The Prospect Experience Needs Disarming Honesty w/ Adam Clay @Tomorrow.io

Today Adam Dorrell speaks with Adam Clay, who takes us to upper stages of the sales funnel and talks about the prospect experience. Two Adams on a podcast is obviously better than one! 

Adam Clay is Chief Revenue Officer for Tomorrow.io, where he leads the global sales and channels teams. He brings experience scaling revenue teams for growth-oriented SaaS organizations - Beyond Identity, Logz.io. Black Duck Software (acquired by Synopsys), Mendix (acquired by Siemens)

We often talk about Account Experience - which for most people sits in the post-sales stage. Adam encourages us to think about  what happens before you even close a deal. Adam is passionate about this - he contends that most selling is NOT customer centric. In fact it can be an off-putting and terrible experience.

To make it work he talks about using Disarming Honesty and Self Deprecation. And this can be hard for salespeople. Few companies are disciplined in this. 

Adam Clay maintains its better to qualify out opportunities that are not a good fit - it makes better use of everyone’s time. And that’s equally useful as an experience carrier. 

If you are in sales or account management there is a lot to unpack in this episode. Adam Clays approach is calm and measured - it’s not just his content but his style that is good to learn from.

 

Don't forget to join us in Amsterdam September 13th-15th for Europe's biggest and most exciting VoC conference of the year! Fred Reichheld (inventor of NPS) will be headlining with a great supporting cast of brands with Heineken, Coca-Cola, SuperOffice, Briggs, WAJAX, etc.