30 Minutes to President's Club | No-Nonsense Sales 185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
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Jan 9, 2024 In this episode, Tom Williams, head of Clari Align and former CEO of DealPoint, discusses the importance of bringing a point of view to sales meetings and understanding the buyer's problem. He also explores the challenges of maintaining spreadsheets and the negative impact of starting a call with a screen share. Additionally, he shares insights on creating a specific approach for building in-house vs using a proper product and using events to test and refine the point of view.
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Write Down Your POV
- Write down your point of view (POV) and ensure the customer agrees with it.
- If they correct it, they become invested, boosting your credibility and deal qualification.
Visualize Deal for CFO
- Visualize the deal beyond the champion to the customer's CFO who controls approval.
- Prove to the CFO a safe path exists for the deal to happen.
Multi-threading is Two-way Street
- Multi-threading is a two-way street between buyer and seller.
- Buyers want access to multiple people on the selling side, which builds credibility and trust.