Brad Cornett has driven value-based selling at Kibo. As a VP of Sales, he has taken ownership of the program, working to define business outcomes his company drives for customers. He has ensured reps are enabled with the proper training to drive success. Brad continues to be curious about value and other value practitioners, continuing his learning and sharing that knowledge with others.
Value-based selling programs must be prepared carefully with the right objectives in mind and the right content. In this department, content is key. I often get the question of who is responsible for putting together the overall value playbook supporting the value-based selling curriculum. My response is simple - Marketing is in charge and must pull information from various departments such as market intelligence, customer success, strategy, pricing, and more. Marketing leaders often forget that they are the R&D of sales. They must work hard in preparation for these training events. And first...
Chad has long been vocal about the importance of value selling. As a top Value Principal for Verint, his focus on data allows him to drive results for the business, but also for Verint’s customers.
Currently, companies are investing heavily in training their salesforce to become value sellers. There are numerous reputable companies offering commercial excellence training combined with a value management approach. No methodology is perfect and there is always room for improvement. However, there are certain things a company must do before embarking on a strategic value-based selling program for their go-to-market teams. I list six considerations that sales leadership and training professionals need to keep in mind when designing value-based selling programs.
Talks of an upcoming recession have prompted businesses to take a hard look at their revenue streams—and to find ways to boost their sales. Tackling the challenges ahead will require a new approach that emphasizes value to the customer. From initial conversations to renewals, customers need to understand the benefit they get from a product as they tighten their belts. To learn more about how businesses can beat the upcoming recession, we sat down with Joe Sexton, current Board of Advisors member at DecisionLink and former President of Worldwide Field...
By now, your sellers are running around trying to close. The reality is that customers have put a stop to deal-making until they understand how their companies are going to be positioned in this recession. This is to be expected when stock markets are crashing, and investments are drying up. However, it is essential to anticipate the pressure your customers and prospects might put on you when it comes to pricing. Procurement and finance teams might be unwilling to consider investing in your SaaS solution or at least might consider a downgraded version of your solution for now if they see the...
