67 (Sell): Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

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Four Actionable Takeaways: 

* Ask your customer how they build business cases instead of just sending over your ROI sheet.

* Give an intentionally large range when asked about pricing to gauge where they stand.

* Get as many referrals as you can, from as many teammates as you can - “Shark Week”

* After the pricing “give”, you should always ask for the budgeting process as a “get”

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Anthony’s Path to President’s Club:

* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari

* RVP of Enterprise Sales @ Oracle

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• Influ2: 9 Ways to Humanize Your Outreach

Discovery & Demo

• Otter.ai: The Ultimate Discovery Checklist
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• Klue: Dismantling Competitors
• Clari: How to Sell to the CFO

Sales Process

• Pipedrive: 5 deal cheat codes to cut your sales cycle in half
• Demandbase: 6 Templates to Accelerate Deals
• Superhuman: 6 Ways To Be An Inbox Superhuman
• Gong: Master Class
• Qwilr: Sales Proposal Upgrade
• Outreach: 1 Sequence to Create and 5 Templates to Close
• Salesloft: Selling to Power

ONE ASK

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It will increase your chances of making President’s Club by 227%.

Okay maybe not, but we’d still really love you for it :)