Driving deals with value-based conversations
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To sell more, you have to sell less. It sounds counterintuitive \\u2014 but that\\u2019s what value-based conversations are all about. Vin Messina, VP of Sales Execution at Blackline, shares how he identifies his buyer\\u2019s problems and partners with them to find solutions. Tune in to get a step-by-step playbook on how to sell to the c-suite. (Spoiler: C-suite alignment should happen on the FIRST call.)
Key Takeaways:
00:55 - Introducing Gong\'s rebranding
11:07 - Differentiating sales execution and sales enablement
15:46 - Sales: A series of well-executed value-based conversations
19:40 - Data Breakout: Sales processes and buyer expectations
20:39 - Vin\'s value-based formula - Problem, impact, value
25:17 - Enabling sellers to coach buyers not press them
32:19 - The difference between a champion and a change agent
38:15 - Micro Action: Are you fulfilling your buyers needs?
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Vin Messina: https://www.linkedin.com/in/vmessina/
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