The Audible-Ready Sales Podcast Capturing Value After the Initial Sale
Apr 2, 2024
Tim Caito, a sales and revenue leader who helps companies create and capture customer value, walks through keeping value visible after the sale. He covers customer-defined value, mindset versus practices, tracking outcomes during implementation, multi-threading across accounts, running short quarterly value reviews, and staying tethered to executive sponsors to get credit for delivered value.
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Customer Defines What Counts As Value
- Value is defined by the customer, not the seller, so focus discovery on what the customer considers valuable.
- Tim Caito emphasizes asking "What do you think you're looking for?" and aligning outcomes to their priorities.
Put Mindset And Practices In Place Early
- Set a mindset of helping customers achieve success and pair it with discovery, proven value examples, metrics, and reporting commitments.
- Tim advises giving teams discovery questions and guidance on past outcomes to broaden potential value.
Report Outcomes Not Activities During Implementation
- Track outcomes not activities during implementation by defining milestones that lead to measurable business results.
- Tim recommends keeping the executive sponsor engaged and negotiating post-sale access up front.