Podcast Description
The research is clear, that one of the differentiating characteristics of top performers compared to “middlers” and laggards, is that the top performers excel at Value Selling. Why is Value Selling such a key performance characteristic today, especially for growth stage organizations?
In this conversation we grab a coffee with experienced growth-stage CRO and sales performance expert Sherri Sklar, to discuss the imperative to transform from a product-led to value-centric commercial approach.
We outline the challenges to change, and discuss in detail her 7 C’s for value program success.
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In this episode of the Value Coffee Talk podcast, Sherri Sklar, an experienced chief revenue officer, discusses the importance of value selling as a key performance characteristic. She explains how value selling is transformational for sales reps and the entire company. The conversation then transitions to the challenges faced by startups and scale-ups in transitioning from a product-centric approach to a value-centric approach. Sherri emphasizes the need for a holistic value program that focuses on the customer, competition, competence, coaching, content, customer success, and measurement. She shares examples of the results that can be achieved through implementing a value program, such as increased pipeline, improved conversion rates, and revenue growth. The episode concludes with Sherri highlighting the importance of CEO support and the role of value as a transformational strategy for companies.
Takeaways
- Value selling is a key performance characteristic that sets top performers apart from middlers and laggards.
- Transitioning from a product-centric approach to a value-centric approach is essential for startups and scale-ups.
- A holistic value program should focus on the 7 C’s including: customer, competition, competence, coaching, content, customer success, and calibration.
- Implementing a value program has great benefits, and can lead to increased pipeline, improved conversion rates, and revenue growth.
- CEO support is crucial for the success of a value program, and value should be seen as a transformational strategy for the entire company.
Chapters
00:00 – Introduction
01:07 – Value Selling as a Key Performance Characteristic
05:20 – Transition from Product-Centric to Value-Centric
09:26 – Implementing a Value Program
14:12 – Key Elements of a Value Program – The 7 Cs
20:30 – Results of Implementing a Value Program
22:41 – Challenges of Getting Value Right
29:54 – Value as a Holistic Strategy
32:24 – The Importance of CEO Support
34:09 – Value as a Transformational Strategy
35:11 – Conclusion
