ValuClarity

Jamie Baxter is a serial entrepreneur, mostly in the Human Resources tech area. His current company, Qwick, served a market in the hospitality industry...and then Covid hit. We talk about his platform, and how he re-aimed it at new markets. I also asked him to share HOW he fashions an agile, responsive company that can adapt to wild shifts in markets. Learn more about your ad choices. Visit megaph...

Steven Amiel runs a digital marketing agency, a pretty crowded market space. HIs differentiation is customer focus: this business model requires great discovery skills, strong "customer's business acumen", and innovative problem solving. Steve and I shared some of his stories about how he approached a major sales challenge...by reimagining the solution to a major customer business challenge. Learn...

Chicke Fitzgerald is a seasoned tech executive whose company made a product for the travel space. When Covid-19 hit the world, travel halted, and her company faced an existential challenge. With some creative thinking and a super-supportive board, she put her initial business plan on pause, and figured out how to point a powerful technology at a new set of customers. We explore what that was like,...

Sue Bingham and her company, HPWP, create high-performance work places. We had a great conversation about the value of her work to her clients...personally, for every employee, and financially or the company and its executives. We then talked about the workplace of the future, and the future of work in the post Covid world. I'm glad she spent the time talking with me, and am excited to share this...

Gary McGrath started a life journey studying leadership at a young age, and has been honing his skills as a leader, leadership coach, and mentor for...a long time. Gary now runs a leadership development academy for entire leadership teams at a variety of organizations. I could talk to Gary for hours about his perspective, but wanted to share this brief conversation with you. Learn more about your...

Dan Silberberg has been an innovative leader of companies for decades, and has studied leadership for that entire time. He is an out-of-the-box leader, who has a track record of achieving dramatic growth...not just incremental growth. I had a great time talking with him about some of his experiences and some of the principles he tries to develop with his clients. Learn more about your ad choices....

Shadi Ireifej is a veterinarian/entrapreneur. He's the co-founder of vettriage.com, an innovative veteranary service that helps pet owners "figure out how freaked out they need to be" when their pets have that inevitable midnight emergency. I was impressed with how he combined a few straightforward services into a highly differentiated service. I was even more impressed with how the service brings...

Tom Williams is one of those sales training and consulting experts who's carried a bag, been a VP of Sales and Marketing, and even CEO. Currently, he focuses on sales performance, which means that sales training is one of the components of most of his client engagements. He and I have both seen countless successes and failures in sales training initiatives, and Tom and I thought it would be great...

David Petts has served as VP of Sales, as well as Chief Revenue Officer for companies small and large. As CRO of a Software as a Service (SaaS) provider, he's been charged with making sure the customer is sold, stays sold, and deepening the customer relationship. David is very process-oriented and a true systems thinker, and it was fun talking through his approach to company-side value focus. Lear...

A while after Bill Higgs left the Army Rangers, he founded Mustang Engineering, an engineering services company that started out competing in the oil & gas industry, and kept growing. From the outset, Bill and his co-founders wanted to differentiate their company culture...and it worked incredibly well. We talk culture, customer value, silo-busting, company-wide customer orientation, and that "val...

Keith Campagna is passionate about selling value...so much so that he joined the founders of the ROI shop, where he was a client, to part of the leadership team. His company helps sellers guide conversations all the way to customer value--quantified. This behavior is what elite sellers do. The time flew by as we talked about selling value, pricing value, avoiding discounts, and avoiding the tar pi...

B2B sales professionals and purchasing professionals....we aren't in the same tribe, are we? Over decades of working with procurement people, I've learned that they are just as serious about their role as sellers are about theirs. Jens Hentschel has been a procurement professional for decades, and now runs a consulting firm that 1) professionalizes procurement 2) teaches sales professionals how to...

Steve Hollingsworth and I are both sales performance consultants who believe in chasing customer value...so we consider each other kindred spirits. Steve's path has driven him to be relentless about analyzing and improving selling systems. I often start my engagements looking at customer value focus, where Steve is an authority in system. His engagements dig into all of the processes in sales and...

Gary White is the founder and CEO of White Springs, a UK-based, but North America-centric company who has served pretty much all of the major sales methodology (sales training) companies in the world. White Springs helps integrate the sales tools of each major methodology in each major CRM platform. As a result, Gary and his company have a unique perspective on CRM, making it work for companies, s...

Mike Maynard, Mikey to his friends, runs the human capital practice for a commercial real estate consulting firm, Keyser Company. While other parts of the company deal with their clients' real estate spend, Mike's expertise is in human capital. He's passionate about identifying the secret sauce of top performers in all kinds of roles...we talked mostly about sales roles. Not only does Mike have so...

Alvin LeBourgeois is a sales performance expert who equips growth-oriented leaders to have believable confidence in their commercial strategies. He's asked me to collaborate on some of his past client engagements, and we talk about how each of our journeys have taken us to complementary views on value, leadership, culture, and sales performance. Learn more about your ad choices. Visit megaphone.fm...

Stephen Shapiro is a world-class speaker, but his true gift to the world is his commitment to helping organizations innovate. Innovate by asking better questions from a wider set of vantage points and perspectives. Steve defines innovation as the pursuit of relevance, or in the language of this podcast: value. Steve and I had a great conversation, sharing points of view, and I gained a lot from hi...

Justin McCarthy has been a seller, sales leader, and sales excellence (AKA sales enablement) leader. That rich experience colors his point of view on sales performance, sales automation, sales tools, and the need to build a flexible, responsive sales system...responsive to changes in your environment from, say, a pandemic. What a great conversation with a truly servant leader. Learn more about you...

Christine is a veteran of enterprise software sales, and has learned a few things about selling both on-prem and cloud-based solutions. She shares her insights and experiences in selling both. Even if you don't sell software, listen to this session. Cloud-based solutions were innovative not because of a different software architecture, but because they became about business outcomes. What a great...

In season two of the ValuClarity podcast, we will be covering major themes of interest to company leaders and executives. Christine Gilroy will be my co-host this season, interviewing some great guests. In this episode, we discuss some of this season's big themes: The digital enterprise, the sales organization of the future, how agility is the new imperative, and corporate culture. Then, we spend...

Adam Kipnes coaches his clients through a focused strategic planning exercise that engages all stakeholders, and develops innovative plans by asking better questions. This approach makes the plan a living document, with some contingency planning built in. In our conversation, we talked about the challenges of making a long-term plan during periods of rapid, extreme change -- specifically a global...

Steve Melanson helps clients distill their differentiation down into a single, simple concept. Then, he helps them align everything in their business to that simple, clean brand promise: their graphic/media presence, marketing, operations, service...everything. He and I are kindred spirits in that regard. I really enjoyed our conversation, and of course (egotistically), how much we agree. Learn mo...

Joe Swinger confesses that he used to be the "manager from hell" until he received a wake-up call from his management after the results of employee surveys. He quickly figured out that getting results from your team actually gets easier when you motivate and coach them. This revelation led him on his own journey of coaching and helping mid-career professionals figure out how they can live lives of...

VAluClarity goes global: Alessandro Duringon joined me from his home just outside of Milan, Italy. Alessandro is a sales leader with experience in a variety of technology product companies. We talked about selling value, and how small-seeming differentiation can lead to selling success, even earning a price premium. Learn more about your ad choices. Visit megaphone.fm/adchoices

Tim Rethlake is leads sales team training for the world's largest fireplace and hearth company. He shares his wisdom extensively on social media, in clever, pithy posts. Tim and I talked about differentiation, value, and how sales organizations adapt to change. I always enjoy spending time with Tim, and hope enjoy this conversation. Learn more about your ad choices. Visit megaphone.fm/adchoices