Podcast Description
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Ron Haimoff, the Head of Sales Strategy at Replicant.
The trio discussed Ron’s unconventional journey into value consulting, the evolution of value programs at DocuSign, and the best ways to scale value programs in today’s business environment.
Ron shares insights on transitioning from value consulting into more strategic roles, the significance of cross-functional collaboration in value roles, and offers valuable advice for aspiring value practitioners.
Takeaways
- Value consulting often starts by accident or through unconventional paths.
- Enterprise sales is a complex field that requires a scientific approach.
- Building a value program involves understanding customer needs and articulating value effectively.
- Scaling value programs requires segmentation and automation.
- Confidence in discussing value is crucial for sales teams.
- Value should be embedded in every function of an organization.
- Value engineering is an integral part of modern sales processes.
- Understanding broader business elements enhances value articulation.
- Curiosity about value creation can lead to better customer engagement.
- Cross-functional roles are essential for effective value delivery.
Chapters
00:00 Introduction to Value Consulting
03:10 Ron Haimoff’s Journey into Value Consulting
06:09 Building a Value Program at DocuSign
09:08 Scaling Value Programs in Organizations
12:06 Transitioning to Strategic Roles
15:07 Current Role at Replicant
18:01 The Importance of Cross-Functional Value Roles
20:55 Advice for Value Practitioners
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