Value Coffee Talk

In this episode of Value Coffee Talk, Thomas Pisello and Andy De discuss the current state of AI in healthcare and life sciences, exploring the challenges organizations face in implementing AI solutions, the evolution of AI technologies, and the importance of a strategic portfolio approach to AI investments.  They emphasize the need for effective communication of AI's value, the significance...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Stephen Morse, CEO of the SE Leadership Institute, to discuss the evolving role of sales engineers in today's market.  The trio explore the importance of emotional intelligence, the shift towards value-led growth, and the challenges faced by sales teams amidst cost pressures. Stephen emphasizes...

In this episode of Value Coffee Talk, hosts Thomas Pisello and April Morley engage with Ron Ariana, a seasoned expert in go-to-market strategies.  The group discussed the common challenges faced by early and growth-stage companies, emphasizing the importance of a clear strategy, effective messaging, and the need for alignment across various organizational functions.  Ron shares insights...

In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley discuss the concept of Product-Led Growth (PLG) with guest David Yockelson, a VP analyst at Gartner. They explore the definition of PLG, its limitations, and the addition of Value-Led Growth (VLG) as a necessary evolution in the current business landscape.  The conversation highlights the importance of understandin...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jake Krishnan, Senior Director of Strategy and Transformation at SAP. The conversation delves into the evolution of value engineering and advisory practices at SAP, emphasizing the importance of understanding customer needs and integrating value throughout the sales process.  Jake shares insigh...

In this episode of the Value Coffee Talk podcast, hosts Tom Pisello and April Morley welcome Dean Stoecker, founder and former CEO / current Exec Chairman of Alteryx. Dean shares his entrepreneurial journey, discussing the challenges of achieving product-market fit, the bold decision to lower pricing to drive growth, and the evolution of his leadership style over the years.  He emphasizes the...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Rob Read, head of sales enablement at Benifex, to discuss the critical shift from product-led growth to value-led growth.  The trio explore the importance of aligning all departments around a unified value message, the necessity of ongoing coaching and training in sales enablement, and the role...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Glenn Clowney, CEO of ROI Calc, to explore the significance of online value calculators in enhancing customer engagement and driving sales.  The trio discuss various use cases, best practices for designing effective calculators, the importance of storytelling in value selling, and strategies fo...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jason Baer from Adobe to explore the transformative role of AI in business value.  The trio discuss the importance of identifying specific problems AI can solve, the various use cases for efficiency, and the challenges of AI hallucinations. The conversation also covers the need for organization...

In this episode of the Value Coffee Talk podcast, Thomas Pisello and Mark Anthony discuss the critical importance of value realization in customer engagements.  The duo explore the challenges organizations face in implementing effective value realization programs, the significance of seamless handoffs between pre-sales and post-sales teams, and the necessity of engaging the right customer lev...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Stephen Fowler, a sales performance consultant, to explore the significance of value selling in today's business landscape.  They discuss the importance of a customer-centric approach, the transition to value selling, and the elements that contribute to successful value articulation.  The...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Vince Beese, a fractional CRO, to discuss strategies for early-stage companies aiming to land their first enterprise customers.  The conversation covers the importance of understanding the Ideal Customer Profile (ICP), effective pricing strategies, leveraging early customer success, and the sig...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jeff Gandulla, Business Value Services Director at HashiCorp.  The trio explore the journey into value leadership, the significance of business value assessments, and the transition from the buy side to the sell side.  Jeff shares insights on five key elements to driving value Management S...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jim Longo, a value leader in the healthcare sector.  They discuss Jim's transition from product marketing to value leadership, the establishment of a value practice at Omnicell, and the challenges faced in developing and implementing value projection tools.  The conversation also covers th...

Summary In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with CRO Michael Eckhoff to discuss the transition from product-led to value-centric selling.  The trio explore the challenges of adopting a value-centric approach, the importance of top-down support from leadership, and the evolving role of value engineers in organizations.  The conver...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Ish Boyle, CEO of Caveonix, to discuss the importance of focusing on business value in risk and compliance management.  Ish shares insights on aligning with economic buyers, the significance of proof of value in engagements, and how to quantify security solutions in terms of business outcomes.&...

In this episode of the Value Coffee Talk podcast, hosts Tom Pisello and April Morley welcome Ron Hubsher, a sales performance consultant and author of 'Closing Time: The Seven Immutable Laws of Sales Negotiation.'  The conversation explores Ron's journey into sales, the importance of systematic sales processes, and the nuances of negotiation. Ron shares his insights on the seven immutable law...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Murat Guvenc, a seasoned tech business leader, discussing the evolving landscape of sales, particularly in the cybersecurity sector.  The trio explore the importance of maintaining human connections in sales, the necessity of articulating value in cybersecurity, and the role of empathy in build...

In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Frank Nardi, a seasoned executive who recently transitioned from Chief Revenue Officer to Chief Executive Officer.  The conversation explores the challenges and strategies involved in this significant career shift, the evolving role of the CRO, the impact of AI on business operations, and the i...

In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley discuss the findings from a joint research project with Alex Smith, focusing on the adoption and impact of value selling in B2B sales.  The trio explore how value selling is becoming mainstream, the significant positive effects on sales performance metrics, and the challenges organizations face in achieving widespr...

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 v...

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...

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 highligh...

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 bu...

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 emp...