Value Coffee Talk

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 importance of evolving to a storytelling approach, what elements were needed to affect the change, and how this shift has elevated his value marketing, selling and customer success efforts even further.

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 elements that Jeff was able to implement with this support to drive stellar value management performance across marketing, sales, customer success and product groups.

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 conversation Anita Nielsen in this episode. As a top LinkedIn sales influencer, sales enablement consultant and author of the book Beat the Bots she has written about and seen the good, bad and ugly of AI selling already, with some poignant advice and insights for us all to take to heart.

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 this conversation with Alex Smith of value automation platform provider CUVAMA, we discuss their latest research on sales discovery and enablement, digging into what the results mean and outlining ways to overcome the discovery gap.

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, how buyer’s need this in order to make a decision, and as a seller, you have to leverage if you want deals to accelerate your way.

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 get the practice deployed, scaled and optimized.

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 “Buzz Words” program, and the impacts of getting “the language of value” right.