Value Coffee Talk

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 sale...

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 solvi...

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 t...

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, automa...

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 bo...

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...

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 stor...

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...

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 f...

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...

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, start...

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....

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...

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...

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...

Why should a focus on customer-centric value be the main priority for the modern Chief Revenue Officer (CRO)? In this episode of the Value Coffee Talk Podcast, Thomas Pisello and April Morley interview Steve Peck, a fractional CRO and go-to-market advisor. They discuss the challenges in B2B sales and marketing, particularly in the face of macroeconomic factors that are driving budget constraints a...

What is the secret sauce to the best value program?  According to our guest, the secret lies in effective value storytelling. In this episode of the Value Coffee Talk podcast, Fiona Leeson, Director of Customer Value for Finastra, shares insights on building a successful value program. She discusses the importance of selecting the right scope for the program based on the customer lifecycle an...

When it comes to growth success, is there a rhythm and playbook that can guide your performance?  Absolutely, according to our guest. In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Bart Fanelli, a seasoned CRO and co-author of the book 'Success Cadence: Unleash Your Organization's Rapid Growth Culture.' They discuss the challenges faced by sales an...

How do you best elevate your conversations with decision makers so they are more engaging and effective? In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Sridhar Parameshwaran, the head of value engineering at Certinia. They discuss the importance of value enablement throughout the customer lifecycle and how the 4-Es can be used to elevate conversations,...

In this episode, Matt Edwards, Chief Customer Officer at Defense Storm, discusses the challenges and value of customer success in today's business landscape. He highlights the shift in funding and the need for customer success to prove its worth in terms of revenue and value delivery. Edwards emphasizes the importance of embracing the question of what customer success does and justifying its value...

In this episode, Thomas Pisello and April Morley interview Marchelle Varamini, the VP of Value at Amplitude. The conversation reviews Marchelle's new role and the importance of value program maturity. The trio also talk about using customer success stories for content engagements, driving value in go-to-market and marketing, the role of value in product, the impact of CRO focus on value, the impor...

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Clayton Slagle, Vice President of Business Value Consulting at Baxter Planning. The trio discuss various topics related to value consulting and value engagement methodologies. Clayton shares insights on the role of the value consulting team in the discovery process, overcoming seller apprehension, quantifyi...

When it comes to AI, Gartner reports that a lack of business value is the number one barrier to greater adoption and solution provider success. In this podcast interview with Rosalie Girard, a Value Director for Microsoft Copilot AI solutions, we discuss the importance and challenges of AI business value. As well, we discuss the great career path of becoming a value consultant and leader can be fo...

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Peter E. Cohan, author of the book 'Great Demo,' about the importance of effective software demonstrations.  In this coffee talk conversation, the group discusses the expectations of buyers when they request a demo and the negative effects of 'show up and throw up' demos. The dialogue emphasizes the ne...

In this Value Coffee Talk interview, Scott Turner, SVP of Marketing for K1X, discusses the challenges of being product-led and the importance of transitioning to a value-centric approach for marketing and sales enablement success.  In this conversation, Scott shares insights on executing a value-centric strategy, including the use of storytelling and persuasion. Scott also highlights the role...