Welcome back to “Altar of the Demo Gods”! In Episode 33, hosts Keith Wilson and John Morton dive into the concept of Customer Verifiable Outcomes (CVOs) and their importance in technical sales. 🎯
In this episode, we cover:
– The basics of Customer Verifiable Outcomes (CVOs) and how they differ from Value Propositions (VPs)
– Strategies for identifying and leveraging CVOs in your sales process
– Tips on effectively communicating your value proposition alongside CVOs
– Real-life examples and personal experiences from Keith and John
– The role of discovery in uncovering and defining CVOs
– How to use metrics and ROI calculations to support your sales arguments
Whether you’re a seasoned sales engineer or just starting, this episode is packed with valuable insights to help you master the art of defining and using CVOs in your sales strategy.
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