How to Run Prescriptive Proof of Values with Andy Hershey - CRO @ Sovos

Summary

In this episode, Andy discusses the importance of prescriptive proof of values (POVs) in accelerating sales cycles and improving conversion rates. He shares his experience implementing prescriptive POVs at Splunk and the positive impact they had on the sales process. Andy emphasizes the need for qualification and discovery before introducing a POV and highlights the importance of leveraging customer data to drive sales. He also recommends the resource Pavilion for sales professionals looking to enhance their skills and knowledge.

Takeaways

• Prescriptive proof of values (POVs) can accelerate sales cycles and improve conversion rates.
• Qualification and discovery are crucial before introducing a POV to ensure it is the right fit for the customer.
• Leveraging customer data in the sales process can provide valuable insights and drive decision-making.
• Confidence and the ability to push back on customers when necessary are key traits of elite sellers.

Chapters

00:00

Introduction and Focus on Prescriptive Proof of Values

01:07

The Aha Moment for Prescriptive Proof of Values

11:34

Introducing Proof of Value in the Sales Process

12:25

Qualification and Discovery for Proof of Value

25:45

Leveraging Customer Data in the Sales Process

31:37

Recommended Resource: Pavilion

33:35

Defining an Elite Seller