#175 - Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )
30 Minutes to President's Club | No-Nonsense Sales
00:00
How to Control for the Yes Momentum in a CRO Discovery Process
Adam Clary: Do you have an easy to understand easily digestible framework process or structure such that it makes the final yes of the introduction of the CRO easier. If you can create what I just call the pain slide and you can get them to effectively agree that yeah if you can solve some of those things right I would be interested in where this goes. That is how you're controlling for the yes momentum. So at the end you can very confidently say hey per our first slide per our initial agreement would you say that you feel sufficiently educated about Clary? The next good step would be to do the following as I've mentioned is that something does that make sense is that's looking
Play episode from 06:25
Transcript
