Stay ahead with customer value thinking.

As a sales professional, your primary responsibility is to generate sales. Throughout history, numerous sales methodologies have been developed for selling products and services. Traditionally, product selling—directly persuading customers to purchase a product—has been the standard approach. However, when this method became insufficient, sales shifted focus from the product itself to the solutions provided by the product.

Karen Heatwole, in her first year of being a DecisionLink customer, has already blown the metrics out of the water, including ROI. As a Vice President Value Advisor, her involvement in the market of value selling and what she's accomplished at iCIMs is impressive, and influential.

Liz Jurewicz, a Revenue Enablement Senior Manager at SpyCloud, has been influential in bringing value selling to the forefront of SpyCloud's revenue organization. She partners directly with the CRO, marketing, and customer success leaders to ensure that value is introduced and consistently communicated throughout the customer journey to ultimately drive better business outcomes for their customer base.

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...

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.