Stay ahead with customer value thinking.

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. 

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. 

5 tips to grow in an unfavorable market

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...

A customer value proposition (CVP) cannot be static. It needs to be refreshed every 6-12 months to make a company stays in touch with market needs. That is the ideal case scenario. The reality is different. Most companies and start-ups focus on their core CVP at the beginning of their development and forget to manage it dynamically. The key word here is dynamically! When a recession looms, things accelerate and become much more dynamic. Customers’ perception of value and preference shift and sometimes in an extremely dramatic way. They prioritize spending and are much more focused on...

Chief Revenue Officers (CROs) and their organizations are facing more pressure than ever. With staffing challenges nationwide, today’s leaders need strategies that distinguish their sales and customer success teams as both contributors to the company’s overarching goals and as a great group to be a part of. While the bottom-line impact of value selling is undeniable, humans are not always receptive to change. So how do you get your team to adapt and embrace the potential of value selling? Give them powerful ways to win fast in the 2022 selling cycle.

While the ratio of women in cybersecurity is steadily increasing—around 24% today compared to just 11% in 2011—it’s still far from achieving true gender inclusivity.¹ In the first of a three-part webinar series, we talked to a panel of leading industry professionals with diverse backgrounds. They shared the key lessons they’ve learned working in cybersecurity and tech. Their insights are important not only for women seeking to enter cybersecurity and tech, but also for companies wanting to develop, recruit, and retain women in the field. While a number of lessons can be extracted from their...