Introduction

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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

• Join our weekly newsletter
• Things you can steal