Podcast Episodes
Back to Search
Selling to Procurement: Why Value Always Beats Discount
Episode 109
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 Coffe…
11 hours ago
Productizing IP for Recurring Revenue: How AI Is Rewriting Professional Services
Episode 108
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…
1 week ago
The Jolt Effect: How High Performing Sellers Overcome Customer Indecision
Episode 107
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, …
2 weeks ago
Why Sales Quotas Fail and How to Fix Them
Episode 106
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…
3 weeks ago
Customer-Centric Success: Insights from a veteran Chief Customer Officer
Episode 105
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, vete…
4 weeks ago
Consulting and Services – Evolving Business Models in the AI Era
Episode 104
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 …
1 month ago
Harnessing AI for Value Automation: Strategies and Risks
Episode 103
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 hav…
1 month, 1 week ago
CRO Spotlight: Leveraging Value for 65% CAGR Growth
Episode 102
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 …
5 months ago
Mastering Seamless Sales: Strategies for Modern Decision-Making
Episode 101
In this insightful interview, host Tom Pisello interviews sales transformation expert and author Art Fromm, to explore how modern buying decisions ar…
5 months, 1 week ago
Beyond the Harbor Tour: How Pre-Sales Wins with Outcomes, Not Features
Episode 100
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-tainme…
5 months, 4 weeks ago