Genius Drive

Value Coffee Talk

Business EN ↓ 102 episodes

B2B buyers want to know the business outcomes they can expect from proposed solutions and the realized value of what they've already purchased. Yet far too few solution providers can articulate value. Value Coffee Talk interviews sales, marketing and customer success leaders about their value programs to discuss the challenges, opportunities and share best practices. Hosted by author and serial entrepreneur Tom Pisello, the ROI Guy, and value expert April Morley, the pair grab a coffee with their guests and dive into the tough questions that need answering in order to drive value success. This...

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Genius Drive

Episodes

Bridging the Value Gap 19.09.2023 39:57

There remains an unfortunate and growing divide, between what buyers want and need to make faster, better decisions (a more outcome based approach), and what solution providers and sellers are delivering (features and price) - the Value Gap. In this value coffee talk we interview Dr. Stephen Timme, a longtime value entrepreneur, discussing the growing shortfall perceptions, and how to best bridge...

The Importance of a Value Lifecycle Approach 19.09.2023 19:13

Value is more than just one thing - like developing value messaging, delivering some value selling training, hiring a value consultant or launching a business value spreadsheet. Value is everything. In this coffee talk we interview value leader Aaron Froberg, to discuss the need to go beyond these singular efforts to "check off the value box" and the importance of taking a customer lifecycle appro...