Shows / Value Coffee Talk
Value Coffee Talk
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…
Episodes
Value Coffee TalkThe Quota Problem: Why Sales Performance Starts with Environment, Not Effort
Most sales organizations treat missed quota as an execution failure. Fractional CRO Mark Small asks the harder question: are the targets realistic in the first…
Value Coffee TalkScaling Value Selling with AI: Inside Google Cloud’s AI Value Engine
Every 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…
Value Coffee TalkThe Listening Problem in Sales and Why Curiosity Beats Expertise
The conversation is unusually practical. Scott walks through the listening mirror technique, how open-ended questions guide a conversation without steering it…
Value Coffee TalkSelling to Procurement: Why Value Always Beats Discount
Most 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…
Value Coffee TalkProductizing IP for Recurring Revenue: How AI Is Rewriting Professional Services
The 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…
Value Coffee TalkThe Jolt Effect: How High Performing Sellers Overcome Customer Indecision
Most 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…
Value Coffee TalkWhy Sales Quotas Fail and How to Fix Them
Roughly 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…
Value Coffee TalkCustomer-Centric Success: Insights from a veteran Chief Customer Officer
Every 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…
Value Coffee TalkConsulting and Services – Evolving Business Models in the AI Era
Ninety-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…
Value Coffee TalkHarnessing AI for Value Automation: Strategies and Risks
AI 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…
Value Coffee TalkCRO Spotlight: Leveraging Value for 65% CAGR Growth
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 Coffee TalkMastering Seamless Sales: Strategies for Modern Decision-Making
In this insightful interview, host Tom Pisello interviews sales transformation expert and author Art Fromm, to explore how modern buying decisions are…
Value Coffee TalkBeyond the Harbor Tour: How Pre-Sales Wins with Outcomes, Not Features
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…
Value Coffee TalkFrom Promised to Proven - Scaling Post-Sales Value Realization
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…
Value Coffee TalkMastering Negotiation: The Four Levers Every Seller Should Know
Negotiation in today’s market is no longer about pressure tactics or last-minute discounts. Buyers are more informed, pricing transparency is higher, and trust…
Value Coffee TalkNavigating the Challenges of Selling to Early Stage Companies
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…
Value Coffee TalkIs the Future of Solutions Engineering all about Value?
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…
Value Coffee TalkGartner: The Outcome Economy and Shift to Value-Led Growth
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…
Value Coffee TalkThe Importance of the Human-Touch in AI-powered Value Consulting
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…
Value Coffee TalkSales Excellence: Emphasizing the Human Element in an AI World
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…
Value Coffee TalkUnlocking CFO Purchase Approvals: The Value of Trust
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…
Value Coffee TalkUnlocking Customer Value: Do Sales Engineers Hold The Key?
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…
Value Coffee TalkB2B GTM - The Emotional Toll of Customer Control
In this Value Coffee Talk conversation, CRO and Operating Advisor Tom Canning discusses the challenges of burnout in high-stakes commercial roles with host Tom…
Value Coffee TalkThe Perfect Marriage of Proposals and Value Selling
In this episode of the Value Coffee Talk podcast, host Tom Pisello speaks with Ray Meiring, CEO of QorusDocs about the marriage of proposals and business…
Value Coffee TalkThe Art of Quantifying Value
In this episode of the Value Coffee Talk podcast, host Tom Pisello speaks with value leader Mike Samuels from Pendo.io about the importance of storytelling in…
Value Coffee TalkGrowth Success Is Built on ICPs, Business Outcomes & Realized Value
In this Value Coffee Talk podcast, Mike Slater, PE Operating Partner for the Carlyle Group, discusses the importance of aligning sales efforts with the ideal…
Value Coffee TalkElevating Customer Conversations for Transformative Opportunities
In this Value Coffee Talk podcast episode, host Tom Pisello meets with Angela Hughes, VP of Revenue Acceleration for security firm Ping Identity. The pair…
Value Coffee TalkGrowth Stage Success: Embracing Change and Driving a Business Value Approach
In this episode of the Value Coffee Talk podcast, host Thomas Pisellowelcomes Jen Thompson, a seasoned sales performance consultant and former Google sales…
Value Coffee TalkNavigating the AI ROI Paradox
In this episode of the Value Coffee Talk podcast, host Thomas Pisello and sales strategy / value leader Steve Thibodeau discuss the complexities of ROI in AI…
Value Coffee TalkIs Your GTM Ready for the Outcome Economy?
In this episode of the Value Coffee Talk Podcast, host Thomas Pisello and Scott Shaul, veteran GTM leader, discuss the concept of the Outcome Economy, which…
Value Coffee TalkThe Future of Sales Engineering: From Demo Driver to Value Consultant
In this episode of Value Coffee Talk, host Thomas Pisello and Jack Cochran, GM of the PreSales Collective, discuss the evolving landscape of sales engineering…
Value Coffee TalkAI and the Future of Value Engineering and Automation
In this episode of Value Coffee Talk, Thomas Pisello and Max Elster (CEO / Founder of value automation platform firm Minoa.io) discuss the evolving landscape…
Value Coffee TalkDriving Revenue Growth: From The Challenger to The Activator Advantage
In this episode of the Value Coffee Talk Podcast, Thomas Pisello interviews Matt Dixon, a renowned sales performance author (The Challenger Sale, The Jolt…
Value Coffee TalkSuccess Starts with Better Value Qualification and Discovery
In this episode of the Value Coffee Talk podcast, host Thomas Pisello and guest Mike Muhlfelder, veteran CRO and sales performance coach, discuss the current…
Value Coffee TalkAI Killed the Value Superstar?
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and veteran value leader Shane Finlay dive into the evolving landscape of value…
Value Coffee TalkNavigating the Value of AI in Healthcare: Challenges and Opportunities
In this episode of Value Coffee Talk, Thomas Pisello and Andy De discuss the current state of AI in healthcare and life sciences, exploring the challenges…
Value Coffee TalkThe Vital Role of Sales Engineers in the Future of Value Selling
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Stephen Morse, CEO of the SE Leadership Institute, to…
Value Coffee TalkGrowth Stage: Navigating The Top Three GTM Challenges
In this episode of Value Coffee Talk, hosts Thomas Pisello and April Morley engage with Ron Ariana, a seasoned expert in go-to-market strategies. The group…
Value Coffee TalkThe New Growth Equation: PLG + Value
In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley discuss the concept of Product-Led Growth (PLG) with guest David Yockelson, a VP…
Value Coffee TalkUnlocking Value - Lessons Learned from SAP's Value Advisory Evolution
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jake Krishnan, Senior Director of Strategy and…
Value Coffee TalkInside The Alteryx Journey: Insights from Dean Stoecker
In this episode of the Value Coffee Talk podcast, hosts Tom Pisello and April Morley welcome Dean Stoecker, founder and former CEO / current Exec Chairman of…
Value Coffee TalkUnleashing Your Growth with a Value-Led Approach
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Rob Read, head of sales enablement at Benifex, to discuss…
Value Coffee TalkFive Keys to Getting Your Online ROI / TCO Value Calculators Right
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Glenn Clowney, CEO of ROI Calc, to explore the significance…
Value Coffee TalkUnlocking AI’s Potential in Business Value
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jason Baer from Adobe to explore the transformative role of…
Value Coffee TalkA Journey to Value Realization
In this episode of the Value Coffee Talk podcast, Thomas Pisello and Mark Anthony discuss the critical importance of value realization in customer engagements…
Value Coffee TalkValue Selling: Winning with Heart and Mindset
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Stephen Fowler, a sales performance consultant, to explore…
Value Coffee TalkCRO Perspectives: Leveraging Value to Land Your First Enterprise Customers
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Vince Beese, a fractional CRO, to discuss strategies for…
Value Coffee TalkThe Five Best Ways to Drive Value Management Success in 2025
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jeff Gandulla, Business Value Services Director at…
Value Coffee TalkGetting Your Value Automation Journey Right
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jim Longo, a value leader in the healthcare sector. They…
Value Coffee TalkCRO Perspectives: Keeping it Simple for Value Selling Success
Summary In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with CRO Michael Eckhoff to discuss the transition from…
- Value Coffee Talk
CEO Perspectives: Creating a Winning Culture of Value
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Ish Boyle, CEO of Caveonix, to discuss the importance of…
Value Coffee TalkThe Seven Immutable Laws of Sales Negotiation
In this episode of the Value Coffee Talk podcast, hosts Tom Pisello and April Morley welcome Ron Hubsher, a sales performance consultant and author of 'Closing…
Value Coffee TalkEmphasizing the Human Element in Sales
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Murat Guvenc, a seasoned tech business leader, discussing…
Value Coffee TalkFrom CRO to First time CEO
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Frank Nardi, a seasoned executive who recently transitioned…
Value Coffee TalkBetter Adoption: The Key to Value Selling Success
In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley discuss the findings from a joint research project with Alex Smith, focusing on…
Value Coffee TalkA New Path: From Value Consultant to Sales Strategy Leader
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Ron Haimoff, the Head of Sales Strategy at Replicant. The…
Value Coffee TalkThe Role of Value Engineering in Smaller Growth Companies
In this Value Coffee Talk podcast episode, Tom Pisello and David Caradona discuss how to achieve $100 million in growth using value selling and value…
Value Coffee TalkCustomer Centric: Building Trust and Confidence with Buyers
In this episode, our hosts Tom Pisello, April Morley, interview financial selling expert Dr. Stephen Timme, and sales enablement leader Sheevaun Thatcher to…
Value Coffee TalkLeveraging Assessments to Build a Collaborative Customer Value Plan
In this episode, Tom Pisello and April Morley discuss leveraging value capability and maturity assessments with special guests Justin Zacks and Saul Gerdes…
Value Coffee TalkValue Leader Perspectives: The Importance of Teaching, Evangelism and Self-Service
In this episode, Tom Pisello and April Morley interview Greg MacKinnon, the value leader for Loftware, about the practice of value engineering. The trio…