Value Coffee Talk
by Genius Drive
Latest episode
Scaling Value Selling with AI: Inside Google Cloud’s AI Value Engine
Scaling Value Selling with AI: Inside Google Cloud’s AI Value Engine
About this podcast
B2B buyers want to know the business outcomes they can expect from proposed solutions and the realized value of what they've already purchased. Yet far too few solution providers can articulate value. Value Coffee Talk interviews sales, marketing and customer success leaders about their value programs to discuss the challenges, opportunities and share best practices. Hosted by author and serial entrepreneur Tom Pisello, the ROI Guy, and value expert April Morley, the pair grab a coffee with their guests and dive into the tough questions that need answering in order to drive value success. This show is a service of the Enterprise Value Collective (EVC), a community of business value leaders and practitioners, and independent value consultancy Genius Drive.
Episodes
The newest 20 of 111 episodes
- Scaling Value Selling with AI: Inside Google Cloud’s AI Value Engine · 32 min · Episode 111Every AI conversation eventually lands on one question: what is the ROI of this use case? Ray Peng, Global Head of GTM AI Platform & Strategy for Value Creation for Google Cloud…
- The Listening Problem in Sales and Why Curiosity Beats Expertise · 29 min · Episode 110The conversation is unusually practical. Scott walks through the listening mirror technique, how open-ended questions guide a conversation without steering it, and why letting…
- Selling to Procurement: Why Value Always Beats Discount · 34 min · Episode 109Most sellers still treat procurement as the last obstacle between them and a signature. Dean Edwards would like a word. In this episode of Value Coffee Talk, Tom Pisello sits…
- Productizing IP for Recurring Revenue: How AI Is Rewriting Professional Services · 34 min · Episode 108The billable hour is not under pressure from a competitor. It is under pressure from a buyer who now has an analyst on their phone. In this episode of Value Coffee Talk, Sherri…
- The Jolt Effect: How High Performing Sellers Overcome Customer Indecision · 29 min · Episode 107Most lost deals are not lost to a competitor. They are lost to nothing at all, the buyer who agrees with everything, nods through the business case, and then goes quiet. Ted…
- Why Sales Quotas Fail and How to Fix Them · 26 min · Episode 106Roughly half of sellers miss quota every year, and the industry keeps treating it as a rep problem. Lee Levitt argues it is a management problem, and it has been hiding in plain…
- Customer-Centric Success: Insights from a veteran Chief Customer Officer · 26 min · Episode 105Every vendor now leads with an AI story. Far fewer can prove what that AI actually delivered. In this episode of Value Coffee Talk, Jim Richmond, veteran Chief Customer Officer…
- Consulting and Services – Evolving Business Models in the AI Era · 26 min · Episode 104Ninety-seven percent of B2B buyers now use AI search as part of how they evaluate solutions. That single shift is quietly rewriting the economics of every service business built…
- Harnessing AI for Value Automation: Strategies and Risks · 32 min · Episode 103AI has made the build option look almost free. A few prompts, a weekend, and you have something that resembles a value calculator. What you don't have is a methodology, a…
- CRO Spotlight: Leveraging Value for 65% CAGR Growth · 22 min · Episode 102In 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…
- Mastering Seamless Sales: Strategies for Modern Decision-Making · 29 min · Episode 101In 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…
- Beyond the Harbor Tour: How Pre-Sales Wins with Outcomes, Not Features · 32 min · Episode 100In 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…
- From Promised to Proven - Scaling Post-Sales Value Realization · 26 min · Episode 99In 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…
- Mastering Negotiation: The Four Levers Every Seller Should Know · 29 min · Episode 98Negotiation in today’s market is no longer about pressure tactics or last-minute discounts. Buyers are more informed, pricing transparency is higher, and trust plays a bigger…
- Navigating the Challenges of Selling to Early Stage Companies · 31 min · Episode 97In 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…
- Is the Future of Solutions Engineering all about Value? · 30 min · Episode 96In 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…
- Gartner: The Outcome Economy and Shift to Value-Led Growth · 30 min · Episode 95In 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…
- The Importance of the Human-Touch in AI-powered Value Consulting · 28 min · Episode 94In 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…
- Sales Excellence: Emphasizing the Human Element in an AI World · 30 min · Episode 93In 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…
- Unlocking CFO Purchase Approvals: The Value of Trust · 28 min · Episode 92In 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…
