Today’s episode was all about Value Based Selling. We were fortunate to interview Ed Golod of Revenue Accelerators and of TechnicalThoughtLeader.com.
Ed has tons of expertise and built his first company to $14M using the strategies we discussed in this episode.
We took a deeper dive into some of the concepts we looked at in part 1. Here are some notable moments:
5:00 … It’s not value based selling its value centric engagement. You don’t sell a CEO of a company, you don’t sell a CFO and a high level person, you engage with them. And that’s where the conversation begins…
5:56 …The idea of using a technique like value based selling, to sell to an executive, to do a bigger deal faster, and that executive and SVP, VP C level is completely incorrect, especially in 2021, you’re not selling them, you’re working the honor system, to earn the right to engage and have a conversation…
6:52 …But the real secret is the alignment of what you are trying to Yes, I’ll say the word What are you trying to sell to their company?
16:41 …we’re looking for an edge. We’re not looking for a mountain…
21:33… Ed was asked how to get sales and marketing on board and Ed’s response was that HE would own it and get champions behind it…
24:21… Ed told the story of how he learned by going to the Whitehouse how executives digest information. This is the model for the information you want to present to have value based conversations with your decision maker customers.
About the Hosts:
Edward Golod, Founder & CEO of Revenue Accelerators, and co-Founder of Technical Thought Leader (.com). Ed is a C-Suite Sales, Marketing & Value expert, as well as the revenue architect for clients in three continents and 10+ countries. Ed has personally been responsible for closing $265M in Enterprise sales throughout his career and has grown two startups, had two exits, and grown on to $40M. Ed regularly is renowned for his unique ability to create, articulate and leverage executive and value-based messaging that has reached the C-Suite at Fortune 100 companies, creating new opportunities at Viacom, JPMC, Citicorp, Cablevision, Voya Financial, HBO, Lowes, Under Armor, Dicks Sporting Goods just to name a few. Ed’s sales systems have generated $100’s million of dollars and $3.4B in value for him and his clients.
Ed can be reached at ed@revenueaccelerators.com or on LinkedIn: www.linkedin.com/in/edwardgolod
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front-row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for themselves and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at gloria@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/gloriagunn