question to know they want to get into this now.
36:44 – The strategy to navigate through trying to find multiple people.
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