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.
Chapters
Transcript
Episode notes
1 2 3 4 5
Introduction
00:00 • 5min
The Importance of Developing a Point of View in Sales Meetings
04:40 • 10min
Shifting focus from solutions to understanding the buyer's problem
14:31 • 9min
Creating and Sharing a Specific Approach, Factors and Costs of Building In-House vs Using a Proper Product
23:57 • 2min
The Challenges of Spreadsheet Maintenance and Salespeople's Bad Habit of Screen Sharing
25:41 • 7min