Revenue Riser podcast: Deliver true business value in a changing world

Now everyone talks about value. But what does it really mean? It's a question I often ask salespeople and it may surprise you to know that the answer is often quite slow to come. In fact, try it with your team at your next sales huddle and see what you find. Now, the dictionary definition is "The importance, worth or usefulness of something". But just like beauty, value's in the eye of the beholder, and what we perceive as important, worthy or useful changes over time, and perhaps in the recent climate more than ever. I'm your host, Anna Britnor Guest and I wanted to take a look at how companies are getting close to their customers to better understand their needs and deliver the outcomes they want. Part of getting close means having a joined up approach. So I'm delighted that this is a cross function conversation with Jude Mott and Gary Schwartz. One of the things that impresses me about both my guests is that they are really purpose driven and care passionately about the value that they themselves deliver. Gary's led marketing at purpose-driven enterprise SaaS businesses over the last 20 years and now leads marketing at TransfrVR. This is such an interesting company that's on a mission to transform the pathways that people take to start or transition their careers through skills based immersive training. Jude's been working in the telecoms and IT sector for the last 20 years with both UK and global teams. She describes herself as being wedded to product management and having worked with Jude and known her over a number of years now she's really passionate about connecting technology with human adoption, and championing a market-led approach to sales and proposition development. And by the time this episode went out, Jude had joined Virtual1 as Cloud Product Manager. The conversation really highlighted the need to quickly adapt to changing customer needs so listen in for tips and examples to help your business.