Costa Harbilas is back for one last round with Randy, and in this episode, he talks about the power of value-based selling. As a huge believer in it, Costa breaks down why it is helpful, the impact it brings, and how you can do it right. He will also be answering questions about advice for people breaking into the tech space, working at Intapp, and many more. Learn more about Costa and his work in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

COSTA: COLD-CALLING IS NOT DEAD

“I'm a huge believer in value-based selling, and I don't believe you can sell anything unless you have a great match. Nobody wants to buy a thing, they want an outcome, and so we have to have a case for change. And you have to understand the current state of why it's not good enough. So you know why they're gonna buy anything, you build the case, and you differentiate why you're the solution of choice where you've done it successfully in the past. And then you got to figure out the compelling event and why they can't wait for the why that why the value is so impactful, they got to do it now.”

Don’t miss out on the previous episode and watch out for the next ones!

• E111 Part 1 - ONE OF A KIND: The Uniqueness of Selling Into Partner-Led Models with Costa Harbilas
• E111 Part 2 - OUTREACH DYNAMICS: Discussing Effective Customer Outreach with Costa Harbilas

Find out more about Costa Harbilas in the links below:

• LinkedIn: https://www.linkedin.com/in/costaharbilas/
• Intapp Website: https://www.intapp.com/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• OpenSymmetry: https://www.opensymmetry.com/