9. Tammi Warfield: Think of selling as the passing of a baton between team members

Special guest Tammi Warfield and I discuss the full customer buying relationship versus the much more limited traditional selling approach. Tammi has held senior leadership roles at Microsoft, BMC, Delphix and more, where she owned the customer relationship process and business practices across the entire lifecycle. She's carried a bag and, generously, she has many lessons to share.

She also happens to be a long time friend and former coworker.

We explore Tammi's Value Realization model of Engagement -> Presales Journey -> Discovery & CoCreation -> Adoption/Rollout -> Value Realization -> (Next) Engagement.

While Tammi and I are both strong proponents of the Value Selling mindset, she outlines a holistic approach for the customer engagement process, while the traditional Value Selling perspective focuses more narrowly on the sales person and surrounding personas (the inside out view). Tammi's model builds on itself -- value realization loops back to (re)engagement, and to useful learnings for the sales person to take to their next customer conversation.

Key takeaways of our conversation:

• Do not overlook the "small things" in sales, because the small things really matter
• Think of the sales journey as the passing of a baton from team member to team member, with the customer as an integral part of that team
• Understand, confirm, reaffirm the customer's value basis. When the customer uses your slide in discussions with other stakeholders, you've gotten it right

To follow up with Tammi, you can reach her on LinkedIn or ⁠⁠via her website.

To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast ⁠⁠⁠⁠⁠⁠website⁠⁠⁠⁠⁠⁠.

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Thank you!

Lee Levitt