{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Tech Sales Insights","title":"E181 - Outcome Based Selling featuring Scott Harvey","html":"","width":"100%","height":180,"duration":2932,"description":"In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales process, emphasizing the critical role of customer relationships and consultative selling. Scott shares insights on transitioning strategies at major companies like VMware, ServiceNow, and Stripe, highlighting the significance of personalized engagement and value selling in post-sales and customer success. The conversation underscores the need for continuous sales training and the collaborative effort of teams in achieving success. Sponsored by Octus IQ, the episode offers a deep dive into modern sales strategies and leadership in a rapidly changing market.\n\nKEY TAKEAWAYS\n\nOutcome-Based Selling: Focus on understanding customer priorities and aligning your product capabilities to drive specific business outcomes.\n\nCustomer Value: Continuously create, realize, and measure value post-sales to improve customer retention and satisfaction.\n\nSales Enablement: Importance of thorough training and enabling sales teams to speak the customer's language and have consultative conversations.\n\nOld School Tactics: Leveraging traditional methods like cold calling to enhance lead generation and build stronger customer relationships.\n\nTeam Collaboration: Success in sales requires a collaborative effort across various teams such as SDRs, sales enablement, and RevOps.\n\nLeadership Lessons: Importance of being genuine, maintaining high energy, and having a strong emotional connection with the team and customers.\n\nRevOps Importance: Using data-driven insights for accurate forecasting, pipeline management, and understanding customer lifecycles.\n\nInnovative Tools: Utilizing advanced tools and methods for pipeline generation and account management.\n\nQUOTES\n\n\"Talent's a lifeblood, man. Talent's a...","thumbnail_url":"https://img.transistorcdn.com/9o5wWarA2NMqPrgwHbbFlZoOfyPTl1xiCw1_SivQcJA/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85OWUw/MzhjZGQxZjg0MjYy/MjU5YjliNzFmNDgw/NmZhOS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}