In this episode of Value Coffee Talk, host Thomas Pisello speaks with Ken Powell about the remarkable growth journey of K1X and the evolving role of business value in today’s SaaS and AI-driven economy. The conversation explores how organizations can move beyond product-centric selling to focus on measurable outcomes, customer adoption, and long-term value creation in increasingly competitive and rapidly changing markets.

In this insightful interview, host Tom Pisello interviews sales transformation expert and author Art Fromm, to explore how modern buying decisions are increasingly shaped by risk perception, stakeholder alignment, and the growing complexity of enterprise sales.

In this episode of the Value Coffee Talk Podcast, Tom Pisello, the ROI Guy, speaks with Michael McDowell, the “Demo-tainer” and author of Demo-tainment, about how pre-sales and solution engineering are evolving in an AI-driven world.

In this episode of the Value Coffee Talk Podcast, Tom Pisello, the ROI Guy, is joined by Gaurav Sharma, Product Leader for Value Tools and AI Systems at ServiceNow, to explore one of the most important shifts in go-to-market strategy: post-sales value realization.

In this podcast episode, host Tom Pisello, the ROI Guy, explores the four key levers of negotiation outlined by sales expert and bestselling author Todd Caponi. These levers help sellers move negotiations away from simple price concessions and toward mutually beneficial value exchanges.

In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with Nate Littlewood, founder of Future Ready CFO, about the unique challenges faced by early-stage e-commerce and CPG companies, and why this makes selling to these firms a unique and sometimes daunting challenge.

In this episode of the Value Coffee Talk podcast, host Tom Pisello engages with Chris Mabry, head of community at iris.ai and long time Sales / Solution Engineering advocate and thought leader with the Pre-Sales Collective, discussing the evolving role of Solutions Engineers, the role they will play in Value Selling, and the impact of AI on sales.

The pair discuss the decline of performance standards in sales, the importance of mindsets and behaviors for high performers, and the impact of AI on sales processes.

In this episode of the Value Coffee Talk podcast, host Tom Pisello and Gartner Analyst and Fellow David Yockelson discuss the emerging Outcome Economy, and the importance of focusing on customer outcomes rather than just selling solutions.

In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with Sultan Semlali, Value Coach and Global Value Consulting Director at Sitecore, about how AI is reshaping value engineering and sales, and why it’s the human touch and softer skills that are driving value consulting and engineering success.

In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with David Brock, author of the new book: ‘Is Good Enough Good Enough?’

The pair discuss the decline of performance standards in sales, the importance of mindsets and behaviors for high performers, and the impact of AI on sales processes.

In this episode of Value Coffee Talk, host Thomas Pisello engages with Tim Ryder, VP of Finance and Compliance at Caveonix, to explore the perspectives of CFOs on solution providers and the purchasing process.

In this episode of Value Coffee Talk, host Thomas Pisello interviews Stephen Morse, a seasoned sales engineer and CEO of the SE Leadership Institute.

The pair discussed the evolving role of sales engineers, the importance of value in sales conversations, and the cultural differences in how value is perceived across different regions.