Content

Value Acceleration – A Customer Lifecycle Approach

20 April 2021
Tom Pisello
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way

Improving SE and CX Maturity to make 2021 the Year of the Customer

30 March 2021
Ashton Williams
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way

Telling a Compelling Story Through Videos

30 March 2021
Maury Rogow
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way

Enabling Great Sales Experiences

19 February 2021
Gerhard Gschwandtner
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way

Scaling Excellence

7 February 2021
Tamara Schenk
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way

Sales and Customer Onboarding

7 February 2021
Jessica Ryker
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way

The Science Behind Unconsidered Needs

12 December 2020
Tim Riesterer
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way

The Frugalnomics Survival Guide

12 December 2020
Tom Pisello
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way

Sales Enablement: You’ve Come a Long Way Baby! – with Craig Nelson

12 December 2020
Craig Nelson
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way

Win Magic: The Seven Habits of Great Value / ROI Selling

12 December 2020
Tom Pisello
Categories: Content

On this podcast with Tom Pisello, we discuss:

  • Why value is so critical in more challenging times like today
  • The rise of the CFno
  • 71% of buyers have formal decision committee
  • More focus on customer value throughout the customer journey
    • Today’s move to service models to inspire buyers from first contact
    • What is the value at each stage of buyer journey starting with value driven discovery
  • Customer Everboarding Experience
    • Consumer BtoC try before you buy has made its way into BtoB
    • Limited land deal to prove value and understand vendor experience
    • Expand deal is typically the profitable business, before that deal is a loss
    • Need for realized value, identify KPIs and gaps, then use other customer value example
  • Value Realization and Expansion
    • As part of using a product, capture NPS and experience along the way