To sell more, you have to sell less. It sounds counterintuitive — but that’s what value-based conversations are all about. Vin Messina, VP of Sales Execution at Blackline, shares how he identifies his buyer’s problems and partners with them to find solutions. Tune in to get a step-by-step playbook on how to sell to the c-suite. (Spoiler: C-suite alignment should happen on the FIRST call.)

Key Takeaways:

00:55 - Introducing Gong's rebranding

11:07 - Differentiating sales execution and sales enablement

15:46 - Sales: A series of well-executed value-based conversations

19:40 - Data Breakout: Sales processes and buyer expectations

20:39 - Vin's value-based formula - Problem, impact, value

25:17 - Enabling sellers to coach buyers not press them

32:19 - The difference between a champion and a change agent

38:15 - Micro Action: Are you fulfilling your buyers needs?

Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

Connect with Devin Reed: https://www.linkedin.com/in/devinreed/

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Vin Messina: https://www.linkedin.com/in/vmessina/

Driving deals with value-based conversations