Value Hero: Brad Cornett - Key Wins Based on Outcomes
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.
At Kibo, there were key wins based on an outcomes focus for prospects instead of the normal feature/function focus of selling. Brad says, "we are seeing higher ASP, giving our sponsors an easy button to get internal funding and sell when we aren't present. I talk to our guys about that all the time, we want our champion doing our work for us...sellers confidently communicating value that we are bringing."
It's great to see a go-to-market leader having such a focus on value and continuing to inspect what he expects, which is why Brad is a value hero!
Submitted by: Shannon Seidl
Throughout the summer, DecisionLink is honoring the Value Heroes of organizations as a part of “Value Heroes: A Summer of Recognition.” We are sharing these stories on our blog, submitted by value heroes themselves or by the sales professionals that they have supported.
Our celebration of Value Heroes concludes after Labor Day with our “Value Heroes Summit,” a town hall, virtual forum where value and sales professionals can connect, share stories and best practices and engage with like-minded professionals.
So, share your value selling stories and join the conversation!