Business Value Assessments: Looking at Opportunities through a Value Lens with Doug May

Doug May is the Chief of Staff to the CRO at Datadog. He has
extensive experience in sales leadership and has a deep
understanding of driving business value for customers.


In this episode of the Revenue Builders Podcast hosted by John
McMahon and John Kaplan, Doug emphasizes the importance of
quantifying value in the sales process. By aligning solutions
with customer goals and strategies, sellers can show real
business impact. Discovery is crucial for understanding customer
challenges, and building trust is essential for successful sales
engagements. Presenting the results of a business value
assessment in a simple and compelling way is key to gaining
customer buy-in.

Tune in to this conversation with John McMahon and John Kaplan on
the Revenue Builders podcast.


HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:10:16] Distinguishing oneself as a salesperson through
business value.
[00:11:57] Importance of how you sell and what you sell.
[00:18:07] Earning the right to discuss personal pressure.
[00:20:21] Using the value pyramid framework to align
solutions.
[00:28:30] Collecting metrics and understanding the problem worth
solving.
[00:31:36] Building trust through understanding and consultative
approach.
[00:34:51] Story about differentiating through understanding
customer challenges and providing a business case.
[00:38:59] Creating a customer version of the sales process to
set expectations.
[00:45:24] Importance of message framework and story arc in
sales.
[00:53:15] Lifecycle of a BVA and its ongoing measurement of
value.


ADDITIONAL RESOURCES


Learn more about Doug May and about their
company:


https://www.linkedin.com/in/dougmay/
https://www.linkedin.com/company/datadog/


Download our Sales Transformation Guide for Leaders:


https://forc.mx/3sdtEZJ


HIGHLIGHT QUOTES


[00:55:00] "What metrics are we going to help them measure? And
when you can integrate this pre-sale value experience into the
post-sale value experience. Value is the red thread from the very
beginning, from my first call to the customer through the closing
of a deal, onboarding, and customer expansion. It's something
that's just there all the time."
[00:56:18] "In the best scenarios, the champion will get on the
phone, invite us to the call with procurement, and explain a
couple of critical points."
[01:00:20] "I've made a slide that highlights that incident, it's
the punch in the gut. Now you're the procurement person, you see
the people you've met, the incident, the quotes, this real-world
incident. You almost become scared, not wanting to be the one
that said no to this vendor."