Darrell Amy is the co-host of the Selling From The Heart Podcast. He brings 26 years of technology industry sales and marketing experience. Having coached hundreds of solutions reps in how to uncover business problems, he helps major account reps talk intelligently about business and financial issues. He also helps reps develop professional writing and presentation skills.
Darrell’s career began in 1993 with Lanier where he was a sales rep, sales manager, and branch manager. He sold his first document management system in 1995 and landed his first major account the following year. Next, he was a district sales manager for Toshiba. While there he became DSM of the year after helping to land a large healthcare account. He also became fascinated with document management technology.
In 2004, Darrell began training solutions specialists. This session equipped software sales reps to have business-level conversations with decision makers. Darrell also founded Convergo, a sales enablement and digital marketing team providing website management, social media, and inbound marketing services to technology companies.
Today, Darrell helps companies develop strategies to grow net-new business. He develops solutions sales training for large technology companies.
When he’s not at work, Darrell enjoys his family, including three children and three grandchildren. If he’s not in the office there is a good chance he’s hiking, canoeing, or duck hunting. He is the co-founder of the Kingdom Missions Fund, a non-profit providing venture capital to innovative missions projects. He is also the director of the ManAlive EXPEDITION, a movement helping men recover their hearts and discover their calling.
As a sales professional, you have a choice between two different ways to value and price your recommendations. You can base your price on the value you add or you can take the easy way and base your price on the money you save. Pricing based on saving the prospect money over their current spend seems like the easy way out.Many sales reps do this thinking it’s a fast way to win a deal. But there are four huge problems with this approach.
May of us remember that 1984 Wendy’s commercial with the old lady looking with disappointment at her hamburger. There was a lot of bun, but not much beef. I think that many prospects are asking the same question of sales and marketing professionals. Buyers are crying out for partners who can help them solve their problems. Be that person and you win.