E124 Part 3 - WHAT VALUE IS BUILT ON: Driving Outcomes, Alignment, and Then Success
Once a certain level of adoption has been driven and customers see that "first value" moment, you can then find numerous opportunities for cross-selling, expansion, and more. Today's episode of Tech Sales Insights is the last part of Randy's conversation with Jeff Depa, Chief Revenue Officer at Gainsight.
Jeff discusses the framework they adopt when it comes to driving value and outcomes consistently with numerous different clients and customers. He also shares a few examples of sales leaders that he follows and respects and how he's applied his learnings.
INSIGHTS OF THE DAY
JEFF: Sales processes can start with a value hypothesis
“Value is really built on a number of different things. It's what do I think that outcome is? How do I measure it? What's a rational metric for that? What's an appropriate timeline? Putting all of that together, reps build that value hypothesis and that hypothesis turns into a success plan.”
Don’t miss out on our previous episode and watch out for the next ones!
- E124 Part 1 - DRIVE OUTCOMES: Linking Technology to Business Impact
- E124 Part 2 - BE HUMAN FIRST: Understand How Your Customers Use Your Product
Find out more about Jeff Depa in the links below:
This episode of Tech Sales Insights is brought to you by: