Selling “Value Realization”: The Modern Engagement Model - Christian Smith - CRO @ Splunk

Summary

In this episode of the Elite Selling Podcast, Christian Smith discusses the evolution of sales methodologies toward a more customer-centric approach. He emphasizes the importance of understanding customer value, the role of customer success, and the need for a cultural shift within organizations to prioritize long-term relationships over short-term gains. The conversation also touches on the challenges of adapting to shifting customer expectations and the necessity of delivering continuous value to maintain competitive advantage. In this conversation, the speakers discuss the evolving role of sellers in modern sales, emphasizing the importance of partnership, teamwork, and resource allocation. They explore the characteristics that define successful sellers, including a growth mindset and discipline, and highlight the significance of maintaining a balance between work and personal life. The discussion also touches on the impact of leadership on fostering a positive work environment and the necessity of adapting sales strategies based on company size and market conditions.

Takeaways

• Sellers need to care about customers post-sale.
• Customer engagement models must evolve to meet expectations.
• Sales training should focus on delivering customer value.
• Organizations must define their engagement teams clearly.
• Customer success is crucial for long-term relationships.
• Sales and customer success must work collaboratively.
• Cultural shifts are necessary for effective engagement models.
• Leadership must align on customer value outcomes.
• Modern sellers must adapt to changing customer expectations.
• Continuous value delivery is key to customer retention. A good seller's job is constant discovery.
• Great sellers are great discovery people.
• Think of your territory as a CEO of your territory.
• You can't spend the same on a $10,000 account as a $10 million account.
• Focus on the ICP.
• Growth mindset shows up in strong curiosity.
• Discipline differentiates the great ones from the not so great ones.
• Work is not my life.
• I love solving customer problems.
• The patterns discussed are important for every company size.