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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
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Things you can steal
150 (Sell): Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari ) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
