Selling Outcomes, Not Products
Currently the Director of Value Marketing at MinIO, David talks about how to embed value into sales and marketing, and what executives actually care about when making buying decisions.
What you’ll Learn:
From Tech to Outcomes – Why “we don’t sell technology, we sell what customers can do with it.”
The Danger of Late Engagement – The risks of bringing value engineers in too late.
Embedding Value Everywhere – How to weave value into content, proof points, and conversations.
The Executive Lens – What CEOs and CFOs actually care about when evaluating solutions.
The Self-Ending Role – Why the best value leaders eventually put themselves out of a job.
Spotlight Conversation
Discover how David has built value practices at global software companies and why he believes every vendor should sell outcomes, not features.
Questions Randall is Wondering After This Episode
Why do so many companies still default to features over outcomes?
How can we embed value selling into every part of an organization, not just sales?
What would it look like if more leaders thought about value before cost?
Memorable Quotes
"It's easy to focus on the glamorous side of running a business, but success also depends on unglamorous work life cleaning, accounting and hauling trash. You have to respect the nuts and bolts for it all to hold together."
About the Guest
David Koppe
Director of Value Marketing
David has led global value selling at GE, ThoughtSpot, and MongoDB.
Find David:
