Stay ahead with customer value thinking.

In addition to our upcoming webinar, “#ChoosetoChallenge with Value: How Leading Women Leverage Value to Win,” we’re celebrating International Women’s Day by hearing from the amazing and inspiring women of DecisionLink. 

As contributor to the recent report, “2021 Predictions for Sales Leaders: The Year of Value,” I proposed that technology will become increasingly important to the entire commercial side of the business. Now, that may sound a little trite in a paper coming from a technology company, so here are some further thoughts to that prediction.

By David Brock

No. Aim your Value Correctly all the way UP the Food Chain!

By Jim Berryhill

Since the early 2000s, there has been an interesting trend, especially in the technology industry, to install a Chief Revenue Office instead of a CSO. It started off as a large, but by no means exclusively, Silicon Valley trend and focused on SaaS providers. Most SaaS start-ups were led by CEOs with product and engineering backgrounds and many of them quickly realized (or were advised so by their investors) that they needed further executive leadership with revenue and customer DNA to complement those skills and interests — but more than just a sales leader because SaaS success is about more...