Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)

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1. 3:05

   Number three, multi-thread is a two way street. So we all know that we're supposed to multi-thread, but a lot of buyers think of this in terms of I need to talk to my 7.8 people over on the buying committee. In fact, it really is just as important for the buyers to know that there's multi-thread the other direction. They don't want to just be gatekept by the seller. “They want to be able to talk to people, their peers over on the selling side.” This does two things. First of all, it boosts your credibility as a seller, that you have this army of people who are standing behind you ready and willing to help this customer solve the problem. Two, it helps the customer understand that they have access to the people over on the selling team, which makes them feel better.

   In Customer reference programs

2. 3:10

   of I need to talk to my 7.8 people over on the buying committee. In fact, it really is just as important for the buyers to know that there's multi-thread the other direction. They don't want to just be gatekept by the seller. They want to be able to talk to people, their peers over on the selling side. This does two things. “it boosts your credibility as a seller” who are standing behind you ready and willing to help this customer solve the problem. Two, it helps the customer understand that they have access to the people over on the selling team, which makes them feel better. And then three, your manager sees that you are doing good multi-threading.

   In Proof and social proof

3. 7:07

   Yeah, people don't go to conferences and trade shows as much as they used to. But if you are at a trade show and there is a lull, that is the time to get your senior leader's point of view and start enunciating and practicing and feeding it back. They will love you for it and they'll remember you for it. “And it will come back to benefit you in months and years to come.” I'd love to ask you how you position or set up the presentation of your point of view because my guess is if Tom, you're the sales rep and you're sitting down with Jen and she's how do you say, hey, I'm about to share my point of view with you in a way that actually

   In LinkedIn content pillars

4. 10:13

   And I literally flash that up on the screen and say, this is what I think might be happening. By showing it, first of all, you're being brave and exposing yourself because you may well be wrong. So there's an acknowledgement of bravery. Second, there's an acknowledgement that you've done some work and you didn't just roll in for this, and that you're the kind of person who “All of those are positive traits and would make me want to work with you.” As long as it's not radically wrong, then they'll say, yeah, that is an issue that we've been facing, but we tried something already, we tried to fix it, or we think we've got it to a good enough situation where it's manageable, or something where you're able to now sharpen your

   In Social selling

5. 28:34

   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

   In Belief-based messaging

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