Value Coffee Talk

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, quantifying supply chain risk, and establishing a content base for sales enablement. He also emphasizes the importance of selling internally and externally with value.

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 for women.

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 need for vision generation demos that focus on the prospect's pain and desired outcomes. The discussion also highlights the importance of collaboration between sales and pre-sales teams and the value of discovery in uncovering tangible elements of value.

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 of entertainment in conveying value and the challenges faced in the process. Of importance, the dialogue discusses the need for patient leadership and offers advice for those looking to adopt a value-centric marketing and sales enablement approach.

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 discussion we explore how early attempts missed the mark, and how a simpler approach is seeing great success.

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, to discuss the imperative to transform from a product-led to value-centric commercial approach.

We outline the challenges to change, and discuss in detail her 7 C’s for value program success. 

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 enablement leader, most recently with Pepsico as the Director of Capability & Executional Excellence, where he spent close to three decades driving sales performance and growth, and implementing an innovative value selling program.

We dive into the unique value selling program and uncover the support he needed and the challenges he and his team had to overcome to garner success.

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, especially how he assures that the program has executive support, is consistently delivering results and growing as a result.