In this interview, Kevin Male, Director of Commercial Strategy and Value Engineering at Zellis, shares his journey of introducing and scaling value selling across his organization.
As the key champion of value selling at Zellis, Kevin played a pivotal role in aligning the company’s go-to-market approach with the growing importance of customer value.
Starting as a single Value Engineer managing large accounts, he describes how Zellis, implemented and expanded its value selling methodology to serve customers of all sizes, creating a comprehensive framework that is now central to their sales strategy.
Kevin shares the learnings he had in scaling value across a whole GTM team and what his recommendations are for driving adoption.
The impact of this program has been huge. Zellis now sells value across 70% of their pipeline which is leading to 2x win rates and 43% higher deal sizes.
Watch the interview to hear the full interview with Kevin.
