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5min chapter
185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
30 Minutes to President's Club | No-Nonsense Sales
Introduction
Tom Williams, the head of Clari Align and former CEO of DealPoint, emphasizes the importance of building a point of view and adding value to customers rather than simply extracting answers to discovery questions. Tactics for closing pipeline and a funding round trigger strategy are also discussed.
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