value-based selling

Key Moments

• [00:00] - Introduction to Steve Sims and his journey from bricklayer to luxury experience creator.
• [02:30] - The Elton John connection: Leveraging personal networks for extraordinary business outcomes.
• [05:00] - Current focus: Sims distills the essence of impactful personal and professional transformation.
• [07:45] - The power of referrals and personal testimonials in building business success.
• [10:15] - The significance of "Go For Stupid" and challenging conventional success metrics.
• [13:00] - Strategies for effective communication and building meaningful relationships.
• [15:30] - Differentiating yourself in competitive markets through value rather than price.
• [18:00] - Steve's favorite personal story: A duet with Andrea Bocelli.
• [20:45] - The importance of legacy and making an impact now.

Thank you for support Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.

The fourth and final episode of the Digital Transformation for Industrial Machine Builders podcast series discusses a value-based approach to changing your go-to-market strategy for successful digital transformation.

As a consultant, Gabe has the unique advantage of visiting different companies and seeing their sales motion. Every once and awhile, he visits a company and experiences something less than stellar. A few weeks back, Gabe visited a company who was in the middle of a transition to an account-based approach. Diving into the weeds, Gabe reviewed the process beginning to end and discusses and debates with Steve the lessons learned.

In This Episode You'll Learn:

• What not to do when identifying target accounts
• Issues reps face when identifying target contacts
• How reps can waste time trying to find optimal contact information
• The need to structure your outreach strategy

Links and Resources Mentioned in This Episode:

• How to do Account-Based Sales . . .Not LinkedIn Post
• Account-Based Everything Webinar w/ Trish Bertuzzi, Matt Heinz, Gabe Larsen
• 16: Leveraging Account-Based Marketing and Account-Based Sales in the Enterprise w/Ken Krogue, Jon Miller, & Rich Neal