Ep63 Helping Salespeople Communicate Value with Jen Burns

Welcome to Inside: Sales Enablement Episode 63How do we make sales today and one of the things that we need to concentrate on is selling the value of what is actually value mean in the first place? No human being on the planet can live without water. But water is cheap, and prevalent, and inexpensive in most places. Whereas none of us need diamonds to survive. But diamonds are expensive. So what actually is value?In this episode, the guys are joined by Jen Burns who runs sales enablement globally for IQVIA. The reason the concept is so important today is as we move into a digital into the digital economy where customer experience becomes so vital.The key questions you must be able to help your sellers answer are: What actually is valuable? Is the product and service that you have, is that what is valuable? Or is it the outcome the customer achieves? Is that what's valuable. That's what we're talking about today.AUDIO TRANSCRIPT:Intro 00:02  Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.Scott Santucci 00:34  I'm Scott Santucci.Brian Lambert 00:36  I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.Scott Santucci 00:49  Together, Brian, I've worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's more important, what doesn't.Brian Lambert 01:03  And our focus is on you, as a sales enablement leader and Orchestrator, sales enablement, leaders need to develop specific characteristics that we call Orchestration, operate in the blended domain of strategy and tactics, where you do both. Our goal on this podcast is to help you clarify what that looks like, provide examples that you can then take an action in your own company and give you confidence to engage up down and across the organization. And as usual, we have a centering story. So Scott, what do you have for us today?Scott Santucci 01:34  So I'm going to lead with a quote, and I'm going to ask you to see if you can think place the quote and the time period.Brian Lambert 01:42  Okay.Scott Santucci 01:44  Here's the quote. Why is water that is vital for all life. cheap. And diamonds are so expensive.Brian Lambert 01:56  Isn't this say? Something tells me that this is like the 1980s or something that a technology reference like a Steve Jobs keynote or something?Scott Santucci 02:06  Close?Brian Lambert 02:06  It isScott Santucci 02:07  very close. Yes. It's Aristotle. And it's about 300 BC. You were right. Close. My hopesBrian Lambert 02:17  only to bash it upside that. Okay. Well, fine. Aristotle's a smart dude. I can get go for that.Scott Santucci 02:22  I guess he's Steve Jobs. Yes. And essentially, he's got, you know, big thoughts.Brian Lambert 02:27  And they probably are more like sandals.Scott Santucci 02:29  There's the close part. So why are we talking about this and diamonds, around the time of Aristotle, many of...