Summary:
In this conversation, Dan Sixsmith and Doug May discuss value selling and its importance in today's business landscape. They explore Doug's career journey and his new role at Harness. The conversation covers the definition of value selling and the concept of slowing down to speed up. They also discuss the reasons for the increased interest in value selling and the impact it can have on sales success. Overall, the conversation highlights the value of value selling in driving business growth and differentiation. In this conversation, Doug May and Dan Sixsmith discuss the power of belief in value selling and the impact it can have on sales outcomes. They also explore the challenges of scaling value programs and the importance of data and analytics in demonstrating the value of a product or service. They emphasize the need to embed value selling in the sales process and the role of automation in making it easier for sales reps to incorporate value into their pitches. They also discuss the importance of gaining executive buy-in for value programs and the evolution of value teams.
Takeaways
Sound Bites
Chapters
00:00Introduction and Background
01:31 Doug May's Career Journey
05:18 Introduction to Harness and Doug's NewRole
06:15 Webinar Flow and Poll
08:13 Definition of Value Selling
10:08 Slowing Down to Speed Up
12:36 Reasons for Increased Interest in Value Selling
22:08 Impact of Value Selling
28:22 The Power of Belief in Value Selling
30:44 The Impact of Value Selling
32:40 Scaling Value Selling Across the Sales Ecosystem
33:35 Challenges in Scaling Value Programs
34:36 Importance of Data and Analytics in Value Programs
38:16 Embedding Value Selling in the Sales Process
41:38 The Role of Automation in Value Selling
43:05 Gaining Executive Buy-In for Value Programs
45:30 The Evolution of Value Teams
47:25 The Importance of a Value Office Charter
51:06 Segmentation of Roles and Responsibilities in Value Programs
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