How to Win in 2026 by Leading With Value Instead of Pitching скачать в хорошем качестве

How to Win in 2026 by Leading With Value Instead of Pitching

Leading with value is no longer optional if you want to win deals in 2026. I’m Mike Carpenter, Founder and Chairman of Xfactor.io and Venture Partner at Lightspeed Ventures. After 30 years of building and scaling revenue organizations, one thing is clear: teams are not losing because of their products. They are losing because buyers have stopped listening to pitches. Markets are crowded. Features are copied fast. When everyone sounds the same, buyers default to price and politics. In this video, I break down why feature selling no longer works and how leading with value changes the entire conversation. What you’ll learn: Why pitching features puts buyers in control of the deal What buyers actually value when budgets tighten How to shift conversations toward measurable outcomes How leading with value increases win rates and deal size How to build confidence before pricing or evaluation This channel is about real execution. I focus on helping leaders educate buyers, define value early, and earn the right to win bigger, more durable deals built on trust and clarity. If you want to build a sales engine that actually wins, subscribe and stay connected. #BeyondTheSalesFunnel #LeadingWithValue #SalesLeadership #RevenueGrowth #GoToMarket #AIinBusiness Connect with Mike: Website: https://mikejcarpenter.com/ LinkedIn:   / mikejcarpenter   X: https://x.com/MikeJ_Carpenter About Mike: Mike Carpenter is an accomplished sales leader, investor, and founder, best known for redefining how organizations build predictable and scalable revenue. As CEO, Chairman, and Founder of Xfactor.io, he developed a groundbreaking Revenue Operations Platform that empowers companies to extract insights from data and optimize go-to-market performance. He is also a Venture Partner at Lightspeed Venture Partners, helping high-growth enterprises scale efficiently and execute with precision. Widely regarded as one of the most successful CROs in tech, Mike has led companies from startup to billion-dollar ARR outcomes through a balance of operational rigor and strategic insight. Previously, Mike served as President of Global Sales and Field Operations at CrowdStrike, where he helped lead the company to a successful IPO in 2019, and held the same role at Tanium, driving global expansion. Earlier, during nearly 14 years at Intel Security (McAfee), he rose to President of the Americas, helping establish one of the industry’s most effective global sales organizations. A published author and frequent industry speaker, Mike is driven by authenticity, purpose, and a commitment to helping others succeed, sharing lessons from over 30 years of leadership, perseverance, and innovation.