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.
Realized value is no longer optional. It’s the engine that drives renewals, expansion, advocacy, and even future outcome‑based pricing.
In this article we take the concepts of Realized Value and convert them into a practical, repeatable system you can deploy across your entire go‑to‑market motion: showing you exactly how to make it real.
Customer acquisition is getting harder. Renewal and expansion are getting more important. CFOs are becoming gatekeepers. And buyers are demanding proof, not promises. In this environment, realized value isn’t a “CS function” or “value engineering nice-to-have.” It’s the commercial operating system that determines whether companies grow efficiently or stall.
In this Value Coffee Talk conversation, CRO Tom Canning discusses the challenges of burnout in high-stakes commercial roles with host Tom Pisello. In this session, Mr. Canning emphasizes the lack of control individuals have over customer priorities, the emotional toll it takes when deals fall through, and the best ways to transcend this challenge and still exceed your sales goals.
In this Value Coffee Talk podcast, Ray Meiring, CEO of QorusDocs, discusses the significance of optimizing proposals with value communication and quantification in order to drive growth success.
In this episode of the Value Coffee Talk podcast, host Tom Pisello speaks with value leader Mike Samuels from Pendo.io about the importance of storytelling in value consulting, the challenges of quantifying ROI, and the role of AI in enhancing value measurement.
In this Value Coffee Talk podcast, Mike Slater, PE Operating Partner for the Carlyle Group, discusses the importance of aligning sales efforts with the ideal customer profile (ICP) to improve pipeline efficiency and win ratios.
In this episode of the Value Coffee Talk podcast, host Tom Pisello meets with Angela Hughes, VP of Revenue Acceleration for security firm Ping Identity.
The pair discusses the importance of elevating the level of conversation with customers and prospects, in order to uncover transformative opportunities.
In this episode of the Value Coffee Talk podcast, host Thomas Pisello welcomes Jen Thompson, a seasoned sales performance consultant and former Google sales enablement lead.
The pair discuss the challenges and strategies of enabling and training large sales teams, from her Google experience, and the nuances of working with smaller growth firms.
In this episode of the Value Coffee Talk podcast, Thomas Pisello and sales strategy / value leader Steve Thibodeau discuss the complexities of ROI in AI implementations.
The pair explore the paradox of AI investments, the challenges of scalability, and the importance of governance and data readiness.
In this episode of the Value Coffee Talk Podcast, host Thomas Pisello and Scott Shaul, veteran GTM leader, discuss the concept of the Outcome Economy, which emphasizes aligning vendor and customer incentives around measurable value delivery.
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