Supporting salespeople and leaders with process and data is something on which Will Foley, Director of Revenue Operations at Splash, thrives.
With Jeremey being the RevOps and strategy person he is, you can expect a fair amount of geeking out during their talk.
They’ll cover things like getting a lone wolf seller on board with a methodology, leading with the people side from a change management perspective, and reinforcing through simple habit exercises.
Listen here and read below for highlights from the show!
Will: When it comes to sales methodology, it’s never something that comes directly out as something you need. I think it comes out in a few different ways.
So no one is sitting here and going, “Ah, darn, I wish we had, you know, really good sales framework,” it usually comes out in ways that might feel familiar to a lot of people. “Hey, you know, I just don’t understand, you know why we lost this deal. They were really engaged, and they were really personable, and I just don’t understand.”
Another example would be, “hey, it feels like we’re spending a lot of time and energy on managing our pipeline. And it just seems like things can be easier.” The symptoms are never very closely tied to the sales framework. And the one that we chose, value Selling is really, really exciting.
And the reason that we landed on value selling is we took the buyer personas in mind, one of the things that value selling does really well is that it puts the sales rep in this instance, as well as your BDRs, and CSMs, they put you as a subject matter expert in buying software, you are guiding that user who might not have purchased software in their life or do it infrequently, and turns that situation into, “Hey, I do this all the time.
Here’s how I’m going to help you along the way. And these are the things that I’m going to work to drive value for you.” So it just made a lot of sense for us because that’s exactly how I want to be treated in those situations.
Jeremey: People may not realize that value Selling is a phrase but it is also a company that provides methodologies value solving associates, and they’ve evolved over time like that sounds like they’ve integrated elements of you know, what challenger is famous for, which is to have that AE or SDRs subject matter expert who advises the customer.
Will: I think it has been evolving a lot where the framework is not only what your reps are doing with the prospects, but how we’re capturing that information and data that goes to support that, that goes into inspecting that, that goes into rolling it up to the highest level to the sales manager, to the director to VP to your CFO to the CEO and board and impact that value selling can provide.
Anything that you’re rolling out measuring the impact in a quantifiable way, is going to really drive a lot of value for the business, as well as providing value to our prospects and customers.
So I’m very excited to really take this social value selling, concept and operationalizing it and supporting our reps that reinforce that process. All while they are providing valuable information that rolls up in a quantifiable way to key stakeholders internally.
Jeremey: I’m gonna throw a naive question at you. Imagine that you are, you know, one of the sales leaders in your organization and this leader objects to a new methodology by saying, “Look, my reps are closing the deals, I do whatever deal reviews or pipeline reviews offline. And you know, it’s working. I don’t want to spend extra time on what they might view as bureaucracy and Salesforce data entry.”
Well, what’s your response to that?
Will: I think there are a few different ways to handle that situation. And it’s very, very common and the different ways that I would handle that is really dependent on that individual’s personality, but also their communication style motives, and interest.
Two personas really come to mind, maybe… A, let’s say, lone wolf seller loves to have the freedom of doing the things that then result in very good results. And my response to that lone wolf is, “that’s excellent.” Their motivation is to be an individual that can use their talents, and then add the color into their process.
They want the ability to do what they want to do. And so value selling can fit into that. And there’s a lot of motivation behind that; that individual wants to do well and wants their own ability to determine that path.
But ultimately, they want to do well. And that’s the key. If you can tap into their motivation to do well. It can be a very easy conversation that translates into “Hey, you still have the ultimate ability to determine what you say and when. But this is going to be a framework that allows you to do even better than you are. Let’s go.”
The second persona that comes to mind is someone that maybe is more junior and is maybe a comforting individual that just got used to selling and now they need to learn something new.
And so there’s this comfort challenge with value selling. And I think that’s where a lot of grooming techniques, case studies, as well as really smart change management and it goes back to the Power of Habits can really infuse a successful, maybe detractor into maybe a neutral. I don’t think that we’d turn them into someone that would be a promoter at this point.
But if we can just change their perspective, a little bit at a time. Over time, we will definitely be able to get the value out of value selling for that type of individual.
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