154 Here Is How To 5x Your Win Rate: Doug May

Summary: In this conversation, Dan Sixsmith and Doug May discuss value selling and its importance in today's business landscape. They explore Doug's career journey and his new role at Harness. The conversation covers the definition of value selling and the concept of slowing down to speed up. They also discuss the reasons for the increased interest in value selling and the impact it can have on sales success. Overall, the conversation highlights the value of value selling in driving business growth and differentiation. In this conversation, Doug May and Dan Sixsmith discuss the power of belief in value selling and the impact it can have on sales outcomes. They also explore the challenges of scaling value programs and the importance of data and analytics in demonstrating the value of a product or service. They emphasize the need to embed value selling in the sales process and the role of automation in making it easier for sales reps to incorporate value into their pitches. They also discuss the importance of gaining executive buy-in for value programs and the evolution of value teams. Takeaways Value selling focuses on the customer's business problems and quantifies the value that can be gained from a solution. Slowing down to speed up is a key aspect of value selling, as it involves doing the necessary work to justify the financial investment and gain buy-in from decision-makers. The increased interest in value selling is driven by economic forces, changes in buyer behavior, and the need to differentiate in a crowded market. Value selling can have a significant impact on sales success, including higher win rates, accelerated sales cycles, and the transformation of buyers into champions. Belief in the value of a product or service is crucial for sales success. Value selling can have a significant impact on sales outcomes, including win rate, sales cycle time, and average order size. Scaling value programs requires embedding value selling in the sales process and leveraging automation. Data and analytics are essential for demonstrating the impact of value programs and gaining executive buy-in. A value office charter can help ensure that value teams are strategic value orchestrators rather than just business case factories. Segmentation of roles and responsibilities between value consultants and sales reps is important for scaling value programs. Sound Bites Chapters 00:00Introduction and Background 01:31 Doug May's Career Journey 05:18 Introduction to Harness and Doug's NewRole 06:15 Webinar Flow and Poll 08:13 Definition of Value Selling 10:08 Slowing Down to Speed Up 12:36 Reasons for Increased Interest in Value Selling 22:08 Impact of Value Selling 28:22 The Power of Belief in Value Selling 30:44 The Impact of Value Selling 32:40 Scaling Value Selling Across the Sales Ecosystem 33:35 Challenges in Scaling Value Programs 34:36 Importance of Data and Analytics in Value Programs 38:16 Embedding Value Selling in the Sales Process 41:38 The Role of Automation in Value Selling 43:05 Gaining Executive Buy-In for Value Programs 45:30 The Evolution of Value Teams 47:25 The Importance of a Value Office Charter 51:06 Segmentation of Roles and Responsibilities in Value Programs