Stay ahead with customer value thinking.

Claude Sehnert knows the importance of injecting value early in conversations. As a leader at his organization, he incorporates value into his discovery with a prospect and leverages value as a way to qualify an opportunity. 

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. 

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.

Kristina is a name known across many areas of the DecisionLink business. She started off as a customer, where she was able to successfully scale value selling. After returning from SKO, she heard over and over the challenges her team faced with standing out from the competition and bringing business outcomes to the forefront of their sales cycles.

As the program manager for Highspot's value selling program, Kiersten Walker has been a catalyst for adoption throughout the organization. She has been influential in bringing value selling into Highspot's enablement curriculum, including its mid-year kickoff, Camp Momentum.