As a CMO, how do you best embrace and leverage business value not just for marketing, but across the buyer’s journey? How do you get value into the DNA of the organization?

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Andy De, the CMO at Verato, about the value-based approach to sales and marketing.

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 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.

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.

In this episode, Matt Edwards, Chief Customer Officer at Defense Storm, discusses the challenges and value of customer success in today’s business landscape. He highlights the shift in funding and the need for customer success to prove its worth in terms of revenue and value delivery.

Edwards emphasizes the importance of embracing the question of what customer success does and justifying its value to the organization. He also discusses the use of mutual contracts, the role of QBRs (business reviews), and the quantification of ROI in customer success.

In this episode, Thomas Pisello and April Morley interview Marchelle Varamini, the VP of Value at Amplitude.
The conversation touches on Marchelle’s new role and the importance of value program maturity.

The trio also talk about using customer success stories for content engagements, driving value in go-to-market and marketing, the role of value in product, the impact of CRO focus on value, the importance of a comprehensive charter, and Marchelle’s advice for value practitioners.

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Clayton Slagle, Vice President of Business Value Consulting at Baxter Planning.

The trio discuss various topics related to value consulting and value engagement methodology. Clayton shares insights on the role of the value consulting team in the discovery process, overcoming seller apprehension, quantifying supply chain risk, and establishing a content base for sales enablement. He also emphasizes the importance of selling internally and externally with value.