PODCASTS

Insightful discussions and best practice sharing from sales and value leaders.
Bill Liebler Value Coffee Talk Cover
Podcasts

Episode 12: Leveraging the Language of Value for Selling Success

How much does having the right language help with Value Selling?

In this Value Coffee Talk podcast we chat with veteran Value Leader Bill Liebler (NetSuite Oracle) about the importance of value language proficiency, and how essential it is to better prospect engagements and driving wins.

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Dudley Nostrand on Value Coffee Talk
Podcasts

Episode 10: Cracking the Code on Value Realization

What does it take to get Value Realization right?

In this episode we Coffee Talk with value practice leader Dudley Nostrand about the value realization program he established at SourceGraph, some of the key factors to the programs success, and how he is tackling the challenges that remain.

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Value Discovery Matt Denton
Podcasts

Episode 9: Optimizing Your Value Discovery

Sellers are taught to ask a few questions of discovery, but many times these are not the right questions, focused more on sizing and qualifying the prospect versus finding out what ails them. Instead of a diagnostic, most seller discovery is “solutioning”.

In this valuable coffee talk we interview value enablement leader Matt Denton, to find out how he teaches and enabled his sales teams and value consultants to successfully implement better value discovery.

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Value Marketing with Steve Siegel
Podcasts

Episode 8: Evolving from Product Marketing to Value Marketing

For many early and mid-stage companies, a product led growth strategy reigns. It’s about features, demos and free trials. This can work initially, but once you reach a certain point, you have to evolve to a more value-centric approach.

In this coffee talk we chat with Steven Siegel, a Product Marketing veteran about why this is so important and how he successfully makes the shift.

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Podcasts

Episode 7: A Customer Outcomes Approach to Value

When establishing a new value program, do you start with pre-sales, post-sales or both?

When you want to be sure your value program has been validated with actual customer priorities, outcomes and proof-points, you need to include post-sale analysis and realized ROI into your value program. In this conversation with value leader Marchelle Varamini we discuss exactly how to use both a pre and post sales approach to value in concert, to best effect.

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Podcasts

Episode 6: ROI Calculator and Sales Tools Success

Many organizations would like to scale their value marketing and selling with ROI calculators and sales tools. Build it and they will come right? Unfortunately, you can’t just launch a tool and expect to achieve adoption and success.

In this podcast we interview Michael Farber, founder and CEO of value tool provider The ROI Shop. We discuss the best practices for tool development, training and launch, to assure success.

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Podcasts

Episode 5: ROI vs. Business Case

There’s a big effectiveness difference between Return on Investment (ROI) and a Business Case.

In this podcast interview we chat with David Yockelson, a distinguished VP and honored Fellow for research firm Gartner, where he covers the art and science of product marketing and Value.

We dive deep into the shortfalls of a typical ROI approach and why thinking about Value in terms of a business case is so important to your value selling and lifecycle program success.

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Podcasts

Episode 4: At Scale: The Need for Value Automation

One way organizations seek to scale value is to invest in a value automation platform, enabling sellers and success to articulate value, not just value consultants / engineers. There are many solution providers and value groups that showcase great results from value automation investments, however, there are many efforts that fall short of expectations.

In this value coffee talk we interview value automation expert Dan Sixsmith to discuss why automation is so important and the factors that lead to program success or shortfall.

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Podcasts

Episode 3: From Big to Small – Transitioning to a Differently-Sized Value Program

When you migrate from a big firm and value consulting / engineering practice to a smaller firm, there are many differences, opportunities and unique challenges.

In this value coffee talk interview, value leader Scott Jeffries discusses his experience in making the leap, from running a large value management practice to creating a new value enablement program from scratch at a much smaller firm.

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Podcasts

Episode 2: Bridging the Value Gap

There remains an unfortunate and growing divide, between what buyers want and need to make faster, better decisions (a more outcome based approach), and what solution providers and sellers are delivering (features and price) – the Value Gap.

In this value coffee talk we interview Dr. Stephen Timme, a longtime value entrepreneur, discussing the growing shortfall perceptions, and how to best bridge the Value Gap for competitive advantage.

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Podcasts

Episode 1: The Importance of a Value Lifecycle Approach

Value is more than just one thing – like developing a value messaging script, delivering some value selling training, hiring a value consultant or launching a business value spreadsheet. Value is everything.

In this coffee talk we interview value leader Aaron Froberg, to discuss the need to go beyond these singular efforts to “check off the value box” and the importance of taking a customer lifecycle approach.

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