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.
In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with David Brock, author of the new book: ‘Is Good Enough Good Enough?’
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.
The buying landscape has fundamentally changed. We are firmly in the Outcome Economy, where results are the currency of trust, renewal, and growth.
CFOs are no longer passive approvers at the end of the sales cycle. They are active architects of enterprise strategy, capital allocation, and value realization.
A case study of how Genius Drive partnered with compliance and risk management platform provider Cav (formerly Caveonix) to boost growth with Value Communication, Quantification and Activation.
For years, the business case was the centerpiece of the value selling motion.
But with AI and the need for continuous realized value this leads to the question: Is the traditional pre-sales business case obsolete?
New research offers a good snapshot into how value management is actually being practiced inside B2B organizations today.
The research reveals an industry at an important crossroads: value is widely recognized as critical, investment is growing, but execution and adoption still lag far behind intent.
Bernard “Bernie” Lawrence is a senior executive and management consultant with more than 30 years of experience spanning sales, marketing, operations, technology, and financial leadership. He is the CEO and President of Lawrence Associates LLC, a multi-million-dollar consulting and professional services firm he founded in 2002, where he built leading
In this episode of Value Coffee Talk, host Thomas Pisello engages with Tim Ryder, VP of Finance and Compliance at Caveonix, to explore the perspectives of CFOs on solution providers and the purchasing process.
In this episode of Value Coffee Talk, host Thomas Pisello interviews Stephen Morse, a seasoned sales engineer and CEO of the SE Leadership Institute.
The pair discussed the evolving role of sales engineers, the importance of value in sales conversations, and the cultural differences in how value is perceived across different regions.
Our most popular 2025 insight articles, podcasts and resources – Value community, strategies and best practices, wrapped up just for you.
Checkout our 2025 Year in Review.
If 2024 and 2025 were years defined by economic pressure and buyer skepticism, then 2026 will be the year revenue organizations finally pivot from talking about value to operationalizing it.
Here are the five major predictions for how Value-Led Growth will transform in 2026.
