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Value Hero: Claude Sehnert - From Prospects to Champions

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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. 

One of his greatest strengths is Claude's ability to turn prospects into champions and sell on his behalf. He leverages the concept of an outside-in hypothesis to capture attention and then works closely with his champion to refine over the course of their engagement. 

There was one time with a prospect, Claude provided a business case to a customer and they had a great response. All they needed was justification to move forward with any purchase. Turns out they came up with a similar return on investment but Claude's insight helped move the needle to close the deal. 

Claude’s leadership and investment into value selling has certainly paid off and cemented him as 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!