Stay ahead with customer value thinking.

Paula Lina, Director of Value Engineering at Planview, took over this role in 2021 and on day one, she brought with her her previous knowledge, along with the willingness to learn. Paula has been a Rockstar at continuing to bring the value engineering program to a new level. She has done this through educational videos, and her willingness to meet with others to help them grow. Not only is Paula an undisputed Value Champion, she is also a thoughtful teammate and is always thinking about how to make Planview's value selling platform better. Currently, she is working to build out the platform...

When customers buy your product, they’re doing so because they believe it will add value to their business. How well that value is both communicated and delivered will determine how long your relationship continues—and this applies far beyond the initial prospecting stage and deal closure. 

Claude Sehnert knows the importance of injecting value early in conversations. As a leader at his organization, he incorporates value into his discovery with a prospect and leverages value as a way to qualify an opportunity. 

Brad Cornett has driven value-based selling at Kibo. As a VP of Sales, he has taken ownership of the program, working to define business outcomes his company drives for customers. He has ensured reps are enabled with the proper training to drive success. Brad continues to be curious about value and other value practitioners, continuing his learning and sharing that knowledge with others. 

Value-based selling programs must be prepared carefully with the right objectives in mind and the right content. In this department, content is key. I often get the question of who is responsible for putting together the overall value playbook supporting the value-based selling curriculum. My response is simple - Marketing is in charge and must pull information from various departments such as market intelligence, customer success, strategy, pricing, and more. Marketing leaders often forget that they are the R&D of sales. They must work hard in preparation for these training events. And first...

Chad has long been vocal about the importance of value selling. As a top Value Principal for Verint, his focus on data allows him to drive results for the business, but also for Verint’s customers.