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 Co-Pilot AI solutions, we discuss the importance and challenges of AI business value.

As well, as a value leader, we discuss the great career path of becoming a value consultant and leader can be for women.

How do you assure that your team can deliver great demos every time?

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.

Why does marketing need to quickly evolve to a more value-centric approach?

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.

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 Ping Identity to discuss his journey with Value Realization and post-sale value automation.

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.

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.

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.

How do you best evolve your value program from pure financial justification, to a more value storytelling approach?

We interview value leader Giuliano Da Silva to learn just how to make this transition.

When your CEO writes a book, called Value as a Service, you know you have the support for a great value consulting practice.

In this episode with Jeff Collins of Coupa, we discuss how important executive support is to value success, and so much more.

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.