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Leveraging the Language of Value for Selling Success
Episode 12
How much does having the right language help with Value Selling?
In this Value Coffee Talk podcast we chat with veteran Value Leader Bill Liebler (Ne…
2 years, 5 months ago
The Charter: Key to Your Value Program Success
Episode 11
Why is a charter so important to your value management and enablement program success?
Doug May is a top GTM executive and value evangelist, currently…
2 years, 5 months ago
Cracking the Code on Value Realization
Episode 10
What does it take to get Value Realization right?
Dudley Nostrand is a value leader with SourceGraph, a provider of software developer experience and …
2 years, 5 months ago
Evolving from Product Marketing to Value Marketing
Episode 8
For many early and mid-stage companies, a product led growth strategy reigns. It's about features, demos and free trials. This can work initially, bu…
2 years, 6 months ago
Optimizing Your Value Discovery
Episode 9
Sellers are taught to ask a few questions of discovery, but many times these are not the right questions, focused more on sizing and qualifying the p…
2 years, 6 months ago
A Customer Outcomes Approach to Value
Episode 7
When establishing a new value program, do you start with pre-sales, post-sales or both?
When you want to be sure your value program has been validated…
2 years, 6 months ago
ROI vs. Business Case
Episode 5
There’s a big effectiveness difference between Return on Investment (ROI) and a Business Case.
In this podcast interview we chat with David Yockelson,…
2 years, 7 months ago
ROI Calculator and Sales Tools Success
Episode 6
Many organizations would like to scale their value marketing and selling with ROI calculators and sales tools. Build it and they will come right? Unf…
2 years, 7 months ago
At Scale: The Need for Value Automation
Episode 4
Tops on many sales and value leader lists: Getting a value-approach into more deals. But this is easier said than done.
One way organizations seek to …
2 years, 7 months ago
From Big to Small - Transitioning to a Differently-Sized Value Program
Episode 3
When you migrate from a big firm and value consulting / engineering practice to a smaller firm, there are many differences, opportunities and unique …
2 years, 7 months ago