Best Evc Podcasts (2024)

1
Customer Centric: Building Trust and Confidence with Buyers 28:27

3d ago28:27

28:27

In this episode, our hosts Tom Pisello, April Morley, interview financial selling expert Dr. Stephen Timme, and sales enablement leader Sheevaun Thatcher to discuss the challenges that sales teams face in meeting customer expectations and delivering value and how to leverage a customer centric approach to improve engagements, build trust and instil…

1
A personal message from Sara Hastings-Simon 1:28

9d ago1:28

1:28

A personal message from EvC co-host Sara Hastings-Simon. You can find more information on cancer screening in Canada at the Canadian Cancer Society website. ___ Energy vs Climate: How climate is changing our energy systems www.energyvsclimate.com Twitter/X | Bluesky | YouTube | LinkedIn | Facebook | Instagram…

1
Leveraging Assessments to Build a Collaborative Customer Value Plan 20:20

9d ago20:20

20:20

In this episode, Tom Pisello and April Morley discuss leveraging value capability and maturity assessments with special guests Justin Zacks and Saul Gerdes, co-founders of the value automation platform provider, Value Plan. The guests share their journey with value and the importance of speaking in customer language throughout the entire customer j…

1
Value Leader Perspectives: The Importance of Teaching, Evangelism and Self-Service 28:31

27d ago28:31

28:31

In this episode, Tom Pisello and April Morley interview Greg MacKinnon, the value leader for Loftware, about the practice of value engineering. The trio discuss the evolution of value programs at companies like Siebel and SAP, and how the new generation of programs needs to evolve to be more seller and customer success empowering - with value leade…

1
Selling from the Heart: Building Trust and Authenticity in Sales 28:45

23d ago28:45

28:45

In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley interview Larry Levine, a sales performance expert and author and author of the book Selling from the Heart. The conversation revolves around the topics of trust and authenticity in sales. Larry emphasizes the importance of building trust with clients by focusing on thei…

1
Introducing Climate Now: When insurers can no longer afford the risk 26:38

28d ago26:38

26:38

Introducing Climate Now: Today, we are excited to bring you an episode from the Climate Now podcast. Climate Now, hosted by James Lawler, and accessible wherever you listen to podcasts as well as on their website - climatenow.com - is a podcast and newsletter that explores and explains the ideas, technologies, and policies we need to address the gl…

1
AI for Sales: The Good, The Bad, and The Ugly 26:45

1M ago26:45

26:45

In this episode, Tom Pisello and April Morley discuss the good, the bad, and the ugly of AI in sales with Dr. Stefanie Boyer. They explore examples of successful sales AI tools, such as conversational intelligence. They also discuss the challenges of AI implementation, including the need for authenticity and the risk of automation at scale. The con…

1
Challenges in Customer Onboarding and How to Overcome Them 25:10

1M ago25:10

25:10

In this episode, Tom Pisello and April Morley interview Jim Schattin, the Senior Vice President of Customer Success at Placer.ai. They discuss the importance of the handoff from pre-sales to customer success post-sales and the challenges customers face during the onboarding process. Jim emphasizes the need for clear communication, setting expectati…

1
The Importance of Recruiting in Go-to-Market and Sales Roles 22:17

2M ago22:17

22:17

In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley interview Mary Shea, the Global Chief Evangelist for HR AI firm HireQuotient. They discuss the importance of recruiting in today's business landscape, particularly in go-to-market and sales roles. Mary explains how Higher Quotient uses generative AI and automation to tra…

1
Energy vs Climate Promo 1:16

2M ago1:16

1:16

1
Overcoming Common Pitfalls to Building Great Value Selling and Success Teams 17:17

3M ago17:17

17:17

In this episode of the Value Coffee Talk podcast, hosts Tom Pisello (the ROI Guy) and April Morley interview Kathryn Landis, CEO and founder of Kathryn Landis Consulting, about the importance of building and cultivating great teams. Kathryn emphasizes that effective teams are crucial for driving commercial success and shares statistics that highlig…

1
Canada vs Climate: Federal Minister of Energy & Natural Resources, Jonathan Wilkinson 58:53

3M ago58:53

58:53

David, Sara, and Ed talk to Canada's Minister of Energy & Natural Resources, Jonathan Wilkinson. Show Notes: (02:57) Powering Canada Forward (04:24) Modernizing the energy sector (06:28) Powering Canada (07:46) Canada’s Electric Reliability Framework (11:30) Canadian Climate Institute (12:17) Mohawk Council of Kahnawake inks deal with Hydro-Québec …

1
Chief Customer Officer Perspectives: Value Leadership - Leading with Trust and Transparency 29:08

3M ago29:08

29:08

In this episode of the Value Coffee Talk podcast, Greg Peters, an accomplished senior go-to-market (GTM) software and tech executive, discusses the challenges organizations face in building cohesion and vision. The discussion with hosts Tom Pisello, the ROI Guy, and April Morley emphasizes the importance of customer success and the need for compani…

1
CMO Perspectives - Crafting Your Compelling Value Storytelling 30:39

3M ago30:39

30:39

Why is storytelling so effective for marketing, sales and customer success? What are the important elements you must include in your differentiating storytelling? In this episode, Thomas Pisello and April Morley discuss the effectiveness of storytelling in marketing and customer engagement with CMO and GTM analyst expert guest Nancy Maluso. The tri…

1
Value Leader Perspectives - Driving Pre-Sales and Proposal Excellence 30:19

3M ago30:19

30:19

Why has value selling and success moved from a nice to have to a must have? In this episode, Phil Mauritz, the Global Senior Director of Pre-Sales at Okta, shares insights on the importance of business value, strategic proposal management, and the impact of a value-centric approach. He emphasizes the need for early engagement, data-driven advocacy,…

1
Product Leader Perspectives - The Importance of a Value Mindset Shift 29:50

4M ago29:50

29:50

As a Product Leader, in the face of changing buyer expectations and needs, how do you best optimize GTM? What role should value-centric messaging and value-based pricing play? In this Value Coffee Talk podcast, we interview Laura Fay, Technology product and Chief Product Office (CPO) expert, ex-TSIA analyst, and co-author of the book “Digital Hesit…

1
Leveraging Value Selling and Realization to accelerate LAER 27:10

4M ago27:10

27:10

Why is value selling and realization so important for LAER? In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Steve Frost, a go-to-market consultant and former vice president of TSIA. They discuss the concept of LAER (Land, Adopt, Expand, Renew), which was coined by TSIA. LAER emphasizes the importance of c…

1
FROM FIBS TO FINES: Climate Disinformation, Lawsuits & Their Ripple Effects 53:13

4M ago53:13

53:13

David, Sara, and Ed talk to Dr Benjamin Franta, Senior Research Fellow in Climate Litigation at the Oxford Sustainable Law Programme and the founding head of the Climate Litigation Lab. Show Notes: (01:05) Dr. Benjamin Franta (02:20) Nearly 15% of Americans deny climate change is real (02:25) The social anatomy of climate change denial in the US (0…

1
CMO Perspectives - The Importance of Value in Healthcare, Life Sciences and Beyond 29:38

4M ago29:38

29:38

As a CMO, how do you best embrace and leverage business value not just for marketing, but across the buyer's journey? How do you get value into the DNA of the organization? In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Andy De, the CMO at Verato, about the value-based approach to sales and marketing. An…

1
CRO Perspectives - Embracing a Value-Centric Approach 21:53

4M ago21:53

21:53

Can weaving value into the DNA of the seller and company have a big impact? Absolutely! In this episode, Thomas Pisello and April Morley interview Ken Powell, Chief Revenue Officer (CRO) at a FinTech and accounting software firm. They discuss the changes in the buying environment, the evolution of sales, the new role of sellers as change agents and…

1
Key Sales Enablement Practices for Value Selling Success 20:54

4M ago20:54

20:54

How can sales enablement help amplify the adoption and impact of value selling? In this interviews, Cheryl Marriott, Senior Director for Sales Enablement at Skillsoft, discusses the sales enablement programs that can help drive value selling adoption and success, including the leverage of AI, the need for upskilling and reskilling, and the use of b…

1
A CRO Perspective - Bridging the Value Gap for Financial Services Success 23:03

4M ago23:03

23:03

How does a revenue leader mobilize their team for value selling success? In this episode, Thomas Pisello and April Morley interview Joy Wilder-Lybeer, a seasoned chief revenue officer (CRO) and enterprise FinTech executive. The trio discuss the changing landscape of B2B buyers and the need for data and insights to share the impact of solutions. The…

1
Fully Charged: Battery Storage & How to Make it Better 49:44

4M ago49:44

49:44

Hosts David, Sara, and Ed chat with battery storage expert Dr. Shirley Meng of the University of Chicago. About Our Guest: Dr. Y. Shirley Meng is a Professor at the Pritzker School of Molecular Engineering at the University of Chicago. She serves as the Chief Scientist of the Argonne Collaborative Center for Energy Storage Science (ACCESS) Argonne …

1
Weaving the Golden Thread of Value throughout the Customer Journey 22:40

5M ago22:40

22:40

There is a golden thread of value that should be weaved into all conversations, throughout the buyer's journey and customer lifecycle, both pre-sale and especially post-sale. In this interview we talk about this topic with Kathy Gawronski, the VP of Value Engineering and Customer Success at Workforce Software. We discuss the role of value in custom…

1
CRO Perspectives: The Importance of a Customer-Centric Value Approach 21:53

5M ago21:53

21:53

Why should a focus on customer-centric value be the main priority for the modern Chief Revenue Officer (CRO)? In this episode of the Value Coffee Talk Podcast, Thomas Pisello and April Morley interview Steve Peck, a fractional CRO and go-to-market advisor. They discuss the challenges in B2B sales and marketing, particularly in the face of macroecon…

1
The Power of Value Storytelling 26:24

5M ago26:24

26:24

What is the secret sauce to the best value program? According to our guest, the secret lies in effective value storytelling. In this episode of the Value Coffee Talk podcast, Fiona Leeson, Director of Customer Value for Finastra, shares insights on building a successful value program. She discusses the importance of selecting the right scope for th…

1
CRO Perspectives: Accelerating Growth with the Right Value Selling Cadence 31:58

5M ago31:58

31:58

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.' T…

1
EvC Bonus - HOT TOPIC: Alberta Electricity Update 48:14

5M ago48:14

48:14

Another BONUS Podcast Episode! The electricity file has been popping, especially in Alberta, where on a weekly basis a clash of worldviews on the future of electricity generation is on full display. About Our Guest Blake Shaffer is an Assistant Professor in the Department of Economics at The University of Calgary. He works on electricity markets, c…

1
Leveraging Value to Elevate Your Decision Maker Conversations 20:50

5M ago20:50

20:50

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 h…

1
Chief Customer Officer Perspective – How Valuable is Customer Success? 17:36

5M ago17:36

17:36

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 w…

1
Driving Cross-Functional Responsibility for your Value Program 20:37

6M ago20:37

20:37

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 pr…

1
EvC Bonus - Hot Topic: Carbon Tax 59:10

6M ago59:10

59:10

New BONUS Podcast Episode Canada's consumer carbon tax policy has been getting a lot of press attention of late, especially following the $15/T increase that took affect on April 1, 2024. Much has been said about it across the political spectrum, some of it accurate, and some of it just plain wrong. David's away this month, so it's just Sara and Ed…

1
Implementing a Value Program - One Step at a Time 20:41

6M ago20:41

20:41

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 …

1
Buzzkill: Understanding the Shift in Media Perception Towards EVs 52:40

6M ago52:40

52:40

Dr. Simon Evans, Deputy Editor & Senior Policy Editor at Carbon Brief join co-hosts David, Sara, and Ed, to tease apart EV fact from fiction. About Our Guest: Simon Evans is deputy editor and policy editor at Carbon Brief. Simon covers climate and energy policy. He holds a PhD in biochemistry from Bristol University and previously studied chemistry…

1
The Need for AI Business Value 17:04

6M ago17:04

17:04

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 o…

1
How Great Value Discovery Leads to Great Demos 31:33

6M ago31:33

31:33

In this episode of the Value Coffee Talk podcast, Thomas Pisello and April Morley interview Peter E. Cohan, author of the book 'Great Demo,' about the importance of effective software demonstrations. In this coffee talk conversation, the group discusses the expectations of buyers when they request a demo and the negative effects of 'show up and thr…

1
A CMO 's Perspective: The Product-Led to Value-Centric Marketing Imperative 21:38

6M ago21:38

21:38

In this Value Coffee Talk interview, Scott Turner, SVP of Marketing for K1X, discusses the challenges of being product-led and the importance of transitioning to a value-centric approach for marketing and sales enablement success. In this conversation, Scott shares insights on executing a value-centric strategy, including the use of storytelling an…

1
Energy vs Oilsands: How did we get to 3.5m bbl/day and what do we need to do about it? 56:02

7M ago56:02

56:02

Co-hosts David, Sara, Ed, and energy/environmental economist Dr. Andrew Leach of the University of Alberta unpack the past, present and future of Canada's oilsands. About Our Guest: Andrew Leach is an energy and environmental economist and is Professor at the University of Alberta, with a joint appointment in the Department of Economics (Arts) and …

1
Value Realization: A Practical Guide for Customer Success 18:32

7M ago18:32

18:32

How do you best implement Value Realization and avoid common pitfalls? This is a priority question that many Business Value Consulting groups and CROs / Customer Success leaders are seeking to answer. To help, we invited value veteran Vikas Mundada from security firm Ping Identity to discuss his journey with Value Realization and post-sale value au…

1
Value Selling for Security Solutions 23:30

7M ago23:30

23:30

When it comes to security solutions, is there a big payoff for taking a value selling approach, and can you actually quantify the value of security to prospects and customers? In this episode we tap the expertise of value veteran Rui Miranda, to discuss the need for value selling and how to best implement this for security and fintech solutions.…

1
A Value Framework for Complex Product Lines and Offerings 25:23

7M ago25:23

25:23

How do you implement a value consulting and selling program when your product line is so complex - offering multiple solutions for different industries for dozens of decision makers? In this episode we cover the tactics on how to address this challenge with PTC's Gino Colonico, long-time value consulting veteran and digital transformation lead.…

1
History vs Energy - How the history of energy transitions can inform our future 55:16

7M ago55:16

55:16

Overview: What does the history of energy tell us about energy transition? Can we learn from the past or will we repeat the same mistakes? What do people get wrong when trying to extract lessons from the history of energy? Co-hosts David, Sara, and Ed are joined by guest, Dr. Petra Dolata, to discuss data on historical transitions, including lesson…

1
Why Value Should be the Chief Revenue Officer (CRO) Focus 36:03

7M ago36:03

36:03

The research is clear, that one of the differentiating characteristics of top performers compared to “middlers” and laggards, is that the top performers excel at Value Selling. Why is Value Selling such a key performance characteristic today, especially for growth stage organizations? In this conversation we grab a coffee with experienced growth-st…

1
Is Value Selling a Requirement for Accelerating CPG Success? 23:34

8M ago23:34

23:34

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 c…

1
Leveraging the Power of Value Storytelling 21:23

8M ago21:23

21:23

How do you advance from good value quantification to even better value storytelling? In this episode we explore a value leader's journey from traditional financial justification to value storytelling. Giuliano Da Silva is our guide, a Senior Director of Value Consulting for customer experience platform firm Genesys, and a long time value marketing,…

1
Growing Business Value Consulting: Making the Case to Executives 22:00

8M ago22:00

22:00

How do you make the case to consistently grow your Business Value Consulting practice? This was the question we posed to Anurag Goel, the Global Head of Value Consulting and Realization at Red Hat and a 4x veteran at Building out Value Consulting and Advisory Teams with Salesforce, Adobe, Deloitte Consulting and SAP. In this episode he gives us ins…

1
Delivering on the Promise: Value as a Service 25:33

8M ago25:33

25:33

When your CEO writes the book Value as a Service, you know you have the executive support you need! In this episode we interview Dr. Jeff Collins, a 15+ year value veteran, who is currently the Sr VP, leading the value program and delivery for business spend management firm Coupa Software. We discuss the vital importance of executive support to any…

1
Beat the Bots – Leveraging Value Marketing and Selling to Combat AI Fatigue 23:12

8M ago23:12

23:12

Recent research by Forrester reveals a startling insight: 70% of B2B buyers feel that their purchase experience is negatively impacted by generic AI-generated content. This suggests that early attempts at using generative AI in B2B sales and marketing are not meeting buyer expectations, and are having a detrimental effect. In order to better unders…

1
From Talking Product to Discovering Value 25:40

9M ago25:40

25:40

All too often, sellers will ask a few high level questions, and barely wait for the answers before jumping into the pitch and demo. Unfortunately, this lack of curiosity and diagnosis leads to spending too much time on the wrong deals, and worse, leads to "no decision" outcomes and decision delays. So after all the training and content, why aren't …

1
Why Sales Execs Need More Business Value 24:01

9M ago24:01

24:01

Why should sales executives put extra emphasis on value selling in 2024? In this Value Coffee Talk we ask this question of sales strategy consultant and author of The Sales Manager Survival Guide David Brock, to get his insights on why value has become more important than ever, and why extra emphasis needs to be placed on it in 2024.…

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