Enterprise Value Collective

In this episode of the Value Coffee Talk podcast, hosts Tom Pisello and April Morley - Value Storytelling sit down with Dean Stoecker, Founder and 24 year CEO & Exec Chairman of Alteryx, to dive into the journey of building a successful data analytics powerhouse. Key insights include: ?? Achieving product-market fit & making bold pricing decisions ?? Building a strong company culture & community around your product ?? Maintaining customer trust as a key driver of success ?? The role of intangible value in long-term business growth ?? Watch the full episode: https://lnkd.in/gZsqPQGM We are proud to sponsor the Value Coffee Talk podcast. Follow Enterprise Value Collective to stay up to date on the community resources. #GeniusDrive #ValueCoffeeTalk #Podcast #ValueSelling #ValueLedGrowth #Entrepreneurship #Leadership #B2BSales #SalesEnablement #Alteryx

Kathleen Gawronski, VP of Value Engineering and Customer Success at WorkForce Software, shares how her diverse background paved the way for her transition into value leadership. Kathleen’s journey into value consulting began unexpectedly, thanks to a sales leader who recognized the need for quantifying value for customers. While working at a large outsourcing company, she and her team created a process called the "Total Value Partnership," which became their engagement model. This experience led her to focus on the growing discipline of value consulting, even before it became widely recognized. Her diverse skill set—spanning entrepreneurship, coaching, marketing, analytics, and IT leadership—has been invaluable in her current role. Kathleen emphasizes that value consulting requires a mix of right-brain creativity and left-brain business acumen. Her background allows her to bring both strategic insight and practical solutions to clients. Kathleen advises others exploring a career in value consulting to develop a broad range of skills. She believes that being able to draw from a variety of experiences enables a consultant to make a meaningful impact, especially in large deals. At WorkForce Software, she’s grateful for the passionate value consultants on her team, who combine their expertise and enthusiasm to deliver high-quality solutions to customers. Her story is a reminder that a blend of diverse expertise, passion, and practical experience is key to success in value consulting. #GeniusDrive #ValueCoffeeTalk #Podcast #ValueConsulting #BusinessStrategy #CareerJourney #Leadership #SalesStrategy

In our latest episode, CEO Perspectives: Creating a Winning Culture of Value, we sit down with Aloysius Boyle, CEO of Caveonix, to explore how focusing on business value—not just technical capabilities—drives success in complex enterprise environments. Key insights from Ish: ?? Why aligning with an organization’s North Star—its strategic imperatives—is critical for go-to-market teams. ?? How talking in business terms, not "speeds and feeds," opens doors and fosters alignment across teams like security, audit, and infrastructure. ?? The importance of recruiting talent that can have business-level conversations to connect solutions with executive priorities. ?? Ish shares actionable strategies for creating a culture of value that resonates from the C-suite to the front lines, ensuring alignment with business goals while solving critical compliance and audit challenges. ?? Watch the full episode: https://lnkd.in/gb9CBwgr We are proud to sponsor the Value Coffee Talk podcast. Follow Enterprise Value Collective to stay up to date on the community resources. #GeniusDrive #ValueCoffeeTalk #Podcast #BusinessValue #Leadership #Caveonix #SalesEnablement #GoToMarket

In our latest episode, hosts Tom Pisello and April Morley - Value Storytelling sit down with Ron Hubsher, sales performance consultant and author of "Closing Time: The Seven Immutable Laws of Sales Negotiation." ?? Get ready to dive into Ron’s invaluable insights on: ?? His journey into the world of sales ?? The importance of a systematic approach to the sales process ?? The art and science of successful negotiation Ron shares practical advice and timeless strategies that can help any sales professional master the negotiation table and close deals with confidence. Whether you're a seasoned sales veteran or just starting out, this episode is packed with actionable tips you won’t want to miss! ?? Watch the full episode: https://lnkd.in/gruJ5yEX We are proud to sponsor the Value Coffee Talk podcast. Follow Enterprise Value Collective to stay up to date on the community resources. ? #GeniusDrive #ValueCoffeeTalk #Podcast #SalesNegotiation #SalesTips #SalesStrategy #NegotiationSkills #ClosingDeals #ValueSelling #SalesProcess

The Buzzwords Program, developed under Bill Liebler, Director Value Management at NetSuite, is a unique initiative aimed at boosting sellers' business acumen and improving their conversations with clients. Originally inspired by an accountant on the team, this program evolved into a powerful tool for sales reps to identify key phrases (or "buzzwords") that signal deeper business issues and opportunities. By training reps to recognize these signals and ask the right follow-up questions, Bill Liebler's Buzzwords Program helps create more meaningful, insightful client interactions that go beyond surface-level discussions. How It Works: ?? Identify Key Buzzwords: Listen for specific phrases that indicate pain points (e.g., "It takes too long to close the books.") ?? Dig Deeper: Reps are trained to ask follow-up questions like, “What would it mean if you could reduce that time?” to explore underlying challenges. ?? Practice & Enablement: Reps use cheat sheets with these buzzwords and questions, allowing for on-the-spot guidance. Practice sessions with managers help build confidence and refine skills. This program equips sellers to engage in more meaningful conversations, understand hybrid business models, and provide tailored solutions, ultimately leading to stronger client relationships. #GeniusDrive #ValueCoffeeTalk #SalesEnablement #BuzzwordsProgram #CustomerEngagement #SalesTraining #BusinessAcumen

The world of business is fast-paced as companies face increasing internal pressures, especially with tighter budgets and fewer resources. Making the right decision isn’t just about choosing the best product—it’s about ensuring they can implement it effectively and achieve the desired outcomes. This is where Change Management and Assurance come into play. ?? Before the Purchase: Account Executives (AEs) and Sales Teams need to set realistic expectations, helping clients understand the journey ahead. It’s not just about closing the deal, but about preparing the buyer for what’s to come. ?? After the Purchase: The role shifts to the Customer Success team, which should provide clear communication, risk management, and change management guidance. By supporting the client through each step, they ensure the solution is not only implemented but also adopted successfully. Some companies, like ServiceNow, are leading the way by offering tools that track and demonstrate real-time value, closing the loop from pre-purchase expectations to post-purchase results. This proactive approach builds buyer confidence and helps them see measurable outcomes from their investment. Successful vendors don’t just sell products—they sell outcomes. By guiding clients through change management and providing continuous assurance, they become true partners in success. #GeniusDrive #ValueCoffeeTalk #ChangeManagement #CustomerSuccess #ValueRealization #B2BSales #GartnerInsights

When it comes to authenticity and trust, Larry Levine, author of Selling From the Heart brings a unique, no-nonsense perspective. Rather than relying on academic definitions, he talks about "applied authenticity" and "applied trust" — practical, street-level principles that anyone can implement in their professional life. According to Larry Levine, authenticity boils down to one powerful word: congruency. In his words, “the walk must match the talk.” This means that to be truly authentic, your actions should align with your words. It’s about showing up as your true self, consistently and transparently. But authenticity requires introspection. Larry encourages everyone to look inward and bring the best version of themselves forward. For him, authenticity is more than just a quality; it’s a lifestyle choice. We’re all capable of authenticity, but it’s up to each individual to decide whether to live authentically or not. In the world of sales, embracing authenticity and trust isn’t just a nice-to-have; it’s essential for building real connections and fostering long-term relationships. Start by being congruent and authentic in all your interactions, and you’ll see trust naturally follow. #GeniusDrive #ValueCoffeeTalk #Authenticity #Trust #SalesInsight #SellingFromTheHeart #Congruency #SalesTips

Buyer regret is alarmingly high in B2B sales, with many feeling dissatisfied almost immediately after purchasing. So, what's causing this? According to Todd Caponi, it’s not a new problem; in fact, it’s one that dates back over a century. Caponi shares that in 1912, sales experts were already aware that “buyers know more,” thanks to mail-order catalogs. Fast forward to today, with the overwhelming amount of information available, buyers are often left more confused than empowered. This excess of information leads to poor purchasing decisions and greater regret. So, what should sellers do differently? ?? Practice True Salesmanship as a Science of Service: Sales should be about serving the buyer by guiding them to the right solution, even if that means directing them elsewhere. Empathy, transparency, and honesty are key. ?? Extreme Focus: Sellers should specialize and focus deeply within a specific industry or buyer persona, allowing them to truly understand and anticipate the needs of their clients. ?? Be Honest About Fit: Instead of agreeing to every request, sellers should clearly communicate what their solution can and cannot do, aligning with what the buyer actually needs. This approach not only builds trust, but also reduces buyer remorse and builds long-term relationships in today's economy. #GeniusDrive #ValueCoffeeTalk #B2BSales #BuyerRegret #SalesInsights #ValueSelling #SalesStrategy #ToddCaponi

AI has certainly brought incredible efficiency to sales, but with that comes a darker side—what Stefanie Boyer, PhD?? Co-founder RNMKRS calls "the Ugly" of AI. In a recent discussion, Dr. Boyer addressed some of the most pressing concerns facing the sales industry due to the misuse of AI. One of the primary issues is inauthenticity. We've all experienced it—AI-generated messages flooding our LinkedIn inboxes or email accounts with prospecting emails that just don’t feel human. From generic comments on social media posts to overly long, irrelevant emails, these interactions lack the genuine, personalized touch that sales relies on to build trust and connection. Dr. Boyer explains that these inauthentic AI-generated communications are doing more harm than good. AI's ability to scale can amplify poor strategies, leading to thousands of impersonal, irrelevant messages that tarnish the brand's reputation. When emails are too long, lack personalization, or even mistakenly address the wrong person, they create frustration rather than engagement. The bigger problem? This over-reliance on AI is actually making it harder to connect with prospects. People are increasingly dismissing these automated messages because they don’t feel like there’s a human behind them. As Dr. Boyer says, humans want to feel that another human has written to them, invested in their needs, and understands their challenges—not a bot mindlessly sending out generic messages. So, what’s the solution? Dr. Boyer emphasizes that while AI is a powerful tool, it still needs human oversight to ensure that messaging is strategic, relevant, and empathetic. Without a human touch to guide and personalize the output, AI-driven messaging can do more harm than good, damaging the brand and even the credibility of sales as a profession. AI can be a game-changer, but only if it’s used thoughtfully and overseen by real people who understand the importance of authenticity. Let's use AI to elevate the sales profession—not diminish it. #GeniusDrive #ValueCoffeeTalk #SalesInsights #AIinSales #AuthenticityMatters

In our latest episode of the Value Coffee Talk podcast, we’re thrilled to sit down with Frank Nardi, CEO of Cloud Coach, to discuss his inspiring journey "From CRO to First-Time CEO." In this episode, Frank opens up about the exciting yet challenging transition from Chief Revenue Officer to taking the helm as CEO. Frank dives into what it truly takes to lead a company—from building a strong team culture to driving cross-departmental alignment in sales, marketing, customer success, and product. If you're interested in understanding the mindset and strategies behind this career leap, or you're aspiring to move up the executive ladder yourself, this episode is packed with valuable insights. ?? ?? Watch the full episode: https://lnkd.in/gGaxP6V7 We are proud to sponsor the Value Coffee Talk podcast. Follow Enterprise Value Collective to stay up to date on the community resources. #GeniusDrive #ValueCoffeeTalk #Leadership #CEOJourney #Cloudcoach #Podcast