Camara: Athennian used customer discovery workflow charts as its year-one sales pitch
Adrian Camara · Adrian Camara, Founder of Athennian | How to do Customer Discovery · PMF Show · Jan 16, 2023 · at 11:37
Adrian Camara, founder of Athennian, explains how he built sales credibility with large law firms and enterprise buyers as an early-stage startup without an office.
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“Showing those early customers, the work we put in, like that was my sales pitch. I literally brought up those Visio charts was just like, you know, like kind of like a mirror board type of thing. And like, that was my sales pitch for the first year is I sat down with prospects in a boardroom and this is obviously pre-COVID you're just pounding pavement. And I put that up on a mirror board. Or Vizio at the time, you know, and I said, and I, you know, and I pitched to them, I understand this problem. This is the work I've put in. And that immediately establishes credibility with these users and with these buyers that you understand what you're talking about.”
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