Mike DeLeonardis discusses the challenges of introducing innovative technology in the market, particularly in the context of warehouse automation. They explore common objections related to ROI and business cases, emphasizing the shift towards higher ROI expectations.

The discussion also highlights the importance of understanding client needs through value selling and the role of client success in ensuring continuity and satisfaction post-integration.

Key Topics

• The market is evolving towards higher ROI expectations.
• Value engineering is crucial for overcoming objections.
• Identifying pain points collaboratively with clients is key.
• 10-15X ROI is becoming the new standard in automation.
• Client executives must understand both technology and ROI.
• Continuity in client success enhances the customer experience.
• Pre-sales and post-sales should be integrated for better service.
• Understanding SaaS is essential for modern sales roles.
• Effective communication of value is critical in sales.
• The customer journey requires a seamless handoff between teams.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Overcoming Market Objections

03:05 Value Engineering and ROI

05:39 Client Executive Attributes and Success

About Elevator 321 and the College of Coaches

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