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On this episode of Advances in Care , host Erin Welsh and Dr. Craig Smith, Chair of the Department of Surgery and Surgeon-in-Chief at NewYork-Presbyterian and Columbia discuss the highlights of Dr. Smith’s 40+ year career as a cardiac surgeon and how the culture of Columbia has been a catalyst for innovation in cardiac care. Dr. Smith describes the excitement of helping to pioneer the institution’s heart transplant program in the 1980s, when it was just one of only three hospitals in the country practicing heart transplantation. Dr. Smith also explains how a unique collaboration with Columbia’s cardiology team led to the first of several groundbreaking trials, called PARTNER (Placement of AoRTic TraNscatheteR Valve), which paved the way for a monumental treatment for aortic stenosis — the most common heart valve disease that is lethal if left untreated. During the trial, Dr. Smith worked closely with Dr. Martin B. Leon, Professor of Medicine at Columbia University Irving Medical Center and Chief Innovation Officer and the Director of the Cardiovascular Data Science Center for the Division of Cardiology. Their findings elevated TAVR, or transcatheter aortic valve replacement, to eventually become the gold-standard for aortic stenosis patients at all levels of illness severity and surgical risk. Today, an experienced team of specialists at Columbia treat TAVR patients with a combination of advancements including advanced replacement valve materials, three-dimensional and ECG imaging, and a personalized approach to cardiac care. Finally, Dr. Smith shares his thoughts on new frontiers of cardiac surgery, like the challenge of repairing the mitral and tricuspid valves, and the promising application of robotic surgery for complex, high-risk operations. He reflects on life after he retires from operating, and shares his observations of how NewYork-Presbyterian and Columbia have evolved in the decades since he began his residency. For more information visit nyp.org/Advances…
Value Coffee Talk
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Το περιεχόμενο παρέχεται από το Genius Drive. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Genius Drive ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.
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.
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71 επεισόδια
Σήμανση όλων ότι έχουν ή δεν έχουν αναπαραχθεί ...
Manage series 3512769
Το περιεχόμενο παρέχεται από το Genius Drive. Όλο το περιεχόμενο podcast, συμπεριλαμβανομένων των επεισοδίων, των γραφικών και των περιγραφών podcast, μεταφορτώνεται και παρέχεται απευθείας από τον Genius Drive ή τον συνεργάτη της πλατφόρμας podcast. Εάν πιστεύετε ότι κάποιος χρησιμοποιεί το έργο σας που προστατεύεται από πνευματικά δικαιώματα χωρίς την άδειά σας, μπορείτε να ακολουθήσετε τη διαδικασία που περιγράφεται εδώ https://el.player.fm/legal.
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.
…
continue reading
71 επεισόδια
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×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 the critical shift from product-led growth to value-led growth. The trio explore the importance of aligning all departments around a unified value message, the necessity of ongoing coaching and training in sales enablement, and the role of technology in enhancing sales processes. The conversation emphasizes that value-led growth requires a cultural shift within organizations, starting from the C-suite down to ensure that value is at the forefront of all customer engagement strategies. Takeaways Value led growth requires alignment across all departments. Sales enablement is not a one-time training but an ongoing process. Coaching is essential for maturity in sales teams. Focus on the quality of customer interactions, not just outputs. C-suite support is crucial for value initiatives to succeed. Technology can enhance sales enablement and coaching efforts. AI can assist in monitoring performance and improving sales strategies. Regular coaching sessions can significantly improve sales effectiveness. Engaging top salespeople in value discussions can drive adoption. Value messaging should be integrated into all business systems.…
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 of online value calculators in enhancing customer engagement and driving sales. The trio discuss various use cases, best practices for designing effective calculators, the importance of storytelling in value selling, and strategies for promoting these tools to ensure they resonate with the target audience. The conversation emphasizes the need to focus on buyer pain points and the role of user-centric design in creating impactful calculators that facilitate informed decision-making. Takeaways Value calculators can serve multiple purposes beyond lead generation. Engaging customers with calculators can enhance the sales process. User-focused design is crucial for calculator success. Storytelling should position the end user as the hero. Understanding buyer pain points is essential for effective selling. Promoting calculators requires aligning with the audience's needs. Short attention spans necessitate quick engagement strategies. Calculators should provide actionable insights and next steps. It's important to quantify the cost of inaction for buyers. Starting with the story can lead to more effective calculators.…
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 AI in business value. The trio discuss the importance of identifying specific problems AI can solve, the various use cases for efficiency, and the challenges of AI hallucinations. The conversation also covers the need for organizational adoption and training, the significance of experimentation with AI, and the future potential of hyper-personalization in marketing. Jason emphasizes the importance of continuous learning and being open to the insights AI can provide, which may differ from traditional human perspectives. Takeaways The first consideration for AI is identifying the problem to solve. AI can significantly reduce time spent on account research. Drafting customer emails can be streamlined with AI. Meeting notes and action items can be automated using AI. AI adoption requires a cultural shift within organizations. Training and education on AI are essential for effective use. Experimentation with AI can lead to valuable insights and improvements. Hyper-personalization in marketing can enhance conversion rates. AI can uncover insights that humans may overlook. Continuous learning and adaptation are crucial in the AI landscape. Sound Bites “AI can take tasks out of your hands.” “AI is a movement, not just a tool.” “Failing early is key to finding wins.” Chapters 00:00 Introduction to AI in Business Value 02:53 Identifying AI Use Cases for Efficiency 05:51 Addressing AI Hallucinations and Accuracy 08:47 Adoption and Training for AI in Organizations 11:59 Experimentation and Portfolio Approach to AI 14:54 Future Use Cases and Hyper-Personalization in Marketing 17:51 Learning Resources and Final Thoughts on AI…
In this episode of the Value Coffee Talk podcast, Thomas Pisello and Mark Anthony discuss the critical importance of value realization in customer engagements. The duo explore the challenges organizations face in implementing effective value realization programs, the significance of seamless handoffs between pre-sales and post-sales teams, and the necessity of engaging the right customer levels to ensure successful outcomes. The conversation emphasizes the need for a mutual outcomes plan and the importance of measuring value post-implementation to prevent churn and enhance customer satisfaction. Takeaways Value realization is crucial as many buyers regret their purchase decisions. Organizations must go on the journey with customers to achieve value. Handoffs between pre-sales and customer success teams are often problematic. Standardization in measuring customer success is essential. Post-implementation measurement of value is key to customer retention. Creating a mutual outcomes plan can bridge gaps between teams. Engaging executives in value realization discussions is vital. Customer success managers need tools to measure value effectively. The psychology of value perception must be managed throughout the customer journey. Delivering value is a mandatory focus for reducing churn and increasing satisfaction. Sound Bites “The handoff is really important.” “If you can’t prove the value, you’re going to scramble.” “The psychology transfer is key in the post sales value space.” “Delivering value is mandatory, not optional.” Chapters 00:00 Introduction to Value Realization 01:15 The Importance of Value Realization 04:45 Challenges in Implementing Value Realization Programs 08:21 Seamless Handoffs Between Teams 11:36 Post-Implementation Success and Measurement 13:36 Creating a Mutual Outcomes Plan 18:20 Engaging the Right Customer Levels 23:39 Final Thoughts on Value Realization…
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 the significance of value selling in today's business landscape. They discuss the importance of a customer-centric approach, the transition to value selling, and the elements that contribute to successful value articulation. The conversation emphasizes the need for collaboration with customers, the role of leadership in fostering a value-centric culture, and the importance of continuous improvement in sales practices. Takeaways Value selling is crucial for long-term customer relationships. A customer-centric approach leads to better renewal rates. The transition to value selling requires supportive leadership. Understanding the customer's strategic initiatives is key. Value selling involves navigating political relationships within organizations. Incremental improvements in value conversations can have a significant impact. Co-creating value with customers enhances credibility and trust. Sales teams need to focus on the renewal, not just the transaction. Empathy and curiosity are essential skills for successful value selling. Building a value-centric culture takes time and commitment.…
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Value Coffee Talk
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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 early-stage companies aiming to land their first enterprise customers. The conversation covers the importance of understanding the Ideal Customer Profile (ICP), effective pricing strategies, leveraging early customer success, and the significance of business value in sales. Vince emphasizes the need for building trust and relationships, navigating complex sales processes, and engaging economic buyers early. The discussion also highlights the importance of curiosity in sales teams and creating a customer-centric sales process. Takeaways Understanding your Ideal Customer Profile (ICP) is critical for early-stage companies. Narrowing your focus on specific accounts increases chances of landing customers. Pricing should be attractive to early adopters, making it a no-brainer. Leverage early customers for testimonials and case studies to build credibility. Business value must be communicated effectively to stakeholders. Navigating complex enterprise sales requires mapping out key stakeholders. Curiosity is a key trait for successful salespeople. Building trust with clients is essential for long-term relationships. Engaging economic buyers early can prevent late-stage deal losses. Sales processes should mirror the buyer's journey to reduce friction.…
In this episode of the Value Coffee Talk podcast, hosts Thomas Pisello and April Morley engage with Jeff Gandulla, Business Value Services Director at HashiCorp. The trio explore the journey into value leadership, the significance of business value assessments, and the transition from the buy side to the sell side. Jeff shares insights on five key elements to driving value Management Success, including effective discovery, the importance of leadership support, and the role of automation in scaling value selling efforts. The conversation emphasizes that value is a collective responsibility across the organization and highlights the need for a customer-centric approach in all engagements. Takeaways Value selling is about mutual success for both the seller and the customer. Effective discovery is crucial to understand customer needs and challenges. Business value assessments differentiate successful vendors from competitors. Transitioning from the buy side to the sell side requires empathy and understanding of customer perspectives. Automation in value selling should be approached as an evolutionary process. Top-down leadership support is essential for a successful value organization. Value is everyone's responsibility within the organization, not just the value team. Starting with the end in mind helps align business outcomes with customer needs. Probing questions during discovery can unlock additional opportunities for value. A consultative mindset fosters stronger partnerships with customers. Sound Bites "Start with the end in mind." "Automation is an evolutionary process." "Value is everyone's responsibility." "To assure the right focus, always wear your customer hat."…
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 discuss Jim's transition from product marketing to value leadership, the establishment of a value practice at Omnicell, and the challenges faced in developing and implementing value projection tools. The conversation also covers the evaluation and adoption of value automation solutions, providing insights and advice for others looking to enhance their value management processes. Takeaways Establishing a value practice involves integrating value marketing and customer outcomes. Value projection tools were developed to streamline the sales process. Challenges with spreadsheets include data security and version control. Value automation solutions were evaluated to improve collaboration with customers. Adoption of new tools requires training and user guides for effective use. Rigorous testing plans are essential before deploying new tools. Clean underlying models are crucial for successful development. Self-service tools may not be as intuitive as expected. Understanding the effort required for implementation is key.…
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 product-led to value-centric selling. The trio explore the challenges of adopting a value-centric approach, the importance of top-down support from leadership, and the evolving role of value engineers in organizations. The conversation emphasizes the need for effective coaching, the integration of value automation tools, and the balance between simplicity and credibility in value propositions. Michael shares insights on how to drive value selling initiatives and the importance of starting small to achieve success. Takeaways Adoption of value-centric selling is a significant challenge. Value-centric approaches require buy-in from both sales and marketing teams. Top-down support from leadership is crucial for success. Value automation tools should integrate across the entire sales lifecycle. Value engineers can play a pivotal role in advocating for value-centric approaches. Simplicity in value propositions can enhance credibility with customers. Emotional storytelling is essential in value selling. Coaching and peer-driven support are vital for effective implementation. Understanding customer value is more important than just financial justification. Start small and incrementally implement value selling strategies.…
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 focusing on business value in risk and compliance management. Ish shares insights on aligning with economic buyers, the significance of proof of value in engagements, and how to quantify security solutions in terms of business outcomes. The conversation also addresses buyer regret, the implementation of fractional value consulting, and the challenges of navigating different industries while creating a culture of value within organizations. Takeaways Focusing on business value is crucial in risk and compliance management. Aligning with economic buyers ensures successful engagements. Proof of value is essential for demonstrating business outcomes. Understanding the client's strategic initiatives helps in aligning solutions. Quantifying security solutions in business terms is vital for executive discussions. Addressing buyer regret requires building trust and transparency. Fractional value consulting can provide necessary expertise and resources. Navigating different industries requires understanding their unique challenges. Creating a culture of value involves aligning with organizational goals. Confidence in presenting business cases is key to successful sales.…
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 Time: The Seven Immutable Laws of Sales Negotiation.' The conversation explores Ron's journey into sales, the importance of systematic sales processes, and the nuances of negotiation. Ron shares his insights on the seven immutable laws of sales negotiation, emphasizing the need for sales professionals to understand their value, anticipate price squeezes, and know when to walk away. The discussion highlights the significance of proactive negotiation techniques and the impact of effective negotiation on customer relationships and business outcomes. Takeaways A systematic approach to sales can lead to repeatable success. Understanding the buyer's risks is crucial for effective negotiation. Sales professionals should anticipate price negotiations. Never give discounts without receiving something in return. Knowing your walk-away price is essential in negotiations. Teaching negotiation skills can improve overall sales performance. Building relationships through negotiation can enhance customer satisfaction. Quantifying value helps in defending price during negotiations.…
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 the evolving landscape of sales, particularly in the cybersecurity sector. The trio explore the importance of maintaining human connections in sales, the necessity of articulating value in cybersecurity, and the role of empathy in building trust with customers. Murat shares insights on navigating competitive markets, the significance of innovation, and the value of partnerships and alliances. He emphasizes the need for high goals and passionate teams to drive success in business. Takeaways Selling is fundamentally about connecting with humans. Social media democratizes access for smaller companies. Value communication is crucial in cybersecurity sales. Empathy is essential for understanding customer challenges. Navigating competition requires strategic market segmentation. Innovation can differentiate a company in a crowded market. Building partnerships is a long-term commitment. Setting high goals is necessary for growth. Passion in team members drives success. Understanding customer needs is key to product development. Sound Bites "Value is always important in cybersecurity." "For customer engagement success, the key word here is empathy. "Set your team goals high, reasonably high." Chapters 00:00 The Human Element in Sales 03:40 Understanding Value in Cybersecurity 07:08 Empathy and Trust in Customer Relationships 09:13 Navigating a Competitive Landscape 13:52 Innovating in a Crowded Market 16:02 Building Partnerships and Alliances 18:52 Setting High Goals and Team Passion…
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 from Chief Revenue Officer to Chief Executive Officer. The conversation explores the challenges and strategies involved in this significant career shift, the evolving role of the CRO, the impact of AI on business operations, and the importance of understanding perceived value in customer relationships. Frank emphasizes the necessity of continuous learning and adaptation in leadership roles, particularly in the fast-paced world of SaaS and technology. Takeaways The desire to be a CEO is crucial for career growth. Understanding company culture is essential for leadership. AI strategies must be both internal and external. Perceived value can fluctuate and needs to be managed. Continuous learning is vital for personal and professional growth. CROs must evolve to encompass broader business strategies. Data-driven decision-making enhances product development. Building a customer-centric culture is key to retention. Leadership requires a balance of confidence and humility. Collaboration across departments is essential for success. Sound Bites "I always wanted to grow my career to be a CEO." "Culture is a huge aspect of every part of my career." "If you're not disrupting, you will be the one disrupted." Chapters 00:00 Navigating the Transition from CRO to CEO 12:05 The Evolving Role of the CRO 15:08 Harnessing AI for Business Growth 20:02 Understanding and Measuring Perceived Value 23:06 The Importance of Continuous Learning and Adaptation…
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 the adoption and impact of value selling in B2B sales. The trio explore how value selling is becoming mainstream, the significant positive effects on sales performance metrics, and the challenges organizations face in achieving widespread adoption among sales teams. The conversation emphasizes the importance of value automation, training, and support to enhance sales effectiveness and drive revenue growth. TAKEAWAYS Value selling is increasingly recognized as essential in B2B sales. 96% of respondents believe value selling leads to better performance. Companies using value selling report a 48% increase in win rates. Only 19% of salespeople consistently follow value selling processes. Over 80% of companies have implemented value automation tools. Training and enablement significantly improve adoption rates. Simplicity in value selling processes is crucial for salespeople. A strong business value team can enhance sales enablement efforts. Organizations must focus on driving adoption among the majority of salespeople. Investing in value selling yields substantial returns on revenue growth.…
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 trio discussed Ron's unconventional journey into value consulting, the evolution of value programs at DocuSign, and the best ways to scale value programs in today's business environment. Ron shares insights on transitioning from value consulting into more strategic roles, the significance of cross-functional collaboration in value roles, and offers valuable advice for aspiring value practitioners. TAKEAWAYS Value consulting often starts by accident or through unconventional paths. Enterprise sales is a complex field that requires a scientific approach. Building a value program involves understanding customer needs and articulating value effectively. Scaling value programs requires segmentation and automation. Confidence in discussing value is crucial for sales teams. Value should be embedded in every function of an organization. Value engineering is an integral part of modern sales processes. Understanding broader business elements enhances value articulation. Curiosity about value creation can lead to better customer engagement. Cross-functional roles are essential for effective value delivery.…
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