Podcast Episodes
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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, 11 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, 11 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, 11 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…
3 years 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,…
3 years 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 …
3 years 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 …
3 years ago
Bridging the Value Gap
Episode 2
There remains an unfortunate and growing divide, between what buyers want and need to make faster, better decisions (a more outcome based approach), …
3 years ago
The Importance of a Value Lifecycle Approach
Episode 1
Value is more than just one thing - like developing value messaging, delivering some value selling training, hiring a value consultant or launching a…
3 years ago