Episódios
-
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Ron Haimoff, the Head of Sales Strategy at Replicant.
The trio discussed Ron's unconventional journey into value consulting, the evolution of value programs at DocuSign, and the best ways to scale value programs in today's business environment.
Ron shares insights on transitioning from value consulting into more strategic roles, the significance of cross-functional collaboration in value roles, and offers valuable advice for aspiring value practitioners.
TAKEAWAYSValue consulting often starts by accident or through unconventional paths.Enterprise sales is a complex field that requires a scientific approach.Building a value program involves understanding customer needs and articulating value effectively.Scaling value programs requires segmentation and automation.Confidence in discussing value is crucial for sales teams.Value should be embedded in every function of an organization.Value engineering is an integral part of modern sales processes.Understanding broader business elements enhances value articulation.Curiosity about value creation can lead to better customer engagement.Cross-functional roles are essential for effective value delivery.
-
In this Value Coffee Talk podcast episode, Tom Pisello and David Caradona discuss how to achieve $100 million in growth using value selling and value enablement. The pair emphasize the importance of shifting from a product-focused approach to a value-focused approach, and the role of value engineering in driving this transformation.
The interview also highlights the significance of discovery and the case for change in uncovering customer value and aligning to it. The conversation explores the need to slow down and connect the dots between technical capabilities, use cases, and business outcomes. Additionally, they discuss the role of value engineers in small companies and the challenges of scaling sales enablement and automation.
Takeaways
To achieve $100 million in growth, companies need to shift from a product-focused approach to a value-focused approach.Discovery and the case for change are crucial in uncovering customer value and aligning to it.Connecting the dots between technical capabilities, use cases, and business outcomes is essential in driving value.Value engineers in small companies play a crucial role in transforming the sales force and driving growth.Scaling sales enablement and automation requires leveraging existing resources and being scrappy.Sound Bite
"You're coming in, it's likely that the organization has been successful in selling bottom-up, you know, like you say, product features, POC. And so now driving that transformation to flip that around to now start to sell value upfront rather than selling features is that pivot that needs to happen."
Chapters
00:00 - Introduction and Background
01:36 - The Transformation Role of Value Engineering in Small Companies
03:06 - Flipping from Product-Focused to Value-Focused
05:44 - The Importance of Discovery and the Case for Change
09:36 - Proving Value through Use Cases
12:09 - The Role of Value Engineers in Small Companies
14:50 - Scaling Sales Enablement and Automation in Small Companies
-
Estão a faltar episódios?
-
In this episode, our hosts Tom Pisello, April Morley, interview financial selling expert Dr. Stephen Timme, and sales enablement leader Sheevaun Thatcher to discuss the challenges that sales teams face in meeting customer expectations and delivering value and how to leverage a customer centric approach to improve engagements, build trust and instill decision confidence.
The pair of guests highlight the importance of understanding the customer's goals and strategies, as well as the need for personalized and insightful communication. The experts emphasize the need for sellers to move away from a feature-focused approach and instead focus on the customer's pain points and desired outcomes.
The discussion touches on the role of AI in sales outreach and the importance of building trust and confidence with buyers. Overall, the conversation emphasizes the importance of a customer-centric mindset and the need for sellers to listen, understand, and provide value to their customers.
TakeawaysUnderstanding the customer's goals and strategies is crucial for delivering value.Sellers should move away from a feature-focused approach and focus on the customer's pain points and desired outcomes.AI can be a useful tool in sales outreach, but it should be used to enhance personalized and insightful communication.Building trust and confidence with buyers is essential for successful sales.A customer-centric mindset is key to meeting customer expectations and delivering value.
Chapters00:00 Introduction and Overview
03:04 The Importance of Customer-First Approach
05:17 The Limitations of AI in Sales Outreach
07:37 The Need for Trust and Confidence
09:45 Delivering Value through Discovery and Value Hypothesis
11:48 The Role of Marketing in Sales Enablement
15:07 Customer-Centric Account Planning
18:14 Understanding Customer Motivations
20:47 Opportunities in Building Buyer Confidence
23:56 Mitigating Risk and Making Informed Decisions
26:34 Final Thoughts and Takeaways
-
In this episode, Tom Pisello and April Morley discuss leveraging value capability and maturity assessments with special guests Justin Zacks and Saul Gerdes, co-founders of the value automation platform provider, Value Plan. The guests share their journey with value and the importance of speaking in customer language throughout the entire customer journey and how interactive assessments can help build this in a collaborative fashion.
In the conversation, the group emphasizes the need for a mutual value plan created with the customer and the importance of aligning stakeholders and gaining consensus. They also discuss the role of capability maturity assessments in marketing, BDR, sales, and customer success, and how these assessments can facilitate better discovery, consensus building, and value expansion. The episode concludes with advice on measuring and thinking about value from both a quantitative and qualitative perspective.
TakeawaysSpeaking in customer language is crucial throughout the entire customer journey.A mutual value plan created with the customer helps drive a two-way value-based conversation.Capability maturity assessments can facilitate better discovery, consensus building, and value expansion.Measuring value should consider both quantitative and qualitative aspects.
Sound Bites"Enterprise tech vendors are usually pretty bad at speaking in customer language."
"The vendor should have a point of view already on what's going on here and what the value is."
"A maturity assessment helps to reveal alignment or misalignment among stakeholders."
Chapters00:00 Introduction and Mission of the Podcast
03:47 Creating a Mutual Value Plan
06:17 The Role of Capability Maturity Assessments
09:13 Facilitating Alignment and Consensus
12:18 The Handoff to Customer Success
14:32 Collaboration on the Customer Value Lifecycle Assessment
17:11 Measuring and Thinking About Value
19:19 Closing Remarks and Call to Action
-
In this episode, Tom Pisello and April Morley interview Greg MacKinnon, the value leader for Loftware, about the practice of value engineering. The trio discuss the evolution of value programs at companies like Siebel and SAP, and how the new generation of programs needs to evolve to be more seller and customer success empowering - with value leaders as more teacher, coach and evangelist.
Greg emphasizes the role of teaching and empowerment in value engineering, and the need for self-service models and user-friendly tools. He also highlights the significance of value realization and the importance of clarity and continuity in measuring and delivering value to customers.
TakeawaysValue programs need to be customized and aligned to the customer's needs and the organization's goals.Teaching and empowerment are key in value engineering, and self-service models and user-friendly tools are essential.Value realization requires clarity and continuity in measuring and delivering value to customers.The role of value engineering is shifting, and a mindset of abundance and organizational alignment is crucial for success.
Sound Bites"Value 2.0: Bringing Best Practices and Creating a Greatest Hits Album""Value is not just ROI, it's understanding the business problem we're solving""The role of value engineering is shifting and becoming more sales and customer success centric"
Chapters00:00 Introduction and Sponsorship
03:06 The Evolution of Value Programs
08:01 Teaching, Empowerment, and Self-Service
12:33 Value Realization: Clarity and Continuity
18:47 Shifting the Mindset: From Scarcity to Abundance
21:20 Value Automation and Tools
24:16 Value Realization and Business Levers
27:27 The Importance of Teaching and Sharing
-
In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley interview Larry Levine, a sales performance expert and author and author of the book Selling from the Heart.
The conversation revolves around the topics of trust and authenticity in sales. Larry emphasizes the importance of building trust with clients by focusing on their needs and values.
He encourages salespeople to bring their authentic selves to the forefront and to engage in personal and professional conversations with clients. The episode also discusses the need for salespeople to slow down and collaborate with clients, rather than rushing through the sales process.
Larry suggests that salespeople seek feedback from clients to ensure that their perception aligns with the value they are delivering.
TakeawaysTrust is a hot topic in sales due to the lack of trust caused by salespeople focusing on themselves and their products rather than the needs of the clients.Authenticity in sales means congruency between one's words and actions, and it requires self-reflection and bringing the best version of oneself forward.Slowing down and collaborating with clients can build trust and create a better sales experience.Seeking feedback from clients is crucial to ensure that the value being delivered aligns with their perception.Finding a coach or mentor can greatly benefit sales professionals at any stage of their career.
Sound Bites"If you want to build trust, you've got to flip the switch. You got to flip the switch, shine the light on your clients, future clients, value them, care for them, respect them.""How do you really position yourself with trust, with authenticity? And it's those two things that I think people are starving for.""If you're always throwing the cosmetic gold lined version of yourself out there, you best be willing to back it up. Cause if you can't back it up, then people are going to poke holes in it like Swiss cheese."
-
In this episode, Tom Pisello and April Morley discuss the good, the bad, and the ugly of AI in sales with Dr. Stefanie Boyer. They explore examples of successful sales AI tools, such as conversational intelligence.
They also discuss the challenges of AI implementation, including the need for authenticity and the risk of automation at scale. The conversation highlights the importance of solving specific problems and considering how salespeople learn when implementing AI tools.
The episode concludes with advice to focus on high-quality tools and avoid distractions.
TakeawaysSuccessful sales AI tools include conversational intelligence and Quillbot.Authenticity is crucial in AI implementation to maintain trust with customers.Automation at scale can lead to generic and inauthentic interactions.Solving specific problems and considering how salespeople learn are key to successful AI implementation.High-quality AI tools should be built on a foundation of knowledge and expertise.
Sound Bites"I'm really excited about building a foundation using AI on learning, on science.""Another tool that I like a lot that really helps to be able to get your messages to sound on point is Quillbot.""We use conversational intelligence to record every one of our calls."
-
In this episode, Tom Pisello and April Morley interview Jim Schattin, the Senior Vice President of Customer Success at Placer.ai. They discuss the importance of the handoff from pre-sales to customer success post-sales and the challenges customers face during the onboarding process. Jim emphasizes the need for clear communication, setting expectations, and establishing a mutual success plan with the customer.
He also highlights the importance of listening to customers and understanding their business problems in order to provide effective solutions. Jim provides valuable insights for customer success professionals and emphasizes the need for continuous onboarding and value delivery throughout the customer lifecycle.
TakeawaysThe handoff from pre-sales to customer success post-sales is crucial for a smooth customer onboarding experience.Clear communication, setting expectations, and establishing a mutual success plan are key elements of successful customer onboarding.Listening to customers and understanding their business problems is essential for providing effective solutions.Continuous onboarding and value delivery throughout the customer lifecycle are important for building trust and driving customer success.
Sound Bites"It's like a big game of telephone out there, right?""The whole name of the game is how do you get to value quickly?""We're gonna have you drive the system and I'm gonna coach you through it."
-
In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley interview Mary Shea, the Global Chief Evangelist for HR AI firm HireQuotient.
They discuss the importance of recruiting in today's business landscape, particularly in go-to-market and sales roles. Mary explains how Higher Quotient uses generative AI and automation to transform the talent recruiting process, automating the initial stages and allowing recruiters to focus on the human elements.
They also explore the challenges faced by sales teams and the need for strategic talent management and enablement. Mary emphasizes the importance of building connections and personalizing conversations with prospects, as well as the need for continuous learning and curiosity in the ever-changing business world.
TakeawaysRecruiting is crucial for success in today's business landscape, especially in go-to-market and sales roles.Higher Quotient uses generative AI and automation to transform the talent recruiting process, automating the initial stages and allowing recruiters to focus on the human elements.Sales teams are facing challenges, and strategic talent management and enablement are essential for success.Building connections and personalizing conversations with prospects is key to overcoming hurdles and driving successful sales.Continuous learning and curiosity are vital in staying relevant and bringing value to every conversation.
Sound Bites"Recruiting 3.0 is here""Sales teams are relying on less and less sellers to do more and more of the heavy lifting""People are willing to share if you're not catching their interest, if you're not personalizing the message"
-
In this episode of the Value Coffee Talk podcast, hosts Tom Pisello (the ROI Guy) and April Morley interview Kathryn Landis, CEO and founder of Kathryn Landis Consulting, about the importance of building and cultivating great teams.
Kathryn emphasizes that effective teams are crucial for driving commercial success and shares statistics that highlight the impact of ineffective teams on the bottom line. She introduces her framework, the six dimensions of success, which includes elements such as interdependent work, compelling purpose, diverse perspectives, sound structure, supportive context, and coaching.
Kathryn also discusses the barriers that leaders face in building great teams and provides advice on how to develop a sense of purpose within a team.
-
In this episode of the Value Coffee Talk podcast, Greg Peters, an accomplished senior go-to-market (GTM) software and tech executive, discusses the challenges organizations face in building cohesion and vision.
The discussion with hosts Tom Pisello, the ROI Guy, and April Morley emphasizes the importance of customer success and the need for companies to adapt to the changing market landscape in order to assure renewals and growth.
Greg shares insights on leading with value, including how to best coach sales engineers and customer success teams to be more value-centric and build trust with customers. He encourages leaders to think differently and focus on adding value to customers.
TakeawaysBuilding cohesion and vision is crucial for organizations to succeed in the rapidly changing market landscape.Customer success is more important than ever, and companies need to adapt to new ways of serving their customers.Coaching sales engineers and customer success teams to be more value-centric can help them build trust with customers.Leaders should think differently and focus on adding value to customers' businesses.Being honest, transparent, and setting the right expectations with customers is essential for building trust.
Sound Bites"Passion, curiosity, and creativity are the three biggest traits I look for in sales engineers and customer success teams.""If you don't act as a strategic partner and you're not adding value, no pun intended, to the organization, then why would people see you differently?""As great as Tableau was, we were also really good at saying, 'Hey, customer, we don't do that. That's not what we do well.'"
Chapters00:00 Introduction and Sponsorship
03:01 Challenges in Customer Success and Renewals
06:21 Greg's Career Path and Goals
09:17 The Role of Passion, Curiosity, and Creativity in Sales Engineering
11:58 The Importance of Trust and Transparency
20:19 Transitioning Sales Engineers to be Value-Centric
26:19 Building Trust and Setting Expectations with Customers
30:10 Final Thoughts and Advice
-
Why is storytelling so effective for marketing, sales and customer success?
What are the important elements you must include in your differentiating storytelling?
In this episode, Thomas Pisello and April Morley discuss the effectiveness of storytelling in marketing and customer engagement with CMO and GTM analyst expert guest Nancy Maluso.
The trio discuss and explore the elements of a great story, the role of the hero and villain, the importance of purpose, the proper-shape for the story, and the impact of storytelling throughout the customer lifecycle.
-
Why has value selling and success moved from a nice to have to a must have?
In this episode, Phil Mauritz, the Global Senior Director of Pre-Sales at Okta, shares insights on the importance of business value, strategic proposal management, and the impact of a value-centric approach.
He emphasizes the need for early engagement, data-driven advocacy, and the role of curiosity and empathy in customer interactions. Phil also discusses the significance of leadership, collaboration, and the agency to act within the organization.
-
As a Product Leader, in the face of changing buyer expectations and needs, how do you best optimize GTM?
What role should value-centric messaging and value-based pricing play?
In this Value Coffee Talk podcast, we interview Laura Fay, Technology product and Chief Product Office (CPO) expert, ex-TSIA analyst, and co-author of the book “Digital Hesitation".
The conversation explores the challenges faced by product leaders in delivering value in recurring revenue models. It delves into the shift in mindset needed for product management, the importance of value-based pricing, and the alignment of all teams on value creation. The discussion emphasizes the need for a holistic approach to the complete offer and the importance of aligning pricing with the value being created.
-
Why is value selling and realization so important for LAER?
In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Steve Frost, a go-to-market consultant and former vice president of TSIA. They discuss the concept of LAER (Land, Adopt, Expand, Renew), which was coined by TSIA.
LAER emphasizes the importance of customer adoption and value realization throughout the customer lifecycle, particularly in subscription-based and cloud-based offerings.
The trio especially explore the challenges of renewals in the current market and provide recommendations for overcoming this with a value-based approach to LAER.
-
As a CMO, how do you best embrace and leverage business value not just for marketing, but across the buyer's journey? How do you get value into the DNA of the organization?
In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Andy De, the CMO at Verato, about the value-based approach to sales and marketing.
Andy shares his experience with value selling, starting with his time at i2 Technologies, where they measured the value delivered to customers and built a portfolio of value engineers. He also discusses how SAP took value-based selling to the next level by introducing benchmarking. This history lesson on business value engineering illustrates two key initiatives you absolutely will need in your own programs.
Andy goes on to emphasize the third key element, the importance of building a living library of customer success stories and use cases to guide customers and substantiate value claims.
-
Can weaving value into the DNA of the seller and company have a big impact?
Absolutely! In this episode, Thomas Pisello and April Morley interview Ken Powell, Chief Revenue Officer (CRO) at a FinTech and accounting software firm. They discuss the changes in the buying environment, the evolution of sales, the new role of sellers as change agents and the importance of weaving value into everything.
They also touch on the challenges of scaling a founder-driven company and how this was made easier at K1x thanks to a great team and mindset, and the future of the Chief Revenue Officer role.
-
How can sales enablement help amplify the adoption and impact of value selling?
In this interviews, Cheryl Marriott, Senior Director for Sales Enablement at Skillsoft, discusses the sales enablement programs that can help drive value selling adoption and success, including the leverage of AI, the need for upskilling and reskilling, and the use of badging to prove learning accomplishments.
She also highlights the importance of executive sponsorship, choosing the right partners, and taking a crawl-walk-run approach to implementing enablement programs. Marriott emphasizes the value of storytelling, conversational AI simulators, and value platforms in enabling sales teams to have value-based conversations with customers.
She recommends integrating sales enablement and talent enablement and investing in training, coaching, and support to drive effective adoption and use of enablement tools.
-
How does a revenue leader mobilize their team for value selling success?
In this episode, Thomas Pisello and April Morley interview Joy Wilder-Lybeer, a seasoned chief revenue officer (CRO) and enterprise FinTech executive. The trio discuss the changing landscape of B2B buyers and the need for data and insights to share the impact of solutions.
They also explore the challenges faced by commercial teams in engaging with multiple stakeholders and the importance of prioritization.
Joy emphasizes the need to quantify and communicate the financial value of solutions to buyers. They also discuss the role of revenue leaders in mobilizing the organization and working with internal and external teams. The conversation concludes with insights on developing high-performing sales teams and the importance of clarity, capability, and motivation.
-
There is a golden thread of value that should be weaved into all conversations, throughout the buyer's journey and customer lifecycle, both pre-sale and especially post-sale.
In this interview we talk about this topic with Kathy Gawronski, the VP of Value Engineering and Customer Success at Workforce Software. We discuss the role of value in customer success and how leading both the business value practice and customer success groups may be a new trend as companies come to grips with lower renewal rates and expansion revenue challenges.
- Mostrar mais
