Connecting to Value With Michael Cremen

Michael Cremen is the Chief Sales Officer at Elastic and has nearly 20 years of experience in executive roles at firms like Hitachi, IBM, and Veritas. Through his robust experience as a sales decision maker, he knows a thing or two about the decision making process for a purchase. He discusses with John Kaplan and John McMahon what he calls the “CFO factor” - the need for sales teams to consider executive financial decision-maker involvement in the sales process, particularly now in a price-conscious economy. He also shares strategies for effectively communicating value, driving great front line manager performance, and hiring. Get his advice for sales teams and leaders in this latest episode of Revenue Builders. Additional Resources:Support Saint Jude Children’s Hospital: https://www.stjude.org/donateConnect with  Michael on LinkedIn: https://www.linkedin.com/in/michaelcremen/Check out Elastic: https://www.elastic.co/Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast HIGHLIGHTSThe CFO Factor according to Michael CremenConnecting Value in the Sales ProcessHaving a Strong Champion (or multiple) in the Sales ProcessCFO Involvement in Sales DealsWhy You Have to be Paranoid in SalesAsking the Right Questions When Selling to a CompanyHiring the Right People and Sales EnablementSales Enablement and Speaking the Same LanguageThe importance of Methodologies in Sales OrganizationsField Leadership SystemsKnowing How to Sell the Opportunity When RecruitingThe Power of Personality in Recruiting Top Talent QUOTESMICHAEL: BE THE ONE TO CONNECT THE VALUE“Companies only really care about three things at the highest level, making money, saving money, and mitigating risk, and at some point, you have to rise up to that and what are you doing there, that's the value that you're getting to for those customers.”MICHAEL: LEADERS SHOULD BE ENGAGED“One thing I've noticed over the years is leaders that are engaged with their teams, they love to be involved with the deals of that to happen, they want to go in there and close that deal and get it done, and like it’s glory time... Spend the time early stage. Spend it during the development time, because as a leader, you can have more impact there.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management