VC 2-036 Jerry Gowen talks about selling value -- understanding your customer

Jerry Gowen is a former colleague...and one of the best salespeople I ever worked with. We'll be having a whole series of conversations together. In this first conversation, we talk about selling value, but I tried to steer the conversation to that foundational skill: understanding your customer, their world, and their business. Part of what makes Jerry a great seller is that he's also an old-school renaissance man: he reads widely and deeply on multiple topics. Learn more about your ad choices. Visit megaphone.fm/adchoices