In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Stephen Fowler, a sales performance consultant, to explore the significance of value selling in today’s business landscape.
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Vince Beese, a fractional CRO, to discuss strategies for early-stage companies aiming to land their first enterprise customers.
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jeff Gandulla, Business Value Services Director at HashiCorp.
The trio explore the journey into value leadership, the significance of business value assessments, and the transition from the buy side to the sell side.
Your prospects are faced with too many solution options, too few resources, and are spending less time with solution providers during the decision making process. As a result, it’s now much harder to build meaningful connections, inspire buyers to make a decision, and differentiate from the competitive options.
Research shows that a well-defined Point of Value (PoV) presentation, rooted in value storytelling, can be a powerful tool to break through the noise, communicate urgency, and quantify the outcomes you deliver.
Here’s why crafting a compelling PoV presentation is essential and how it helps you stand out.
As 2025 approaches, Go-to-Market (GTM) teams are reflecting on what worked—and what didn’t.
Despite best intentions, many teams are held back by lingering “Bad Value Habits” that undermine success in sales, marketing, and customer success. The New Year can be a perfect time for a reset.
Let’s break down the five bad habits to leave behind and the transformative impact of adopting better practices.
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jim Longo, a value leader in the healthcare sector.
They discuss Jim’s transition from product marketing to value leadership, the establishment of a value practice at Omnicell, and the challenges faced in developing and implementing value projection tools.
In survey after survey, B2B buyers indicate that their purchase process has gotten more complex and their confidence in making good decisions is on the decline. We coined this trend the “Purchase Pessimism Pandemic”, where B2B buyers’ post-purchase sentiment shows how overwhelmed they are: with more stakeholders, more complexity, and more regret than ever before.
But things could be turning around?
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with CRO Michael Eckhoff to discuss the transition from product-led to value-centric selling.
The trio explore the challenges of adopting a value-centric approach, the importance of top-down support from leadership, and the evolving role of value engineers in organizations.
February 20, 2025 12:00 PM ET
As we launch into 2025, one of the clear 2024 hangover challenges was the lack of good value discovery.
In this Jam Session we’ll reveal research on just how acute the “discovery shortfall” remains, and as a collective, share our tangible best practices on how to best empower our sellers and success reps with the skills to do better value discovery.
Recent data from G2 and SaaStr paints a vivid picture of an increasingly competitive landscape for software firms.
The good news is that half of software buyers are gearing up to spend more in 2025, a clear shift from the consolidation and “do more with less” attitude of 2024.
However, there are three key constraints in buying behavior that GTM teams need to aware of in order to garner a competitive share of the spending increase.
B2B buying is in turmoil. This according to the latest Forrester research revealing the sobering reality: almost 9 in 10 B2B purchases stall during the buying journey, and when a decision is made, more than 80% of buyers are dissatisfied with their chosen provider.
Yet amidst this “buyer mayhem,” a clear solution emerges: Value Selling: prioritizing a buyer-centric approach and focusing on measurable outcomes, organizations can address the critical gaps in today’s broken buying process.
Andy Dé is the Founder and CEO of Mark Strat Insights offering advisory services re: go-to-market strategy, planning and execution, market research, new market entry, new product introduction, AI and Analytics, globally with a focus on customer value and impact. Prior to Mark Strat Insights, Andy has held innovation and
