INSIGHTS

Our latest thinking on the issues that matter most in value enablement, management, and consulting.
Rui Miranda Value Coffee Talk Podcast
Podcasts
Episode 26: Value Selling for Security Solutions

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.

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Gino Colonico Value Coffee Talk Cover
Podcasts
Episode 25: A Value Framework for Complex Product Lines and Offerings

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.

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Sherri Sklar Value Coffee Talk
Podcasts
Episode 24: Why Value Should be the Chief Revenue Officer (CRO) Focus

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.

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Tom Stubbs Value Coffee Talk
Podcasts
Episode 23: Is Value Selling a Requirement for Accelerating CPG 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 to discuss the program, challenges and success factors.

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Value Coffee Talk with Alex Smith
Podcasts
Episode 18: From Talking Product to Discovering Value

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.

In this conversation with Alex Smith of CUVAMA we discuss the discovery gap and ways to overcome the challenge.

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David Brock
Podcasts
Episode 17: Why Sales Execs Need Business Value

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.

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Value Coffee Talk Cover for Todd Caponi
Podcasts
Episode 15: The Transparency Value Sale

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.

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