#53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

Anthony shares innovative new ways to run discovery meetings. He also talks about when you shouldn’t be talking about business outcomes/vision. ======================Four Actionable Takeaways: * Send a pre-meeting agenda to set expectations and get feedback. * Start meetings with three big-picture takeaways you want them to walk away with. * Ask questions one level up on the value pyramid to drive your convo and next steps. * Validate your value by speaking to the specific pain point of each person.======================Anthony’s Path to President’s Club: * VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari* RVP of Enterprise Sales @ Oracle======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process, Discovery

30 Minutes to President's Club | No-Nonsense Sales