Can weaving value into the DNA of the seller and company have a big impact?

Absolutely! In this episode, Thomas Pisello and April Morley interview Ken Powell, Chief Revenue Officer (CRO) at a FinTech and accounting software firm. They discuss the changes in the buying environment, the evolution of sales, the new role of sellers as change agents and the importance of weaving value into everything.

How can sales enablement help amplify the adoption and impact of value selling?

In this interviews, Cheryl Marriott, Senior Director for Sales Enablement at Skillsoft, discusses the sales enablement programs that can help drive value selling adoption and success, including the leverage of AI, the need for up-skilling and re-skilling, and the use of badging to prove learning accomplishments.

How does a revenue leader mobilize their team for value selling success?

In this episode, Thomas Pisello and April Morley interview Joy Wilder-Lybeer, a seasoned chief revenue officer (CRO) and enterprise FinTech executive. The trio discuss the changing landscape of B2B buyers and the need for data and insights to share the impact of solutions.

There is a golden thread of value that should be weaved into all conversations, throughout the buyer’s journey and customer lifecycle, both pre-sale and especially post-sale.

In this interview we talk about this topic with Kathy Gawronski, the VP of Value Engineering and Customer Success at Workforce Software.

Why should a focus on customer-centric value be the main priority for the modern Chief Revenue Officer (CRO)?

In this episode of the Value Coffee Talk Podcast, Thomas Pisello and April Morley interview Steve Peck, a fractional CRO and go-to-market advisor. They discuss the challenges in B2B sales and marketing, particularly in the face of macroeconomic factors that are driving budget constraints and increased scrutiny of purchasing decisions.

What is the secret sauce to the best value program?

According to our guest, the secret lies in effective value storytelling. In this episode of the Value Coffee Talk podcast, Fiona Leeson, Director of Customer Value for Finastra, shares insights on building a successful value program. She discusses the importance of selecting the right scope for the program based on the customer lifecycle and organizational maturity.

When it comes to growth success, is there a rhythm and playbook that can guide your performance?

Absolutely, according to our guest. In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Bart Fanelli, a seasoned CRO and co-author of the book ‘Success Cadence: Unleash Your Organization’s Rapid Growth Culture.’ They discuss the challenges faced by sales and customer success teams in the evolving customer landscape and the importance of value-based selling.

How do you best elevate your conversations with decision makers so they are more engaging and effective?

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Sridhar Parameshwaran, the head of value engineering at Sertina. They discuss the importance of value enablement throughout the customer lifecycle and how the 4-Es can be used to elevate conversations, expand deal size, expedite the sales cycle, and establish buy-in.