Value Coffee Talk

How do you best implement Value Realization and avoid common pitfalls?   This is a priority question that many Business Value Consulting groups and CROs / Customer Success leaders are seeking to answer.  To help, we invited value veteran Vikas Mundada from security firm Ping Identity to discuss his journey with Value Realization and post-sale value automation.  In this frank di...

When it comes to security solutions, is there a big payoff for taking a value selling approach, and can you actually quantify the value of security to prospects and customers?  In this episode we tap the expertise of value veteran Rui Miranda, to discuss the need for value selling and how to best implement this for security and fintech solutions.

How do you implement a value consulting and selling program when your product line is so complex - offering multiple solutions for different industries for dozens of decision makers? In this episode we cover the tactics on how to address this challenge with PTC's Gino Colonico, long-time value consulting veteran and digital transformation lead.

The research is clear, that one of the differentiating characteristics of top performers compared to “middlers” and laggards, is that the top performers excel at Value Selling. Why is Value Selling such a key performance characteristic today, especially for growth stage organizations? In this conversation we grab a coffee with experienced growth-stage CRO and sales performance expert Sherri Sklar,...

When you think of CPG firms like Pepsico, implementing value selling is not what comes to mind. But that is exactly the journey that the Pepsico sales enablement team embarked upon, to help transform the way that Pepsico engaged with retail stores - finding ways to consult and add value with every visit and conversation. In this episode we grab a coffee with Tom Stubbs, a top performing sales enab...

How do you advance from good value quantification to even better value storytelling? In this episode we explore a value leader's journey from traditional financial justification to  value storytelling. Giuliano Da Silva is our guide, a Senior Director of Value Consulting for customer experience platform firm Genesys, and a long time value marketing, product and services leader. We discuss the...

How do you make the case to consistently grow your Business Value Consulting practice? This was the question we posed to Anurag Goel, the Global Head of Value Consulting and Realization at Red Hat and a 4x veteran at Building out Value Consulting and Advisory Teams with Salesforce, Adobe, Deloitte Consulting and SAP. In this episode he gives us insight into his business value program at Red Hat, e...

When your CEO writes the book Value as a Service, you know you have the executive support you need! In this episode we interview Dr. Jeff Collins, a 15+ year value veteran, who is currently the Sr VP, leading the value program and delivery for business spend management firm Coupa Software. We discuss the vital importance of executive support to any program, and several specific value enablement el...

Recent research by Forrester reveals a startling insight: 70% of B2B buyers feel that their purchase experience is negatively impacted by generic AI-generated content. This suggests that early attempts at using generative AI in B2B sales and marketing are not meeting buyer expectations, and are having a detrimental effect.  In order to better understand the AI impact on sales, we grab a conve...

All too often, sellers will ask a few high level questions, and barely wait for the answers before jumping into the pitch and demo. Unfortunately, this lack of curiosity and diagnosis leads to spending too much time on the wrong deals, and worse, leads to "no decision" outcomes and decision delays. So after all the training and content, why aren't sellers adopting discovery the way they should? In...

Why should sales executives put extra emphasis on value selling in 2024? In this Value Coffee Talk we ask this question of sales strategy consultant and author of The Sales Manager Survival Guide David Brock, to get his insights on why value has become more important than ever, and why extra emphasis needs to be placed on it in 2024.

How do you get your sellers and success reps to adopt your new value programs?  In this episode we chat with executive consultant and performance coach Tim Ohai about change management. As we discuss this hot topic, we expose what gets in the way of change initiatives, how to motivate change, and how important different learning styles are to adopting change.

Why is Transparency so important for B2B selling effectiveness?  In this Value Coffee Talk podcast we grab Todd Caponi, a best selling author of the books: The Transparency Sale and The Transparency Sales Leader and acclaimed sales historian to discuss why trust and transparency are essential to B2B selling success.  In this session, we explore in detail what transparency is all about, h...

How do you implement a Value Realization program and get it right?  In this coffee talk chat we grab time with value practice leader Michael Ketchmere, to discuss his journey for implementing Value Realization at sales performance management firm Xactly.  He shares why Value Realization is so important, how a simpler approach is best, and how he instrumented tools and the product to help...

Where does the term “Value is in the Eye of the Beholder” come from, and why is it so important?  In this Value Coffee Talk we discuss this topic with value consulting expert Marian Desimone, learning about how to best create value-based personas and leverage this to create deeper, more effective engagements and business case proposals.

How much does having the right language help with Value Selling?  In this Value Coffee Talk podcast we chat with veteran Value Leader Bill Liebler (NetSuite Oracle) about the importance of value language proficiency, and how essential it is to better prospect engagements and driving wins.  We discuss how he got sellers to better understand and leverage this language for success with his...

Why is a charter so important to your value management and enablement program success? Doug May is a top GTM executive and value evangelist, currently the Chief of Staff to the CRO at DataDog and formerly leading value programs at Databricks and Splunk. Doug has been a great mentor and influencer in the value management / enablement space, generous with his time and sharing of best practices. We g...

What does it take to get Value Realization right? Dudley Nostrand is a value leader with SourceGraph, a provider of software developer experience and productivity tools, and a veteran of creating and driving value programs at Ellucian, App Dynamics and BMC. In this episode we Coffee Talk with Dudley about the value realization program he established at SourceGraph, some of the key factors to the p...

For many early and mid-stage companies, a product led growth strategy reigns. It's about features, demos and free trials. This can work initially, but once you reach a certain point, you have to evolve to a more value-centric approach. In this coffee talk we chat with Steven Siegel, a Product Marketing veteran about why this is so important and how he successfully makes the shift.

Sellers are taught to ask a few questions of discovery, but many times these are not the right questions, focused more on sizing and qualifying the prospect versus finding out what ails them. Instead of a diagnostic, most seller discovery is "solutioning". In this valuable coffee talk we interview value enablement leader Matt Denton, to find out how he teaches and enabled his sales teams and value...

When establishing a new value program, do you start with pre-sales, post-sales or both? When you want to be sure your value program has been validated with actual customer priorities, outcomes and proof-points, you need to include post-sale analysis and realized ROI into your value program. In this conversation with value leader Marchelle Varamini we discuss exactly how to use both a pre and post...

There’s a big effectiveness difference between Return on Investment (ROI) and a Business Case. In this podcast interview we chat with David Yockelson, a distinguished VP and honored Fellow for research firm Gartner, where he covers the art and science of product marketing and Value. We dive deep into the shortfalls of a typical ROI approach to Value and why thinking about Value in terms of a...

Many organizations would like to scale their value marketing and selling with ROI calculators and sales tools. Build it and they will come right? Unfortunately, you can’t just launch a tool and expect to achieve adoption and success. In this podcast we interview Michael Farber, founder and CEO of value tool provider The ROI Shop. We discuss the best practices for tool development, training and lau...

Tops on many sales and value leader lists: Getting a value-approach into more deals. But this is easier said than done. One way organizations seek to scale value is to invest in a value automation platform, enabling sellers and success to articulate value, not just value consultants / engineers. There are many solution providers and value groups that showcase great results from value automation in...

When you migrate from a big firm and value consulting / engineering practice to a smaller firm, there are many differences, opportunities and unique challenges. What should you consider before taking the leap? How do you prepare for and succeed in this new environment? In this value coffee talk interview, value leader Scott Jeffries discusses his experience in making the leap, from running a large...