Rob Howes Interview with Jayd McFerson Head of value consulting at leading Data Intelligence Company - Collibra

What are the trends that you are seeing in SaaS sales today? (deals delayed, people getting fired, budgets slashed, uncertainty)

Tell me about your role in Value Consulting

Why is selling business value important, what are the key benefits?

Who gets to benefit and how?

What is the process you follow with a customer or prospect?

You described this data as “directional” can you explain further?

How do you build consensus?

Can you share any success stories?

How about some lessons learned?

How should salespeople switch from product sales to outcome sales?

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