30 Minutes to President's Club | No-Nonsense Sales
185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
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.
30:54
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Quick takeaways
- Sales reps should bring a point of view to customer calls that introduces a new way of looking at the root cause of a problem.
- Salespeople should help customers understand the cost of not solving their problem by emphasizing the pain and quantifiable cost.
Deep dives
Developing a Point of View
It is important for salespeople to have a point of view about their customers' business or job role. By identifying a problem and offering a solution, sales reps can add value and show that they understand the customer's needs. To develop a strong point of view, salespeople can seek input from senior leaders in their own company and learn from their insights.
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