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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.\n\n\nJeff 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.\n\n\nINSIGHTS OF THE DAY\nJEFF: Sales processes can start with a value hypothesis\n\u201cValue 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.\u201d\n\n\nDon\u2019t miss out on our previous episode and watch out for the next ones!\nE124 Part 1 - DRIVE OUTCOMES: Linking Technology to Business Impact: https://tech-sales-insights.simplecast.com/episodes/e124-part-1-drive-outcomes-linking-technology-to-business-impact\nE124 Part 2 - BE HUMAN FIRST: Understand How Your Customers Use Your Product: https://tech-sales-insights.simplecast.com/episodes/e124-part-2-be-human-first-understand-how-your-customers-use-your-product\n\n\nFind out more about Jeff Depa in the links below:\nLinkedIn: https://www.linkedin.com/in/jeffdepa/\nGainsight: https://www.gainsight.com/\n \nThis episode of Tech Sales Insights is brought to you by: \nSales Community: https://www.salescommunity.com/\nConvertiv: https://www.convertiv.com/