Value Coffee Talk

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.

Value Coffee Talk is a business podcast hosted by Genius Drive, with 102 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Genius Drive hosts Value Coffee Talk, a business show with 102 episodes published.

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  Episode #102

  CRO Spotlight: Leveraging Value for 65% CAGR Growth

  May 14, 202622 minS0

  <p>In this episode of Value Coffee Talk, host Thomas Pisello speaks with Ken Powell about the remarkable growth journey of K1X and the evolving role of business value in today’s SaaS and AI-driven economy. The conversation explores how organizations can move beyond product-centric selling to focus on measurable outcomes, customer adoption, and long-term value creation in increasingly competitive and rapidly changing markets.</p><p>Ken shares insights on outcome-based buying, AI transformation, and the importance of embedding value into customer workflows to drive engagement, retention, and scalable revenue growth. The discussion also highlights leadership strategies for navigating ch...

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  Episode #101

  Mastering Seamless Sales: Strategies for Modern Decision-Making

  May 7, 202629 minS0

  <p>In this insightful interview, host Tom Pisello interviews sales transformation expert and author Art Fromm, to explore how modern buying decisions are increasingly shaped by risk perception, stakeholder alignment, and the growing complexity of enterprise sales. </p><p>The pair dive into how organizations can create more seamless, collaborative sales experiences that reduce friction, improve buyer confidence, and ultimately drive stronger quota attainment and customer success outcomes.</p><p>Topics include the impact of risk perception on decision-making, engineering influence within the buying process, the importance of cross-functional sales collaboration, and practical strategies revenue leaders can use to improve...

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  Episode #100

  Beyond the Harbor Tour: How Pre-Sales Wins with Outcomes, Not Features

  Apr 15, 202632 minS0

  <p>In this episode of the Value Coffee Talk Podcast, Tom Pisello, the ROI Guy, speaks with Michael McDowell, the “Demo-tainer” and author of Demo-tainment, about how pre-sales and solution engineering are evolving in an AI-driven world. </p><p>The pair discuss why human connection still matters, how to avoid boring product demos, why outcomes should lead the conversation, and how sales engineers can expand from proving technical fit to proving business value.</p><h3>Highlights</h3>Why “Demo-tainment” helps make demos more engaging, memorable, and humanHow AI is changing pre-sales, and why SEs need to become more human, not lessWhy...

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  Episode #99

  From Promised to Proven - Scaling Post-Sales Value Realization

  Apr 8, 202626 minS0

  <p>In this episode of the Value Coffee Talk Podcast, Tom Pisello, the ROI Guy, is joined by Gaurav Sharma, Product Leader for Value Tools and AI Systems at ServiceNow, to explore one of the most important shifts in go-to-market strategy: post-sales value realization. </p><p>The discussion focuses on how organizations can move beyond selling value to actually proving it, using embedded product telemetry, instrumentation, and data-driven insights. </p><p>Gaurav shares a practical framework for operationalizing value across teams, aligning product metrics to business outcomes, and enabling customer success to tell stronger, outcome-based stories.</p><h3>Highlights</h3>...

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  Episode #98

  Mastering Negotiation: The Four Levers Every Seller Should Know

  Mar 25, 202629 minS0

  <p>Negotiation in today’s market is no longer about pressure tactics or last-minute discounts. Buyers are more informed, pricing transparency is higher, and trust plays a bigger role in purchasing decisions than ever before. To succeed, sellers must take a more structured and collaborative approach to negotiation.</p><p>In this podcast, host Tom Pisello, the ROI Guy, explores the four key levers of negotiation outlined by sales expert and bestselling author Todd Caponi. These levers help sellers move negotiations away from simple price concessions and toward mutually beneficial value exchanges.</p><p>The four levers are volume, timing of...

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