Articles by John Vrionis
Field Guide: Outreach TacticsJohn covers: • Startups, challengers, and champions • Outreach sequences • LinkedIn techniques • Email subject lines + bodies
- How to pick the right GTM motion to reach $100M ARR
John covers: • Bottom-up sales (which includes product-led growth and open source) • Middle-out sales • Top-down sales • A note on moving up or down market
- Discovery 101 for Enterprise Startups
John covers: • Validation of Your Idea ≠ Discovery • Examples of common critical discovery questions • Structure of a Discovery Call • The Three Dimensions of a Discovery Call • The Discovery Slide Deck • Establishing Next Steps
- Closing After Product Testing for B2B Startups
John covers: • Common roadblocks • Unqualified deals • Controlling the Product Testing Process
- Product Testing Process for Enterprise Startups
John covers: • Planning for your Product Testing Process • POC Scoping Call Structure • Goal 1: Define Success Criteria • Goal 2: Gain clear visibility into your prospect’s Decision-Making Process and Buying Process • Goal 3: Build a Mutual Action Plan (MAP) to sign a customer
- 4 boxes of discovery with sales prospects
John covers 3 key concepts in discovery: • Qualifying B2B design partners as prospective customers requires learning about the current state of the business, the desired future state, the required product capabilities to the future state, and the success metrics they’ll use • Your goal should be to leave every interaction having added value and having learned new information about their problems, their ideal outcomes, their process, etc. • The future state allows the prospect to step into the hypothetical where their current problems and the negative consequences they cause have been solved.