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.

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.

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.

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.

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.

Why is a charter so important to your value management and enablement program success?

In this episode with Doug May, a top GTM executive and value evangelist, we discuss one of his favorite success factors: the Value Office Charter.

What does it take to get Value Realization right?

In this episode we Coffee Talk with value practice leader Dudley Nostrand 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.

Sellers are taught to ask a few questions of discovery, but many times these are not the right questions, focused more on sizing and qualifying the prospect versus finding out what ails them. Instead of a diagnostic, most seller discovery is “solutioning”.

In this valuable coffee talk we interview value enablement leader Matt Denton, to find out how he teaches and enabled his sales teams and value consultants to successfully implement better value discovery.

For many early and mid-stage companies, a product led growth strategy reigns. It’s about features, demos and free trials. This can work initially, but once you reach a certain point, you have to evolve to a more value-centric approach.

In this coffee talk we chat with Steven Siegel, a Product Marketing veteran about why this is so important and how he successfully makes the shift.

When establishing a new value program, do you start with pre-sales, post-sales or both?

When you want to be sure your value program has been validated with actual customer priorities, outcomes and proof-points, you need to include post-sale analysis and realized ROI into your value program. In this conversation with value leader Marchelle Varamini we discuss exactly how to use both a pre and post sales approach to value in concert, to best effect.