In this episode of Value Coffee Talk, host Thomas Pisello and Jack Cochran, GM of the PreSales Collective, discuss the evolving landscape of sales engineering, particularly in the context of AI and value consulting.
If your acquisition engine is burning more cash than it brings back in revenue, you’re not alone.
Across B2B markets, companies are pouring record sums into campaigns, ads, SDR teams, and martech stacks: yet seeing diminishing returns. Pipelines look healthy on paper, but deeper down, they’re quietly leaking value.
Budgets are tight, scrutiny is high, and every purchase must prove its financial worth. Yet too many sellers still lead with cool tech, product demos and feature promises instead of business outcomes and ROI.
To win a CFO’s approval, you must move beyond show and tell, to outcomes and proof—translating your value into measurable business impact and financial confidence.
When growth stalls, many blame the market. But according to a new Customer Revenue Leadership Study, the real story is not market turbulence – it’s execution.
The research reveals that while macroeconomic conditions have stabilized, performance hasn’t rebounded. Revenue growth now depends less on headcount or spend – and far more on how well teams create, communicate, and sustain customer value. In short: your value engine is your growth engine.
In our earlier piece, The AI Value Drought: Rethinking ROI and Outcomes, we argued that the problem with AI isn’t a lack of ambition – it’s a lack of realized value. Many organizations have experimented with pilots, prototypes, and proofs of concept, only to see returns evaporate before they scale.
Cisco’s 2025 AI Readiness Index, surveying more than 8,000 business and IT leaders across 30 markets, now confirms that readiness – not experimentation – is the differentiator between hype and harvest.
In this episode of Value Coffee Talk, Thomas Pisello and Max Elster discuss the evolving landscape of value engineering in the age of AI.
The pair explore how AI is reshaping the role of value engineers, emphasizing the importance of differentiation, customer accountability, and the orchestration of value across organizations.
Steve has over 40 years of experience in the enterprise software industry, gaining valuable experience early in his career running post-sale support and software development groups. Most recently, Steve has been a value engineer, consultant and leader with Amazon Web Services, Infor, SAP, and HP Enterprise. For the past 10+
This Business Value Collective (BVC) quarterly jam session was held on Nov 12, 2025 12:00 PM ET with fellow revenue, GTM and business value management and enablement leaders, to share experiences, learnings and advice.
In this quarterly session we discussed Realized Value – challenges, what works well now, and what to leverage next.
In this episode of the Value Coffee Talk Podcast, Thomas Pisello interviews Matt Dixon, a renowned sales performance author, analyst and consultant. They discuss the evolution of sales challenges over the past decade, particularly in the context of AI and virtual selling.
Join us for this in-person interactive workshop in NYC on 🗓️ October 30th, with registration at 8:30am EST. Register today!
As we round the corner from the end of 2025 into 2026, a complicated picture for value consulting and engineering groups and roles emerges. While business development and customer success are showing continued hiring growth, value teams remain under pressure. This is a guide to not just survive, but thrive into 2026 and beyond.
In this episode of the Value Coffee Talk podcast, host Thomas Pisello and guest Mike Muhlfelder, veteran CRO and sales performance coach, discuss the current challenges in B2B sales, particularly in light of economic uncertainty and the rise of AI. The pair unfold two fundamentals – proper value-centric qualification and discovery processes can lead to an incredible increase in success.
