In this podcast episode, host Tom Pisello, the ROI Guy, explores the four key levers of negotiation outlined by sales expert and bestselling author Todd Caponi. These levers help sellers move negotiations away from simple price concessions and toward mutually beneficial value exchanges.
In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with Nate Littlewood, founder of Future Ready CFO, about the unique challenges faced by early-stage e-commerce and CPG companies, and why this makes selling to these firms a unique and sometimes daunting challenge.
In this episode of the Value Coffee Talk podcast, host Tom Pisello engages with Chris Mabry, head of community at iris.ai and long time Sales / Solution Engineering advocate and thought leader with the Pre-Sales Collective, discussing the evolving role of Solutions Engineers, the role they will play in Value Selling, and the impact of AI on sales.
The pair discuss the decline of performance standards in sales, the importance of mindsets and behaviors for high performers, and the impact of AI on sales processes.
Value Driven 2026 is the first of its kind independent gathering, for those leading the charge in value communication, quantification and activation.
This live, day-long event brings together more than 150 GTM, Sales, Value, and Enablement leaders to learn from experts, share success stories and network with the business value community, in order to transform how your organization sells and delivers business value outcomes to customers.
Don’t miss out on attending the “Woodstock for Value-Led Growth”.
A case study of how Genius Drive partnered with Savant Labs to calculate TCO and business value advantages on key deals and kickstart their Value-Led Growth initiatives.
A case study of how Genius Drive partnered with Tidal Cyber to leverage Value-Led Growth as a way to create a new Cybersecurity Category: Threat-Led Defense.
A case study of how Genius Drive partnered with Eleven Systems to implement a Value-Led Growth strategy and framework for creating a new category in Family Office technology.
A case study of how Genius Drive partnered with Scale Computing to prove value, drive competitive wins and improve partner velocity.
Unsure of upgrade costs for modern edge computing?
Use the Total Cost of Ownership (TCO) Calculator we developed for Scale Computing to examine the savings potential of migration.
A case study of how Genius Drive partnered with geo-spatial intelligence firm CARTO to improve their GTM success with industry and persona specific value storytelling and customer ROI case studies.
In this episode of the Value Coffee Talk podcast, host Tom Pisello and Gartner Analyst and Fellow David Yockelson discuss the emerging Outcome Economy, and the importance of focusing on customer outcomes rather than just selling solutions.
In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with Sultan Semlali, Value Coach and Global Value Consulting Director at Sitecore, about how AI is reshaping value engineering and sales, and why it’s the human touch and softer skills that are driving value consulting and engineering success.
