Your customer value comes from your differentiation. Tom Brady, VP of Business Development for Flow Pharma and I talked about Flow's differentiation, which is pretty powerful. We explored what customer outcomes can be achieved using that differentiation, and then what markets/customer groups most desire those outcomes. Flow is building a business exactly along those lines Learn more about your ad choices. Visit megaphone.fm/adchoices
Sep 20, 2023•37 min•Season 4Ep. 38
Rhys Ryan leads Ekkobar, who leapfrogs social media analytics. Where analytics can tally clicks, likes, shares, seconds on a page etc., Ekkobar's social media insights figure out what people are thinking about you, how bad that misstatement was -- or wasn't -- and what they intend to do about it. Learn more about your ad choices. Visit megaphone.fm/adchoices
Aug 21, 2023•28 min•Season 4Ep. 37
Peter Voss is the founder and CEO of Argo, whose AI has upped the chatbot interactions that companies can have with customers. We talked about what AI currently does, and what AI can't yet do that makes AI so artificial. We also talked about how AI helps clients provide value to customers better than chatbots. Learn more about your ad choices. Visit megaphone.fm/adchoices
Jul 24, 2023•26 min•Season 4Ep. 36
I've been ruminating lately about the challenge of helping big organizations sell and price value more effectively...vs. the challenge of helping more agile companies become more holistic in their pursuit of customer value. There's a huge difference. Doing the first is straightforward and pays well. Doing the second requires searching for that rare company who's ready to do something special - which is simple in concept, but hard to implement in a company who is tied to convention. Learn more ab...
Jun 12, 2023•10 min•Season 4Ep. 35
Darrell Amy and I are kindred spirits who believe in the importance of customer value. He co-hosts the Selling From the Heart Podcast, and his book "The Revenue Growth Engine" is on my bookshelf -- extolling how to coordinate sales and marketing functions in your organization. We help somewhat different clients: he likes working with companies who sell a repeated purchase that is differentiated by how the customer is sold to, where I like helping clients who are looking for a trusted consultant ...
May 29, 2023•36 min•Season 4Ep. 34
David Newman has released his newest book, "Do It! Selling" (the latest in his "Do it!" series of books). David is an old friend, and serves speakers, coaches and consultants who have strong intellectual property, but who aren't confident in their ability to get more of the right clients at the right prices. This latest book is a home run for those audiences, but is a great sales primer for anyone launching out in the world of sales. We talked about his book, and our shared passion for selling -...
May 08, 2023•34 min•Season 4Ep. 33
Tim Rohrer wrote and published "Sales Lessons of the World's Greatest Mentor" as an homage to the most influential person in his career. This was a work of love, and shares lessons in story format -- super impactful, and a super easy read. This is a highly recommended book! Learn more about your ad choices. Visit megaphone.fm/adchoices
Apr 24, 2023•27 min•Season 3Ep. 32
Julie Roehm has held positions with some of the world's greatest companies, most recently as Chief Experience Officer with Party City -- is there anything more "customer experience" than a company that helps the world celebrate stuff? Julie and I talked about some of her very sophisticated -- yet simple -- innovations that she drove. What an incredible interview. Thanks, Julie! Learn more about your ad choices. Visit megaphone.fm/adchoices
Apr 10, 2023•37 min•Season 4Ep. 31
Keith Dorson owns Win-Win Investments, a financial planning firm. He's not the first financial planning professional on the podcast, but he's the first to call his clients owners; they own their lives, their journeys, their stories. Keith treats them like that. It's pretty cool to hear him share his approach to practicing customer intimacy. I hope you enjoy it as much as I did. Learn more about your ad choices. Visit megaphone.fm/adchoices
Mar 27, 2023•23 min•Season 4Ep. 30
Carl Kwan is the founder and head of Kwan Multimedia, and helps his clients produce video content that reinforces your value and moves customers through their buying process. He has over 18 years (since the infancy of YouTube), plus years before that as am image coach, making video content that does precisely that. We had a great conversation about not only the (obvious) importance of video, but the importance of well-crafted video messaging. Pretty impactful stuff. Thanks Carl! Learn more about...
Mar 13, 2023•30 min•Season 4Ep. 29
TIm Hyde's company helps its clients avoid having a customer journey get stuck by understanding various customer journeys and building your sales/marketing activities and asset help customers through those "stuck spots". TIm and I are kindred spirits and it was a pleasure getting his perspective. Thanks Tim! Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 27, 2023•28 min•Season 4Ep. 28
Sky Cassidy founded and runs MountainTop Data, a data company that sells leads -- but differentiates by selling 1) guaranteed lead quality 2) a la carte: that is, you buy (not rent) a certain number of leads without an ongoing contract commitment. Seems simple, but that's the beauty of it. We talked about some of the practices in his industry, and the large competitive white space some major competitors have constructed for him. Thanks, Sky! Learn more about your ad choices. Visit megaphone.fm/a...
Feb 13, 2023•33 min•Season 4Ep. 28
Depending on how it's measured ("at least one goal met" vs. "most or all goals met"), about 50-70% of projects, especially software projects, FAIL. Holy cow. Joe Pusz leads the PMO Squad, and is a national leader in promoting great project management -- which he defines as "meeting client goals", rather than "successfully installed". What's that worth to you? Thanks for a super-educational conversation, Joe! Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 30, 2023•29 min•Season 4Ep. 27
Marc Appleman has had a stellar career in the sports and media space. He's currently in a venture that is leveraging a vast trove of historic sports articles and photographs, but he was also the CEO of SABR, the Society of American Baseball Research (an offshoot of SabreMetrics, of "Moneybag") fame. Marc transformed SABR into a thriving community of people passionate about baseball, and we talked about what that looks like...and how it applies to any business or association. We also talked about...
Jan 09, 2023•37 min•Season 4Ep. 25
Brion Crum is an executive with Caliber Investments, one of the country's fastest growing companies, and a business who differentiates by bringing quality real estate investing to groups who seldom have access to the kind of deals that big institutional investors are able to take advantage of. Caliber partners with experts in specific markets, and specific project types to bring a diversified flow of investment opportunities for its investors. Brion articulated this differentiation pretty clearl...
Dec 26, 2022•29 min•Season 4Ep. 25
TIno Go founded and leads Baru (hellobaru.com), an innovator in the furniture and cabinetry business. He partners with companies around the country (there are quite a few of them) who have purchased computer-aided manufacturing equipment for furniture and cabinetry -- machines that only run a small percentage of the time (almost all of those). This means that these items can be manufactured thousands of miles closer to where they will be installed -- a cost and time savings in shipping and packa...
Dec 12, 2022•31 min•Season 4Ep. 24
Park Howell believes, just like I do, that customers buy outcomes from doing business with you. He helps his clients compose stories that light up the limbic brain, or as Park calls it, "the movie theatre of the mind". I'm a big fan of how he simplifies the story format...by studying the art of story from experts in moviemaking, novel writing, and yes, marketing, he's distilled the art of story building into a simpler formula than I have ever heard. Give this great episode a listen! Learn more a...
Nov 28, 2022•38 min•Season 4Ep. 23
Nelson Griswold leads Next Gen benefits, a consultant-to-consultants who teaches benefits experts how to deliver better healthcare to employee populations at lower cost. We talked about how he does that, how so much of his effort is devoted to selling through a channel of healthcare consultants. Learn more about your ad choices. Visit megaphone.fm/adchoices
Nov 14, 2022•37 min•Season 4Ep. 22
Loren Fogelman consults to accountants and financial professionals, focusing particularly on weaning them off of the "hourly rate trap". She has a great process for helping accounting professionals understand their value, build value-based programmatic pricing, and have great sales conversations with their clients. Learn more about your ad choices. Visit megaphone.fm/adchoices
Oct 31, 2022•33 min•Season 4Ep. 21
Daniel Hammond's practice is centered around what he calls customer-driven leadership. In addition to leading a company with focus on customers. This includes the real, external customer, but also internal customers. I loved that perspective Daniel is passionate about building high-performing organizations with a customer focus Learn more about your ad choices. Visit megaphone.fm/adchoices
Oct 17, 2022•37 min•Season 4Ep. 20
Olle Ljundqvist is a founder of the Enhanced Recovery After Surgery (ERAS) society. ERAS is a collection of small changes to patient care, pre-, during-, and post-surgery. As Olle points out, most hospitals are already practicing several of them...just not as consistently as they should, not as measurable, and of course, not the rest of them. Getting a healthcare provider to increase compliance to 75-or 80% yields huge improvements in patient recovery, wellness, pain, and freedom from complicati...
Oct 03, 2022•33 min•Season 4Ep. 19
Rod Collins is an author and keynote speaker whose work in organizational effectiveness is focused on changing organizations from hierarchies to self-guided teams of peer-to-peer networks. Democratizing work like this is the way of the future, according to Rod. I worked in a famous example of this kind of culture, and we discussed it in some depth. We also talked about how much more effective it is to have such teams focused on customers and customer value. Learn more about your ad choices. Visi...
Sep 12, 2022•34 min•Season 4Ep. 18
Adam Kipnes has provided strategic consulting for his clients for many years. He believes in involving everyone in the process, but also in a very simplified strategic document, so that people use and live up to the strategies they develop together. We talked about the value of a strategic approach that works because it gets used, and also spent some time talking about his "100 day sprint" that clients are finding compelling and actionable. Learn more about your ad choices. Visit megaphone.fm/ad...
Aug 22, 2022•35 min•Season 4Ep. 17
Mark Stiving is a kindred spirit -- and we always have great conversations about selling value. This time, we talked about how Mark has captured some of his wisdom in his book "Selling Value. How to Win More Deals at Higher Prices". We talked about the book for a bit (I recommend it, as I got the chance to comment on one of his draft manuscripts), but we also talked about how important value selling is in today's world. Thanks Mark! Learn more about your ad choices. Visit megaphone.fm/adchoices
Aug 01, 2022•29 min•Season 4Ep. 16
Jac Arbour is exceptional, personally and professionally. He's an author and philanthropist, all pursuits that derive from his excellence as a comprehensive financial consultant for his clients. His approach is to really know what drives each person he serves so that he can become a genuine partner. What a refreshing difference from other financial advisors who really sell point solutions, under the guise of "full spectrum". Jac and I had a great conversation about what it means to be a true tru...
Jul 18, 2022•43 min•Season 4Ep. 15
Bill Baer runs Baerclaw Productions, a video production company. As a former news-guy, with crews drawn from the news business, Baerclaw is driven by high quality, but has a production mindset. Bill and I talked about how he helps his clients figure out which videos they should produce themselves (and how to produce them better) and also helps them understand why and when they need professionals doing it. He gave some great stories about how he works with his clients -- not declaring he's done u...
Jul 04, 2022•35 min•Season 4Ep. 14
Jeb Blount's new #1 Best Seller responds to our current rising prices environment with timely tools and research meant to help sellers and sales leaders achieve price increases without losing business, and while causing minimum harm to the relationship. Jeb shared some of his thinking about several types of price increase, and how to approach each one. Great Stuff, Jeb! Thanks for stopping by the ValuClarity podcast! Learn more about your ad choices. Visit megaphone.fm/adchoices
Jun 20, 2022•36 min•Season 4Ep. 13
Michael Walters is an old friend who I've attached climb in the Commercial Real Estate Business for a few decades now. I was in a business adjacent to that for one of those decades, and I've always found it interesting. This is a very relationship-driven business, but I wanted to unpack that term "relationship driven". So many people think that it's about personal affinity or the "liking" in "Know, Like, and Trust". We explored how much more important the other two are...kind of. It's far less i...
Jun 13, 2022•31 min•Season 4Ep. 12
Mickey O'Callahan has been building sales and commercial excellence in companies for decades, and Oceaneering International brought him on board to do it for them as an insider, not a consultant. Since coming on board just over two years ago, he's been applying his expertise to a widely diversified global company. We talked about his journey, and what's next. Learn more about your ad choices. Visit megaphone.fm/adchoices
May 16, 2022•34 min•Season 4Ep. 11
Jennifer Blowers has left the comfort of corporate America to start her own consultancy. I Her energy and passion for changing things in the healthcare industry comes right through the microphone (the sound quality is my fault, sorry!). She also realizes that market access teams can't be a simple product push function, but need to be full service change management consultants. Learn more about your ad choices. Visit megaphone.fm/adchoices
May 02, 2022•41 min•Season 4Ep. 10
