INSIGHTS

Our latest thinking on the issues that matter most in value enablement, management, and consulting.
B2B Sales Under Pressure
Best Practices
B2B Sales Leaders: Under Pressure

When it comes to sales performance, 2024 could be another challenging year.

New research from Pavilion highlights quota performance and other key challenges that will require smart sales enablement and value-centric selling to overcome.

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Todd Caponi
Best Practices
Unleashing the Power of Truth and Transparency in Sales

With heightened economic uncertainty and cautious buyers, the sales arena has become increasingly challenging.

Enter Todd Caponi, a luminary in the world of sales, whose advocacy for transparency has reshaped the way we approach sales engagements.

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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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Tom Pisello - Musician
Best Practices
The Symphony of Sales: Lessons from a Wedding Musician

While performing at weddings and other clubs, I’ve stumbled upon an enlightening parallel between the world of music and the art of selling. Each gig, with its unique blend of chaos and harmony, has been a masterclass in perfecting sales presentations.

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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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