Podcast episode
Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
30 Minutes to President's Club9 Jan 202431 min
Description
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, use that as an opportunity to test your point of view with other executives. PATH TO PRESIDENT’S CLUB Head of Clari Align @ Clari CEO @ DealPoint VP Sales and Marketing @ CloudEngage, Inc. Co-Founder @ Presspoint CRM RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
multiplier. So I don't believe when a vendor says you're going to get 10,000% ROI and they don't believe it when you put it in because you multiply something by 1.2 and it ends up being a fantastic return on their entire bottom line. Instead, I focus on what the pain is and what the delta is “Not if you buy my stuff, you'll be 1.2% better” because that is meaningless because you don't even know where they started. So you don't know how good or bad they are and you're just multiplying it by 120%. Instead, if you say, and this is a great way to do this if there's been change recently. So you ask them to compare this
help you in the rest of your career. And three, this is most important, you might get some free guacamole at lunch. It's not a 30 Minutes to Presidents Club episode if you don't talk about guacamole. Number three, 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 a root cause of a problem you think they might have.” speaking of that POV, if you're going to an event, use that as an opportunity to test that point of view with other executives that are attending and maybe coming up to your booth or maybe sitting next to you in a session. Those reps will help you get more comfortable delivering the POV and
speaking of that POV, if you're going to an event, use that as an opportunity to test that point of view with other executives that are attending and maybe coming up to your booth or maybe sitting next to you in a session. Those reps will help you get more comfortable delivering the POV and “you'll also learn a lot about potential objections that they might give you” for that sales call. Now, Nick, how can listeners help us out? They can help us out by helping themselves out because Tom was so, so generous, just like that executive who's buying you chips, guac and maybe even some fajitas. Tom has agreed to be giving away some free licenses of Clary