Blog
4/1/1: 4 Random Thoughts from me, 1 tools to help Sales Engineers, 1 quote for motivation
4/1/1 – Let’s talk about Value
By Bini Kanungo
4/1/1 Wednesday
4 Random Thoughts, 1 Tool, and 1 Quote (August 5, 2020)
You may have caught our webinar about providing value to your company with Freddy Mangum a couple of weeks ago, or perhaps the podcast we released based on it.
It got me thinking about how providing value is such an important thing to be able to do, but sometimes, being able to frame or articulate or communicate the value you’re providing is important as well.
Due to the importance of words in one’s ability to communicate value, I decided to show how the same approach in different contexts may not always be the right way to go.
4 Random Thoughts From Me:
1- Last week we talked about how important it is to not burn bridges. Maybe there should have been a caveat. If it makes sense to burn a bridge, for example by switching to a competitor due to it being a better fit (pay, opportunity, growth potential, etc.), then burn the bridge if you don’t have to ever look back.
2- When talking about presenting value to prospects, customers, or other stakeholders, you’ll hear a lot about “show don’t tell”. While there’s a lot of merit to this, sometimes it makes sense to do both. You sometimes have to really communicate the value you’re bringing just to make sure your audience gets it. That is after all the basis of Demo to Win!
3- You are not your customer’s priority. Most customers have a billion and one things that they need to take care of. We need to remember that when we’re expecting something from them.
4- On the flip side, if you’re a customer, be the best customer you can be and don’t always expect those that you have expectations of to always be on the top of their game (even though we always try to be on ours) – If you ever have to go out of your way to help them serve you better, they may return the favor by giving you a little extra in return.
1 Tool:
Pudding: Communication and value go hand in hand. Pudding allows sales teams to coordinate with all stakeholders what’s required for, what’s the progress on, and communicate any other pertinent info as required to run effective proof of concepts. Ramzi has been using it for the last month and loving it.
Also, check out Show 103 for a show with the creator of Pudding.
1 Quote:
When communicating value, or defending a point, or persuading an audience, or any combination of the above, it’s always handy to remember the following quote:
“Everyone is entitled to [their] own opinion, but not [their] own facts.” – Daniel Patrick Moynihan
Stay in the loop
Subscribe to get our latest content by email.