Roy Mathew

Roy Mathew, VP of Sales at Recurrency and former top performer at Airtable, shares his insights on closing deals effectively. He emphasizes the importance of calibrating next steps by understanding buyer perspectives and teaching managers to communicate the rationale behind tactics. Roy advocates for game-planning meetings, inviting objections to uncover buyer needs, and focusing pipeline reviews on actionable steps. He also suggests running workshops to refine how teams set and confirm next steps, ensuring every interaction aligns with buyer thinking.