Value Coffee Talk

Genius Drive
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B2B buyers want to know the business outcomes they can expect from proposed solutions and the realized value of what they've already purchased. Yet far too few solution providers can articulate value. Value Coffee Talk interviews sales, marketing and customer success leaders about their value programs to discuss the challenges, opportunities and share best practices. Hosted by author and serial entrepreneur Tom Pisello, the ROI Guy, and value expert April Morley, the pair grab a coffee with their guests and dive into the tough questions that need answering in order to drive value success. This show is a service of the Enterprise Value Collective (EVC), a community of business value leaders and practitioners, and independent value consultancy Genius Drive.

  1. Is the Future of Solutions Engineering all about Value?

    3D AGO

    Is the Future of Solutions Engineering all about Value?

    In this episode of the Value Coffee Talk podcast, host Tom Pisello engages with Chris Mabry, head of community at iris.ai and long time Sales / Solution Engineering advocate and thought leader with the Pre-Sales Collective, discussing the evolving role of Solutions Engineers, the role they will play in Value Selling, and the impact of AI on SEs and sales. The pair explore the shift from reactive support to proactive revenue generation, the importance of building trust and confidence in sales, and the necessity for Solutions Engineers to adapt to new expectations as value engineers. The conversation emphasizes the significance of human touch, curiosity, and transparency in fostering successful customer relationships and driving business outcomes. And discusses just how SEs will be taking over more and more value engineering and consulting deal support and customer engagements. TakeawaysThe title of Solutions Engineer is evolving to reflect a more consultative role.Sales Engineers are transitioning from reactive support to proactive revenue centers.AI is reshaping the SE role by enhancing research and demo capabilities.Building trust and confidence is crucial in the sales process.Solutions Engineers are increasingly being tasked with proving business value, not just technical capabilities.Curiosity and asking the right questions can lead to better customer relationships.Transparency about product capabilities can enhance trust with customers.Demos should focus on value and outcomes rather than just features.Sales is often a moment of crisis for buyers, requiring a consultative approach.Being interesting and engaged makes a significant difference in sales success.

    30 min
  2. Gartner: The Outcome Economy and Shift to Value-Led Growth

    FEB 18

    Gartner: The Outcome Economy and Shift to Value-Led Growth

    In this episode of the Value Coffee Talk podcast, host Tom Pisello and Gartner Analyst and Fellow David Yockelson discuss the emerging Outcome Economy, and the importance of focusing on customer outcomes rather than just selling solutions. The pair explore the role of AI in shaping this economy, the challenges and benefits of adopting an outcome-focused approach, and the need for effective pricing strategies. The conversation also highlights the significance of quantifying value for buyers and the necessity of aligning marketing and communication efforts with customer needs. Ultimately, they stress the importance of activating change within organizations to successfully navigate this evolving landscape. TakeawaysThe Outcome Economy focuses on customer outcomes rather than solutions.AI plays a significant role in shaping the Outcome Economy.Companies must avoid simply overlaying new technology on outdated processes.Pricing strategies need to evolve to reflect outcomes achieved.Value affirmation is crucial for customer retention and expansion.Effective communication of value is essential for buyer engagement.Organizations must activate change to meet evolving buyer habits.Product-led growth and value-led growth can coexist and complement each other.Understanding customer usage patterns is key to driving value.Don't lose hope; the Outcome Economy presents new opportunities.

    30 min
  3. The Importance of the Human-Touch in AI-powered Value Consulting

    FEB 11

    The Importance of the Human-Touch in AI-powered Value Consulting

    In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with Sultan Semlali, Value Coach and Global Value Consulting Director at Sitecore, about how AI is reshaping value engineering and sales, and why it’s the human touch and softer skills that are driving value consulting and engineering success. Today, “hospitality,” trust, discovery, and storytelling are becoming the true differentiators in complex B2B decisions. TakeawaysAI is accelerating sales execution, but it cannot replace trust and human connection.Hospitality and authenticity will become key differentiators in high-stakes B2B buying.Great value consultants combine hard value skills with discovery, consensus-building, and storytelling.Buyer enablement matters as much as sales enablement in complex decisions.AI can improve narratives and content, but only if sellers know what to ask and how to validate.Discovery must go deeper, using frameworks like Socratic questioning and “five whys.”Trust without value wastes time, and value without trust feels transactional.Deliberate practice and cross-discipline learning build the soft skills AI can’t replicate.AI agents may handle transactional sales, but complex decisions still require human guidance.Micro-habits and continuous learning are essential to staying relevant in an AI-driven world.

    28 min
  4. Sales Excellence: Emphasizing the Human Element in an AI World

    JAN 29

    Sales Excellence: Emphasizing the Human Element in an AI World

    In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with David Brock, author of the new book: 'Is Good Enough Good Enough?' The pair discuss the decline of performance standards in sales, the importance of mindsets and behaviors for high performers, and the impact of AI on sales processes. Brock emphasizes the need for a human element in sales, the pursuit of excellence over mediocrity, and the significance of daily habits for personal growth. The conversation also touches on hiring practices and the importance of aligning mindsets with organizational goals. TakeawaysThe decline in performance standards is concerning.Mediocrity is often accepted, but it shouldn't be.High performers have distinct mindsets and behaviors.AI can overwhelm salespeople with too many tools.Caring for oneself and others is essential for success.Mediocrity requires more effort than pursuing excellence.Daily habits contribute to personal growth and excellence.Hiring should focus on mindset and potential.The human element is crucial in an AI-driven world.Continuous improvement is a journey, not a destination. Sound Bites"AI amplifies who we are.""Mediocrity is the harder way out.""It's a journey of continual improvement."

    30 min
  5. Unlocking CFO Purchase Approvals: The Value of Trust

    JAN 14

    Unlocking CFO Purchase Approvals: The Value of Trust

    In this episode of Value Coffee Talk, host Thomas Pisello engages with Tim Ryder, VP of Finance and Compliance at Caveonix, to explore the perspectives of CFOs on solution providers and the purchasing process. The duo discuss the importance of reliable data, the crisis of confidence in purchase decisions, the necessity of training and change management, and the critical role of trust in customer relationships. The conversation emphasizes the need for CFO-ready business case presentations that demonstrate ROI and the emotional motivation to change, ultimately highlighting how effective solutions can create value for organizations. TakeawaysCFOs seek reliable data to make informed decisions.Trust is the most significant factor in purchasing decisions.Training is essential for successful product adoption.Crisis of confidence affects buyer decisions.Building trust leads to long-term customer relationships.CFO-ready presentations must be credible and relevant.Emotional motivation drives the need for change.Demonstrating ROI is crucial for sales success.Effective solutions must address specific customer needs.Understanding the buyer's perspective is key to successful sales. Sound bites"Trust is the number one buy button today."

    28 min
  6. Unlocking Customer Value: Do Sales Engineers Hold The Key?

    JAN 7

    Unlocking Customer Value: Do Sales Engineers Hold The Key?

    In this episode of Value Coffee Talk, host Thomas Pisello interviews Stephen Morse, a seasoned sales engineer and CEO of the SE Leadership Institute. The pair discussed the evolving role of sales engineers, the importance of value in sales conversations, and the cultural differences in how value is perceived across different regions. Stephen shares insights from his journey in sales engineering, the significance of building trust through value, and the need for sales engineers to adapt to a changing landscape where AI and value creation are paramount. The conversation emphasizes the importance of understanding customer needs and the evolving skill set required for future sales engineers. TakeawaysValue is increasingly becoming a differentiator in sales.Sales engineers must elevate their role to include value conversations.Cultural differences impact how value is perceived in sales.Objections in sales are opportunities to build trust.Sales engineers should co-create value with customers.The convergence of roles in sales engineering is on the rise.Hiring for sales engineers should focus on adaptability and curiosity.Understanding customer outcomes is crucial for sales success.Value consulting has shifted from a factory model to a more collaborative approach.Building relationships based on value is essential for long-term success. Sound bites"Value is the language of trust." "Objections are opportunities to build trust."

    26 min
  7. B2B GTM - The Emotional Toll of Customer Control

    12/30/2025

    B2B GTM - The Emotional Toll of Customer Control

    In this Value Coffee Talk conversation, CRO and Operating Advisor Tom Canning discusses the challenges of burnout in high-stakes commercial roles with host Tom Pisello. In this session, Mr. Canning emphasizes the lack of control individuals have over customer priorities, the emotional toll it takes when deals fall through, and the best ways to transcend this challenge and still exceed your sales goals. Takeaways Burnout is often linked to a lack of control.High-stakes roles involve significant emotional investment.Customer priorities can shift unexpectedly, leading to stress.Emotional resilience is key in commercial roles.Burnout can affect both individual contributors and leaders.Recognizing the signs of burnout is important for well-being.Support systems can help mitigate burnout effects.Open communication with customers can alleviate some stress.

    27 min
  8. The Perfect Marriage of Proposals and Value Selling

    12/18/2025

    The Perfect Marriage of Proposals and Value Selling

    In this episode of the Value Coffee Talk podcast, host Tom Pisello speaks with Ray Meiring, CEO of QorusDocs about the marriage of proposals and business value, The pair discuss the significance of proposal automation in business, emphasizing the importance of value articulation and how it enhances the effectiveness of proposals. He draws an analogy between proposals and light bulbs, highlighting that without the 'power' of value, proposals remain ineffective. The discussion transitions into how value modeling can be integrated into proposals to create compelling presentations that resonate with stakeholders. Takeaways Proposals need power to be effective.Value modeling is crucial for impactful proposals.A proposal without value is like a light bulb without electricity.Compelling presentations enhance the effectiveness of proposals.Integrating value modeling can transform business proposals.The marriage of value and presentation is essential.Effective proposals resonate with stakeholders.Business strategy should focus on value delivery.A well-structured proposal can drive acquisitions.Understanding value is key to proposal success.

    26 min
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About

B2B buyers want to know the business outcomes they can expect from proposed solutions and the realized value of what they've already purchased. Yet far too few solution providers can articulate value. Value Coffee Talk interviews sales, marketing and customer success leaders about their value programs to discuss the challenges, opportunities and share best practices. Hosted by author and serial entrepreneur Tom Pisello, the ROI Guy, and value expert April Morley, the pair grab a coffee with their guests and dive into the tough questions that need answering in order to drive value success. This show is a service of the Enterprise Value Collective (EVC), a community of business value leaders and practitioners, and independent value consultancy Genius Drive.

Information

  • Creator
    Genius Drive
  • Years Active
    2023 - 2026
  • Episodes
    96
  • Rating
    Clean
  • Copyright
    © Copyright 2026 Genius Drive
  • Show Website
    Value Coffee Talk