When you hear Poetics, you think of ancient Greek drama—not go-to-market (GTM) success. But the moment I read it, the connection was clear: Poetics is more than a guide for playwrights. It’s a blueprint for how to move people—and that’s exactly what today’s sales and customer success teams must do.
When buyers lead with value, providers must follow—or better yet, lead them there.
Hank Barnes, Chief of Research at Gartner, recently shared pivotal research in “Value-Based Buying – From Start to Finish.” His findings underscore a profound shift: the highest-performing buying teams aren’t just buying software—they’re investing in business outcomes.
Join us for this in-person workshop in NYC on 🗓️ June 10th at 4:00 PM EST. Register today!
According to a new Gartner survey announced to kick-off their Gartner CSO & Sales Leader Conference, 73% of Chief Sales Officers (CSOs) are making growth from existing customers their top priority for 2025.
This marks a major shift from the past decade, where net-new acquisition dominated GTM strategies.
The enterprise software renewal landscape is under siege. According to Gartner, not only are 52% of over 3,000 high-impact departmental software purchases replacement driven, but 65% of organizations are planning at least one replacement purchase in 2025.
Why is this happening and what should you do about it?
In this episode of Value Coffee Talk, Thomas Pisello and Andy De discuss the current state of AI in healthcare and life sciences, exploring the challenges organizations face in implementing AI solutions, the evolution of AI technologies, and the importance of a strategic portfolio approach to AI investments.
Ready to accelerate your value-led growth adoption and scale?
We personally evaluated over 16 value management and enablement platforms in our latest edition of the Value Automation Buyer’s Guide for 2025.
More innovation, more AI, and more options for your success.
Today, Genius Drive and the Enterprise Value Collective announce the launch of the 2025 Value Automation Buyer’s Guide, a comprehensive resource designed to help revenue and value leaders implement and scale their value selling, marketing, and customer success programs.
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Stephen Morse, CEO of the SE Leadership Institute, to discuss the evolving role of sales engineers in today’s market.
In this episode of Value Coffee Talk, hosts Thomas Pisello and April Morley engage with Ron Ariana, a seasoned expert in go-to-market strategies.
The group discussed the common challenges faced by early and growth-stage companies, emphasizing the importance of a clear strategy, effective messaging, and the need for alignment across various organizational functions.
In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley discuss the concept of Product-Led Growth (PLG) with guest David Yockelson, a VP analyst at Gartner. They explore the definition of PLG, its limitations, and the addition of Value-Led Growth (VLG) as a necessary evolution in the current business landscape.
In B2B sales, your message isn’t just a script—it’s your strategy. It shapes how buyers perceive your value, how sales teams differentiate in crowded markets, and how revenue teams justify solutions to skeptical CFOs.
That’s why your value message needs to be more than a one-time workshop. It must evolve with your business, adapt to your market, and activate real performance across your go-to-market (GTM) teams—from first conversation to customer renewal.
