#28 Selling Outcomes, Not Products - David Koppe Artwork

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The Randall Osché Podcast

#28 Selling Outcomes, Not Products - David Koppe

September 24, 2025 • Randall Osché • Season 2 • Episode 28

Join me on The Randall Osché Podcast as I sit down with David Koppe, Director of Value Marketing at MinIO. David’s career spans GE, ThoughtSpot, and MongoDB, where he’s built global value selling practices. We talk about why organizations struggle to articulate value, how to embed value into sales and marketing, and what executives actually care about when making buying decisions.

What you’ll Learn:

From Tech to Outcomes – Why “we don’t sell technology, we sell what customers can do with it.”
The Danger of Late Engagement – The risks of bringing value engineers in too late.
Embedding Value Everywhere – How to weave value into content, proof points, and conversations.
The Executive Lens – What CEOs and CFOs actually care about when evaluating solutions.
The Self-Ending Role – Why the best value leaders eventually put themselves out of a job.

Don’t miss this one. We talk about selling outcomes, redefining value, and how to build sales practices that win

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