#242 - Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
30 Minutes to President's Club | No-Nonsense Sales
January 9, 202430m 54s
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Show Notes
Steal Clari’s templates to get your deals closer to close
FOUR ACTIONABLE TAKEAWAYS
- Help your customer build a case for why they shouldn’t be trying to build their software in-house.
- If you’re having trouble building your own POV, hit up a senior exec at your company and ask to get lunch with them to help you build one.
- Don’t show up to your first call expecting the customer to do all of the hard work answering your questions. Instead, bring a point of view to the call that introduces a new way of looking at the root cause of a problem you think they might have.
- If you’re going to an event, use that as an opportunity to test your point of view with other executives.
PATH TO PRESIDENT’S CLUB
- Head of Clari Align @ Clari
- CEO @ DealPoint
- VP Sales and Marketing @ CloudEngage, Inc.
- Co-Founder @ Presspoint CRM
RESOURCES DISCUSSED