Sell Like A Leader – Episode 12

In this episode, we dive into:

– Adoption in the sales cycle: Selling with an adoption mindset, bringing customer success expertise, the new metric of success for salespeople, non-transactional sales processes, preventing wrong expectations, and reducing customer churn.

– Rapid Fire Q&A

About Andy Hershey

David Kreiger chats with Andy Hershey, CRO at Sovos where he leverages his expertise to drive growth as a leader in global tax compliance solutions. Andy has over 23 years of experience in sales and leadership roles across three companies, including Splunk and NS1. At Splunk, he spearheaded the transition from on-premises to SaaS, scaling a $2 million SaaS business to over $1 billion as Global VP.

Podcast Key Takeaways

  • Andy highlights the shift from a transactional approach to a customer success-driven strategy. Your sales team should prioritize helping customers understand the value of your solution early in the sales cycle.
  • Success isn’t a solo act. Involve customer success and professional services early to accelerate adoption, reduce churn, and close bigger deals. Strategic pairing of sales reps and customer success managers based on account types and skill sets is crucial.
  • De-emphasize deep product knowledge and focus on understanding customer pain points and delivering value. Rigorous discovery early in the sales cycle can help tailor the perfect solution for your customers and enhance their overall experience.

Connects

Connect with Andy Hershey: https://www.linkedin.com/in/andyhershey/

Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger/

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