185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)

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

• Join our weekly newsletter
• Things you can steal