150 (Sell): Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )

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