Value Coffee Talk Genius Drive

When it comes to growth success, is there a rhythm and playbook that can guide your performance? 
Absolutely, according to our guest. In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Bart Fanelli, a seasoned CRO and co-author of the book 'Success Cadence: Unleash Your Organization's Rapid Growth Culture.' They discuss the challenges faced by sales and customer success teams in the evolving customer landscape and the importance of value-based selling. 
Bart shares his insights on building a cohesive and aligned executive team, the role of change management in driving performance, and the need for continuous learning and skill development. He emphasizes the importance of a value-centric narrative and the impact it can have on the success of an organization.
TakeawaysThe conversation with customers and prospects must be real, focused on delivering value, and threaded throughout the organization.Change management is crucial for driving performance and requires a baseline of skills and a narrative that builds trust.Cohesion and alignment among the executive team are essential for success, with a focus on consistent messaging and a value-centric approach.Fundamentals and role-based skills are key to adapting to the evolving customer landscape and outperforming competitors.Continuous learning and skill development are necessary to stay ahead in the market and drive rapid growth.
Sound Bites"If you're not threaded in value in almost every aspect internally within your business, and then externally as you're facing clients and prospects, you're going to fall behind."
"Change is about setting a baseline and building trust, and then adding on top of the baseline, building more trust."
"You have to unlearn everything that you've been doing, and you're going to have to relearn the way we're building this engine."
Chapters00:00     Introduction and Overview
05:39     Getting Performance Beyond Top Performers
10:54     The Importance of Cohesion and Alignment in the Executive Team
22:39     The Importance of Patient Commitment and Cohesion
29:06     Key Takeaways and Closing Remarks

How do you best elevate your conversations with decision makers so they are more engaging and effective?
In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Sridhar Parameshwaran, the head of value engineering at Certinia.
They discuss the importance of value enablement throughout the customer lifecycle and how the 4-Es can be used to elevate conversations, expand deal size, expedite the sales cycle, and establish buy-in. 
Sridhar emphasizes the need for value teams to go beyond creating business cases and focus on storytelling and creating a compelling narrative. He also highlights the role of marketing, inside sales, and customer success teams in leveraging value. The episode concludes with a discussion on the importance of having a value charter and executive support in driving value programs.
TakeawaysValue enablement should be present throughout the entire customer lifecycle, not just in the sales process.Elevating conversations with decision makers by focusing on outcomes and aligning with their strategic objectives is crucial.Expanding the deal involves discovering new challenges and pain points and offering additional solutions.Expedite the sales cycle by creating a common understanding of value across all decision makers.Establishing buy-in is important for socializing the value proposition internally within the customer organization.Value teams should go beyond calculators and spreadsheets and focus on storytelling and creating a compelling narrative.Value should be integrated into marketing, inside sales, and customer success teams.Having a value charter and executive support are key to the success of value programs.
Soundites"If you use value in the right way, not just at the later stages, but across the sales cycle, it creates what I term as the 4E effect."
"If people can understand the value proposition, then socializing it internally becomes that much easier."
"Value can be leveraged with very high impact to build pipeline, to support deal closure, and to support post sales and enable a very rich customer experience."
Chapters00:00     Introduction
05:17     Elevating Conversations with Decision Makers
11:39     Going Beyond Calculators: The Power of Storytelling
16:17     The Importance of a Value Charter and Executive Support

In this episode, Matt Edwards, Chief Customer Officer at Defense Storm, discusses the challenges and value of customer success in today's business landscape. He highlights the shift in funding and the need for customer success to prove its worth in terms of revenue and value delivery.
Edwards emphasizes the importance of embracing the question of what customer success does and justifying its value to the organization. He also discusses the use of mutual contracts, the role of QBRs (business reviews), and the quantification of ROI in customer success.

In this episode, Thomas Pisello and April Morley interview Marchelle Varamini, the VP of Value at Amplitude.
The conversation reviews Marchelle's new role and the importance of value program maturity. The trio also talk about using customer success stories for content engagements, driving value in go-to-market and marketing, the role of value in product, the impact of CRO focus on value, the importance of a comprehensive charter, and Marchelle's advice for value practitioners.

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Clayton Slagle, Vice President of Business Value Consulting at Baxter Planning.
The trio discuss various topics related to value consulting and value engagement methodologies. Clayton shares insights on the role of the value consulting team in the discovery process, overcoming seller apprehension, quantifying supply chain risk, and establishing a content base for sales enablement. He also emphasizes the importance of selling internally and externally with value.

When it comes to AI, Gartner reports that a lack of business value is the number one barrier to greater adoption and solution provider success.
In this podcast interview with Rosalie Girard, a Value Director for Microsoft Copilot AI solutions, we discuss the importance and challenges of AI business value.
As well, we discuss the great career path of becoming a value consultant and leader can be for women.