Episode Details

When you think of CPG firms like Pepsico, implementing value selling is not what comes to mind. But that is exactly the journey that the Pepsico sales enablement team embarked upon, to help transform the way that Pepsico engaged with retail stores - finding ways to consult and add value with every visit and conversation.

In this episode we grab a coffee with Tom Stubbs, a top performing sales enablement leader, most recently with Pepsico as the Director of Capability & Executional Excellence, where he spent close to three decades driving sales performance and growth, and implementing an innovative value selling program.

We dive into the unique value selling program and uncover the support he needed and the challenges he and his team had to overcome to garner success.