ValuClarity

Steven Zylstra leads the Arizona Technology Council, a trade organization that promotes the interests of all kinds of tech companies in Arizona. The council is one of the most impactful organizations in the state. I wanted Steven’s take on the future: the future of work, technology, and how tech companies go to market. It was a great conversation!

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Mark Hinderliter is a HR professional who helps corporations develop leaders and cultures that outperform. He knows that some culture types have higher growth ad profits, while others stagnate. Building those cultures requires great leadership. Mark and I talked about those issues, and how they are becoming even more important now, and will become keys to survival in the future.

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Jeffrey Hayzlett, former CMO of Eastman Kodak, and now the Chairman and CEO of the C-Suite Network, led his organization through a tumultuous 2020. From a primarily face-to-face events business, Jeffrey helped steer a rapid transition to virtually-delivered set of experiences to connect C-Suite executives and advisors. It involved rapid iteration and brutally honest redirection. The thing that didn’t waver is the focus on the value: being the most trusted network. The conversation covered a little bit of everything besides…thanks, Jeffrey!

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Kris SV is the Chief Customer Success Enabler at WINsights, a company that helps sales teams elevate sales conversations by providing deep background into a customer’s world. I teach sales teams to arm themselves with deep customer insights, but Kris and WINsights can do an in-depth profile as a service. We talked about the value of differentiating how you sell, and using customer insights to do it. Thanks, Kris!

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Bradley Hartmann was a purchasing executive for one of the nation’s largest homebuilders, and has moved into helping salespeople deal more effectively and positively with purchasing professionals. His company “Behind Your Back Sales” got its name from the idea of understanding what buyers think of sales people when they walk out the door. Bradley and I are kindred spirits, and I loved getting his perspective on selling value in a way purchasing people want to buy it.

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Per Sjofors specializes in helping customers discover the optimal prices for their products and services. He uses a customer-perceived value methodology, unlike most consultants in the pricing optimization space — who analyze historical sales data. This is a HUGE difference and a huge advantage for his clients. We talk about all of this …and finish off with a discussion of how sales capability builds the value in the customer’s mind, so sales is the key to actually realizing value-based pricing.

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Jeroen Corthout is co-founder of Salesflare ( https://salesflare.com), a CRM focused on small businesses. To succeed in that crowded market, Salesflare needs to have a clear differentiation strategy — which they do. That strategy extends to an operational practice that I found creative, simple, and effective. We talked about Salesflare’s differentiation, but also how he keeps customer value front and center in the development team’s mind, forming the core of his company’s development and innovation strategy. I am very impressed with what he shared. I think you will be too.

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Gerhard Gschwandtner is the publisher of Selling Power magazine, and the CEO of Sales 3.0 conferences. He’s been completely plugged in to the sales performance scene for decades, He and I talked about the state of sales, and how technology and tools are not improving sales performance by themselves. He is adamant that the secret to success is the right mindset, and we had a lively discussion on the topic. He also gave a coupon code for a free subscription to Selling Power magazine. Listen for that!

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Steve Lishansky is one of the wisest men I know. He helps corporate leaders, and teams of leaders, make better decisions. His background includes writing a book about value-focused sales, so his leadership and decision making work aligns perfectly with my philosophy. There is no such thing as a conversation with Steve that isn’t illuminating and inspiring. You must give this a listen.

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David Petts has been a CRO with organizations large and small, and has a strong point of view on how to overcome “silo dysfunction” in an organization. I have my own multifunctional expernience at companies of all sizes as well. We had a great conversation about how to grow customer relationships, especially those with major accounts. It was fun sharing ideas and different perspectives. Thanks David!

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