Podcast Description
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jeff Gandulla, Business Value Services Director at HashiCorp.
The trio explore the journey into value leadership, the significance of business value assessments, and the transition from the buy side to the sell side.
Jeff shares insights on five key elements to driving value Management Success, including effective discovery, the importance of leadership support, and the role of automation in scaling value selling efforts. The conversation emphasizes that value is a collective responsibility across the organization and highlights the need for a customer-centric approach in all engagements.
Takeaways
- Value selling is about mutual success for both the seller and the customer.
- Effective discovery is crucial to understand customer needs and challenges.
- Business value assessments differentiate successful vendors from competitors.
- Transitioning from the buy side to the sell side requires empathy and understanding of customer perspectives.
- Automation in value selling should be approached as an evolutionary process.
- Top-down leadership support is essential for a successful value organization.
- Value is everyone’s responsibility within the organization, not just the value team.
- Starting with the end in mind helps align business outcomes with customer needs.
- Probing questions during discovery can unlock additional opportunities for value.
- A consultative mindset fosters stronger partnerships with customers.
Sound Bites
“Start with the end in mind.”
“Automation is an evolutionary process.”
“Value is everyone’s responsibility.”
“To assure the right focus, always wear your customer hat.”
Chapters
00:00 Introduction to Value Selling and Guest Introduction
02:45 Jeff Gandulla’s Journey into Value Leadership
05:52 The Importance of Business Value Assessments
08:53 Transitioning from Buy Side to Sell Side
12:04 Effective Discovery and Probing Questions
14:52 Building a Successful Value Organization
17:50 Automation in Value Selling
21:01 The Role of Leadership in Value Selling
24:05 Final Thoughts and Advice on Value Advocacy
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