#175 - Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )
30 Minutes to President's Club | No-Nonsense Sales
June 14, 202335m 20s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- At the end of a discovery call, lay out a play-by-play recap and look for the nod.
- The 5-chapter Recap Email: [1] What we learned, [2] How we can help (the 1-2 things they loved the most) [3] Suggest times [4] Gather inputs that can build a business case [5] lay out the sequence of events.
- The Technical Validation Call: Explain the 4 things we need upfront. SE sends a technical follow-up with the green light (low level of effort to deploy).
- The Hero’s Journey: The biggest problems, the ROI narrative, the number, and finally trade levers.
PATH TO PRESIDENT’S CLUB
- Sr. Director of Sales @ Clari
- Sr. Enterprise Account Executive @ SetSail
- GM General Business @ SAP Litmos
- Enterprise Business Development @ Determine
RESOURCES DISCUSSED