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Guiding Principles to Launch and Scale your Value Selling Practice w/ Gregg Nichols (Citrix)

By Tom Pisello | June 4, 2020

Gregg recently joined Citrix as the Global Head of Value Engineering, chartered to build a worldwide team to help prospects and customers assess the business value of running on Citrix technology.

In this interview, we discuss his challenges launching this new practice, his guiding principles for excellence, how he proves the value of his practice, and his plans for future growth and scale.

Gregg Shared the 6 things his team instills upon their customers to ensure value…

“So, what we are doing is trying to arm our customer success managers that are responsible for making sure that renewals happen on our side, and that the customers are successful on their side… trying to arm them to understand exactly what does make each customer successful.”

Our Checklist: The 6 things…

    We make sure that the customer:

  • Is trained in the tech
  • Is USING it
  • Has Access to it
  • Is producing content within the tech
  • Is NOT producing in the old process
  • Has actively recommissioned the old process so it is not available

To learn more, check out the full episode here!

“Try not to become a man of success. Rather become a man of value.”
– Albert Einstein

Keep evolving EVOLVERS!
Until next time…

#ValueSelling #ValueConsulting #ValueEngineering #ValueManagement #OutcomeSelling #BusinessValue #TCO #ROI #TCOCalculator #ROICalculator #RealizedROI #RealizedValue #SalesEnablement #SalesPerformance #SalesOptimization #SalesTools #SellingTools #InteractiveContent #Insights #Benchmarks #SaaS #Citrix

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