Driving Revenue Growth: From The Challenger to The Activator Advantage
In this episode of the Value Coffee Talk Podcast, Thomas Pisello interviews Matt Dixon, a renowned sales performance author (The Challenger Sale, The Jolt Effect and Activator Advantage), analyst and consultant. The pair discuss the evolution of sales challenges over the past decade, particularly i…
AI and the Future of Value Engineering and Automation
In this episode of Value Coffee Talk, Thomas Pisello and Max Elster (CEO / Founder of value automation platform firm Minoa.io) discuss the evolving landscape of value engineering in the age of AI.
The pair explore how AI is reshaping the role of value engineers, emphasizing the importance of diffe…
The Future of Sales Engineering: From Demo Driver to Value Consultant
In this episode of Value Coffee Talk, host Thomas Pisello and Jack Cochran, GM of the PreSales Collective, discuss the evolving landscape of sales engineering, particularly in the context of AI and value consulting.
The pair explore the shifting responsibilities of sales engineers, the importance …
Is Your GTM Ready for the Outcome Economy?
In this episode of the Value Coffee Talk Podcast, host Thomas Pisello and Scott Shaul, veteran GTM leader, discuss the concept of the Outcome Economy, which emphasizes aligning vendor and customer incentives around measurable value delivery.
The pair explore how this new economy is changing go-to-…
Navigating the AI ROI Paradox
In this episode of the Value Coffee Talk podcast, host Thomas Pisello and sales strategy / value leader Steve Thibodeau discuss the complexities of ROI in AI implementations.
The pair explore the paradox of AI investments, the challenges of scalability, and the importance of governance and data rea…
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 de…
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 …
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…
Navigating the Challenges of Selling to Early Stage Companies
In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with Nate Littlewood, founder of Future Ready CFO, about the unique challenges faced by early-stage e-commerce and CPG companies, and why this makes selling to these firms a unique and sometimes daunting challenge.
The pai…
CRO Spotlight: Leveraging Value for 65% CAGR Growth
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 …
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I have no special talent. I am only passionately curious, and
I listen to podcasts.
‐ Albert "Llamacorn" Einstein
