Podcast episode
Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )
30 Minutes to President's Club14 Jun 202335 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS At the end of a discovery call, lay out a play-by-play recap and look for the nod. The 5-chapter Recap Email: [1] What we learned, [2] How we can help (the 1-2 things they loved the most) [3] Suggest times [4] Gather inputs that can build a business case [5] lay out the sequence of events. The Technical Validation Call: Explain the 4 things we need upfront. SE sends a technical follow-up with the green light (low level of effort to deploy). The Hero’s Journey: The biggest problems, the ROI narrative, the number, and finally trade levers. PATH TO PRESIDENT’S CLUB Sr. Director of Sales @ Clari Sr. Enterprise Account Executive @ SetSail GM General Business @ SAP Litmos Enterprise Business Development @ Determine 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.
And then you might say something like, are we aligned on that as a good outcome for today? Beautiful. What's number two? So number two is that we want to effectively chapter as best we can the content that we're sending in our emails. And the reason why is because the recipients who are getting our emails is we're helping “our audience evaluate what we're doing and we're really trying to sell them on next steps.” They may not necessarily have all the time in the world to read the length of our email. And so if we organize the email in a way, we're actually chapterizing some of the content that's coming through. A, it gives us an opportunity to maybe write a little bit longer of an email, a little more detail. But more importantly, when I open that email up and if I'm an executive buyer and I can
yeah, if you could solve some of those things, right, I would be interested in where this goes. If you can get them to do that in the first, let's call it 12 minutes, then when you're actually, perhaps you're demoing, or maybe you're doing more of a deep structural unpacking of how their business operates. And so then you're now, you're literally mapping that pain to value in the “So you're thinking left to right, what's the pain? I'm going to show them” how we solve it and I'm going to ask them to corroborate that there's a solution that I've just shown them. That is how you're controlling for the yes momentum. And the good news is, is if you've teed up that pain menu in the right way and you've gotten them that first yes to say,
Be concise. Get to the point. Executives love it when you've given me a reason to think about this and you've given me an action that I can go do quickly. Be crispy. My number one bad habit that I coach around is never break a healthy, well-engaged, multi-threaded “email chain if you can avoid it.” Two reasons why. One, the mental thing that happens when I am jumping into this conversation and I'm a part of a 13 or a 24 email thread is when I'm seeing this thing begin to kind of catch some steam. It's serious. This is not just a fly-by-night first date. There's something happening here.