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.

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 grabbed a cup with Doug to discuss one of his favorite success factors: the Value Office Charter.

In this chat, Doug details the exact elements you need to create a successful charter to drive your value program adoption, support and success - the Four Es: Execute, Enable, Evangelize, and Evolve.

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 programs success, and how he is tackling the challenges that remain.