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PODCASTS

Insightful discussions and best practice sharing from sales and value leaders.
Matt Edwards Value Coffee Talk Podcast
Podcasts

Episode 33: Chief Customer Officer Perspective – How Valuable is Customer Success? 

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.

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Value Coffee Talk Covers - Marchelle Varamini
Podcasts

Episode 32: Driving Cross-Functional Responsibility for your Value Program

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.

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Value Coffee Talk Cover Clayton Slagle
Podcasts

Episode 31: Implementing a Value Program – One Step at a Time

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.

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Rosalie Girard Microsoft Copilot AI
Podcasts

Episode 30: The Need for AI Business Value

When it comes to AI, Gartner reports that a lack of business value is the number one barrier to greater adoption and solution provider success.

In this podcast interview with Rosalie Girard, a Value Director for Microsoft Co-Pilot AI solutions, we discuss the importance and challenges of AI business value.

As well, as a value leader, we discuss the great career path of becoming a value consultant and leader can be for women.

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Peter Cohan Great Demos
Podcasts

Episode 29: How Good Value Discovery Leads to Great Demos

How do you assure that your team can deliver great demos every time?

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Peter E. Cohan, author of the book ‘Great Demo,’ about the importance of effective software demonstrations.

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Vikas Mundada Value Coffee Talk Podcast Cover
Podcasts

Episode 27: Value Realization – A Practical Guide for Customer Success

How do you best implement Value Realization and avoid common pitfalls?

This is a priority question that many Business Value Consulting groups and CROs / Customer Success leaders are seeking to answer.

To help, we invited value veteran Vikas Mundada from Ping Identity to discuss his journey with Value Realization and post-sale value automation.

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Rui Miranda Value Coffee Talk Podcast
Podcasts

Episode 26: Value Selling for Security Solutions

When it comes to security solutions, is there a big payoff for taking a value selling approach, and can you actually quantify the value of security to prospects and customers?

In this episode we tap the expertise of value veteran Rui Miranda, to discuss the need for value selling and how to best implement this for security and fintech solutions.

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Gino Colonico Value Coffee Talk Cover
Podcasts

Episode 25: A Value Framework for Complex Product Lines and Offerings

How do you implement a value consulting and selling program when your product line is so complex – offering multiple solutions for different industries for dozens of decision makers?

In this episode we cover the tactics on how to address this challenge with PTC’s Gino Colonico, long-time value consulting veteran and digital transformation lead.

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Sherri Sklar Value Coffee Talk
Podcasts

Episode 24: Why Value Should be the Chief Revenue Officer (CRO) Focus

The research is clear, that one of the differentiating characteristics of top performers compared to “middlers” and laggards, is that the top performers excel at Value Selling. Why is Value Selling such a key performance characteristic today, especially for growth stage organizations?

In this conversation we grab a coffee with experienced growth-stage CRO and sales performance expert Sherri Sklar, to discuss the imperative to transform from a product-led to value-centric commercial approach.

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Tom Stubbs Value Coffee Talk
Podcasts

Episode 23: Is Value Selling a Requirement for Accelerating CPG Success?

When you think of CPG firms like PepsiCo, implementing value selling is not what comes to mind. But that is exactly the journey that the PepsiCo sales enablement team embarked upon, to help transform the way that PepsiCo engaged with retail stores – finding ways to consult and add value with every visit and conversation.

In this episode we grab a coffee with Tom Stubbs, a top performing sales enablement leader, most recently with PepsiCo as the Director of Capability & Executional Excellence to discuss the program, challenges and success factors.

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