67. Beyond Value Selling: Building a Culture of Outcome, Impact, and Economic Value
In this episode of B2B Sales Trends, Harry Kendlbacher speaks with Christian Smith, former Chief Revenue Officer at Splunk, about what it really takes to transform a business at scale. Christian helped lead Splunk through a massive shift — from $500M to $5B in recurring revenue and from on-prem to cloud SaaS. Drawing on his 35-year career, he shares what it means to go beyond traditional value selling and align the entire company around outcomes, impact, and economic value. Inside the conversation: - What it takes to lead an enterprise transformation of this magnitude. - Why traditional value…
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