Liquid, Solid, Gas: Overcoming Today’s Go-Sell-Value Challenge

Welcome to the Inside: Sales Enablement Podcast Episode 53

Nine 4x2 Lego blocks have over 9 Billion unique combinations. How many "legos" does your product, solution, or service have? No matter how you define a "lego" at your company, the permutations are astounding, and yet this is the challenge salespeople navigate daily.

On top of this, your company is changing -- rapidly. Moving from one form or the other. This journey represents another challenge salespeople must navigate.

In this podcast, Brian and Scott are joined by Chad Quinn, the CEO & Co-Founder, Ecosystems and Jason Cunliffe, Group VP Content Marketing Services at IDC. Chad and Jason have created a partnership. How did it form? By a shared client's definition of value and the blending of capabilities to help sellers navigate a complex buyer-seller relationship.

In this podcast, you'll hear:

• The definition of value
• Ways company's evolve their value communication approach
• Ideas to make value clear
• Ways to relieve seller burden in the sales process

EPISODE TRANSCRIPT:

Intro 00:02  

Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

Scott Santucci 00:34  

I'm Scott Santucci,

Brian Lambert 00:36  

Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

Scott Santucci 00:48  

Together, Brian, I've worked on over 100 different kinds of sales enablement initiatives, as analysts, consultants or practitioners. We've learned the hard way. What works and maybe what's more Important, what doesn't.

Brian Lambert 01:02  

Our focus is on you as a sales enablement leader and orchestrator. As an orchestrator, you need to develop specific characteristics to operate in the blended domain of strategy and tactics where you do both together well to help your company win. Our goal on the podcast to help you clarify the measures of success, gave you confidence to engage up and down and across the organization, and provide real examples of what it looks like to execute strategy and execute tech. As always, we start with a centering story. So I'm gonna pass it over to Scott Scott, what do you have for us?

Scott Santucci 01:36  

So today's centering story is about a glass of water.

Unknown Speaker 01:43  

There we go.

Brian Lambert 01:44  

So well, that's gonna be hard to date.

Scott Santucci 01:47  

No day Exactly. Well, it's timeless, right? So water is a is timeless with with regards to humanity's concerned. But when you think about water, it's its chemical composition is it's a bunch of molecules. those molecules are bouncing around. And what's interesting about water isn't the only substance on earth that exists in three different states. It's a, it exists in a gaseous state, so we breathe it in all the time. It exists in the liquid state. So Jason has a bottle of it right now. So it can deal with the heat down in Miami. And it also exists in a solid state. And that's really what we're going to zoom into is, is that the difference between the liquid state and the solid state? So did you know Brian, that ice actually is considered a...