The role of the Value Engineer / Consultant was already undergoing a profound transformation, and now with AI – the evolution is accelerating even more. The same technologies that promise to automate discovery, content creation, and customer alignment are also reshaping what it means to support and scale value selling.
In B2B sales, pricing is often the moment of truth—but all too often, it’s delivered without a story.
A proposal lands in the buyer’s inbox with a number and a logo. No context. No business case. No quantified value. Just… the price.
This is what we call Naked Pricing, and what you should do to avoid this at all costs …
In a world where referrals are stalling, buying cycles are getting longer, and even warm relationships aren’t converting like they used to, one type of professional consistently rises above the noise: the Activator.
This insight comes from The Activator Advantage: What Today’s Rainmakers Do Differently, a research-backed guide from the authors of The Challenger Sale. Based on data from over 2,800 professionals in Executive Search, Staffing, Financial Services, and Consulting, the report reveals that only one behavioral profile consistently drives new demand: the Activator.
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 a dozen value management and enablement platforms in our latest edition of the Value Automation Buyer’s Guide for 2026.
More AI, more realized value, 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.
