Latest / 30 Minutes to President's Club | No-Nonsense Sales
#242 - Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
Steal Clari’s templates to get your deals closer to close
FOUR ACTIONABLE TAKEAWAYS
Help your customer build a case for why they shouldn’t be trying to build their software in-house.
If you’re having trouble building your own POV, hit up a senior exec at your company and ask to get lunch with them to help you build one.
Don’t show up to your first call expecting the customer to do all of the hard work answering your questions. Instead, bring a point of view to the call that introduces a new way of looking at the root cause of a problem you think they might have.
If you’re going to an event…
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