E181 - Outcome Based Selling featuring Scott Harvey

In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales process, emphasizing the critical role of customer relationships and consultative selling. Scott shares insights on transitioning strategies at major companies like VMware, ServiceNow, and Stripe, highlighting the significance of personalized engagement and value selling in post-sales and customer success. The conversation underscores the need for continuous sales training and the collaborative effort of teams in achieving success. Sponsored by Octus IQ, the episode offers a deep dive into modern sales strategies and leadership in a rapidly changing market.

KEY TAKEAWAYS

• Outcome-Based Selling: Focus on understanding customer priorities and aligning your product capabilities to drive specific business outcomes.
• Customer Value: Continuously create, realize, and measure value post-sales to improve customer retention and satisfaction.
• Sales Enablement: Importance of thorough training and enabling sales teams to speak the customer's language and have consultative conversations.
• Old School Tactics: Leveraging traditional methods like cold calling to enhance lead generation and build stronger customer relationships.
• Team Collaboration: Success in sales requires a collaborative effort across various teams such as SDRs, sales enablement, and RevOps.
• Leadership Lessons: Importance of being genuine, maintaining high energy, and having a strong emotional connection with the team and customers.
• RevOps Importance: Using data-driven insights for accurate forecasting, pipeline management, and understanding customer lifecycles.
• Innovative Tools: Utilizing advanced tools and methods for pipeline generation and account management.

QUOTES

• "Talent's a lifeblood, man. Talent's a lifeblood." - Scott Harvey
• "If you focus on the outcomes, it's at the C level that you need to be." - Scott Harvey
• "It's all about value; if you can tie to their key priorities and initiatives at sea level, then you can build a value mountain." - Scott Harvey
• "Sales is a team sport; winning as a team is about all functions in the go-to-market working together." - Scott Harvey
• "The more the customers educate you on their business, the better engagement and outcome you can have for both of you." - Scott Harvey
• "It's okay if you ask a dumb question or say something wrong. Be willing to be vulnerable." - Scott Harvey
• "If you keep focusing on the customer's language, you build better strategies." - Scott Harvey
• "We built what we called the value life cycle: enable value, create value, realize value, and champion success." - Scott Harvey
• "Realized value through the operational process is what drives your renewal and upsell." - Scott Harvey
• "Getting to the customer's personal and measurable value is crucial in a successful sales engagement." - Scott Harvey

Find out more about Scott Harvey through the link below.
LinkedIn: https://www.linkedin.com/in/scottharvey2/

This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company, with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.