Kris SV is the Chief Customer Success Enabler at WINsights, a company that helps sales teams elevate sales conversations by providing deep background into a customer's world. I teach sales teams to arm themselves with deep customer insights, but Kris and WINsights can do an in-depth profile as a service. We talked about the value of differentiating how you sell, and using customer insights to do it. Thanks, Kris! Learn more about your ad choices. Visit megaphone.fm/adchoices
Feb 15, 2021•31 min•Season 2Ep. 30
Per Sjofors specializes in helping customers discover the optimal prices for their products and services. He uses a customer-perceived value methodology, unlike most consultants in the pricing optimization space -- who analyze historical sales data. This is a HUGE difference and a huge advantage for his clients. We talk about all of this ...and finish off with a discussion of how sales capability builds the value in the customer's mind, so sales is the key to actually realizing value-based prici...
Feb 08, 2021•31 min•Season 2Ep. 29
Gerhard Gschwandtner is the publisher of Selling Power magazine, and the CEO of Sales 3.0 conferences. He's been completely plugged in to the sales performance scene for decades, He and I talked about the state of sales, and how technology and tools are not improving sales performance by themselves. He is adamant that the secret to success is the right mindset, and we had a lively discussion on the topic. He also gave a coupon code for a free subscription to Selling Power magazine. Listen for th...
Feb 01, 2021•30 min•Season 2Ep. 28
Steve Lishansky is one of the wisest men I know. He helps corporate leaders, and teams of leaders, make better decisions. His background includes writing a book about value-focused sales, so his leadership and decision making work aligns perfectly with my philosophy. There is no such thing as a conversation with Steve that isn't illuminating and inspiring. You must give this a listen. Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 25, 2021•29 min•Season 2Ep. 27
Jeffrey Hayzlett, former CMO of Eastman Kodak, and now the Chairman and CEO of the C-Suite Network, led his organization through a tumultuous 2020. From a primarily face-to-face events business, Jeffrey helped steer a rapid transition to virtually-delivered set of experiences to connect C-Suite executives and advisors. It involved rapid iteration and brutally honest redirection. The thing that didn't waver is the focus on the value: being the most trusted network. The conversation covered a litt...
Jan 18, 2021•28 min•Season 2Ep. 26
Bradley Hartmann was a purchasing executive for one of the nation's largest homebuilders, and has moved into helping salespeople deal more effectively and positively with purchasing professionals. His company "Behind Your Back Sales" got its name from the idea of understanding what buyers think of sales people when they walk out the door. Bradley and I are kindred spirits, and I loved getting his perspective on selling value in a way purchasing people want to buy it. Learn more about your ad cho...
Jan 11, 2021•32 min•Season 2Ep. 25
Tom Williams has wide-ranging experience as a salesperson, sales leader, and CEO. Thus he's been on both sides of the procurement/sales relationship, and has a wealth of valuable insights. Tom and I spent some time talking about what it takes for sellers to deal effectively with procurement groups. I always enjoy time spent with Tom, and know you will learn something listening in to our conversation. Learn more about your ad choices. Visit megaphone.fm/adchoices
Jan 04, 2021•30 min•Season 2Ep. 24
Jeroen Corthout is co-founder of Salesflare ( https://salesflare.com), a CRM focused on small businesses. To succeed in that crowded market, Salesflare needs to have a clear differentiation strategy -- which they do. That strategy extends to an operational practice that I found creative, simple, and effective. We talked about Salesflare's differentiation, but also how he keeps customer value front and center in the development team's mind, forming the core of his company's development and innova...
Dec 28, 2020•39 min•Season 2Ep. 23
David Petts has been a CRO with organizations large and small, and has a strong point of view on how to overcome "silo dysfunction" in an organization. I have my own multifunctional expernience at companies of all sizes as well. We had a great conversation about how to grow customer relationships, especially those with major accounts. It was fun sharing ideas and different perspectives. Thanks David! Learn more about your ad choices. Visit megaphone.fm/adchoices
Dec 21, 2020•33 min•Season 2Ep. 22
Rob Hartnett has been a high performer in business, in sales, and in sport. He is a student of self-leadership, high performance, and corporate leadership. Rob and I worked together as sales performance consultants, and our conversation ranged from his leadership practice to how sales is leadership and change management. I enjoyed this conversation and hope you do too. Learn more about your ad choices. Visit megaphone.fm/adchoices
Dec 14, 2020•31 min•Season 2Ep. 21
Jamie Baxter is a serial entrepreneur, mostly in the Human Resources tech area. His current company, Qwick, served a market in the hospitality industry...and then Covid hit. We talk about his platform, and how he re-aimed it at new markets. I also asked him to share HOW he fashions an agile, responsive company that can adapt to wild shifts in markets. Learn more about your ad choices. Visit megaphone.fm/adchoices
Dec 07, 2020•28 min•Season 2Ep. 20
Steven Amiel runs a digital marketing agency, a pretty crowded market space. HIs differentiation is customer focus: this business model requires great discovery skills, strong "customer's business acumen", and innovative problem solving. Steve and I shared some of his stories about how he approached a major sales challenge...by reimagining the solution to a major customer business challenge. Learn more about your ad choices. Visit megaphone.fm/adchoices
Nov 30, 2020•28 min•Season 2Ep. 19
Chicke Fitzgerald is a seasoned tech executive whose company made a product for the travel space. When Covid-19 hit the world, travel halted, and her company faced an existential challenge. With some creative thinking and a super-supportive board, she put her initial business plan on pause, and figured out how to point a powerful technology at a new set of customers. We explore what that was like, and how to take a step back from working in the business to working ON the business. Learn more abo...
Nov 23, 2020•30 min•Season 2Ep. 18
Sue Bingham and her company, HPWP, create high-performance work places. We had a great conversation about the value of her work to her clients...personally, for every employee, and financially or the company and its executives. We then talked about the workplace of the future, and the future of work in the post Covid world. I'm glad she spent the time talking with me, and am excited to share this episode with you. Learn more about your ad choices. Visit megaphone.fm/adchoices
Nov 16, 2020•31 min•Season 2Ep. 17
Gary McGrath started a life journey studying leadership at a young age, and has been honing his skills as a leader, leadership coach, and mentor for...a long time. Gary now runs a leadership development academy for entire leadership teams at a variety of organizations. I could talk to Gary for hours about his perspective, but wanted to share this brief conversation with you. Learn more about your ad choices. Visit megaphone.fm/adchoices
Nov 09, 2020•29 min•Season 2Ep. 16
Dan Silberberg has been an innovative leader of companies for decades, and has studied leadership for that entire time. He is an out-of-the-box leader, who has a track record of achieving dramatic growth...not just incremental growth. I had a great time talking with him about some of his experiences and some of the principles he tries to develop with his clients. Learn more about your ad choices. Visit megaphone.fm/adchoices
Nov 02, 2020•34 min•Season 2Ep. 15
Shadi Ireifej is a veterinarian/entrapreneur. He's the co-founder of vettriage.com, an innovative veteranary service that helps pet owners "figure out how freaked out they need to be" when their pets have that inevitable midnight emergency. I was impressed with how he combined a few straightforward services into a highly differentiated service. I was even more impressed with how the service brings differentiated value to pets, their owners, their regular veterinarians, and even to emergency 24 h...
Oct 26, 2020•31 min•Season 2Ep. 14
Tom Williams is one of those sales training and consulting experts who's carried a bag, been a VP of Sales and Marketing, and even CEO. Currently, he focuses on sales performance, which means that sales training is one of the components of most of his client engagements. He and I have both seen countless successes and failures in sales training initiatives, and Tom and I thought it would be great to go through some of our experiences -- the good, the bad, and the truly disappointing. Learn more ...
Oct 19, 2020•34 min•Season 2Ep. 13
David Petts has served as VP of Sales, as well as Chief Revenue Officer for companies small and large. As CRO of a Software as a Service (SaaS) provider, he's been charged with making sure the customer is sold, stays sold, and deepening the customer relationship. David is very process-oriented and a true systems thinker, and it was fun talking through his approach to company-side value focus. Learn more about your ad choices. Visit megaphone.fm/adchoices
Oct 12, 2020•30 min•Season 2Ep. 12
A while after Bill Higgs left the Army Rangers, he founded Mustang Engineering, an engineering services company that started out competing in the oil & gas industry, and kept growing. From the outset, Bill and his co-founders wanted to differentiate their company culture...and it worked incredibly well. We talk culture, customer value, silo-busting, company-wide customer orientation, and that "value culture eats sales methodology for breakfast". Bill left Mustang, and the culture continues t...
Oct 05, 2020•33 min•Season 2Ep. 11
Keith Campagna is passionate about selling value...so much so that he joined the founders of the ROI shop, where he was a client, to part of the leadership team. His company helps sellers guide conversations all the way to customer value--quantified. This behavior is what elite sellers do. The time flew by as we talked about selling value, pricing value, avoiding discounts, and avoiding the tar pit of "the dreaded ROI calculator spreadsheet". What a great conversation! Learn more about your ad c...
Sep 28, 2020•30 min•Season 2Ep. 10
B2B sales professionals and purchasing professionals....we aren't in the same tribe, are we? Over decades of working with procurement people, I've learned that they are just as serious about their role as sellers are about theirs. Jens Hentschel has been a procurement professional for decades, and now runs a consulting firm that 1) professionalizes procurement 2) teaches sales professionals how to deal with--align effectively with -- their purchasing agent. We had a great conversation about the ...
Sep 21, 2020•28 min•Season 2Ep. 9
Steve Hollingsworth and I are both sales performance consultants who believe in chasing customer value...so we consider each other kindred spirits. Steve's path has driven him to be relentless about analyzing and improving selling systems. I often start my engagements looking at customer value focus, where Steve is an authority in system. His engagements dig into all of the processes in sales and marketing that make up the selling system, finding gaps and weaknesses, and building a plan to fix t...
Sep 14, 2020•34 min•Season 2Ep. 8
Gary White is the founder and CEO of White Springs, a UK-based, but North America-centric company who has served pretty much all of the major sales methodology (sales training) companies in the world. White Springs helps integrate the sales tools of each major methodology in each major CRM platform. As a result, Gary and his company have a unique perspective on CRM, making it work for companies, sales methodology/Intellectual property companies, and how they are differentiating today. I really e...
Aug 31, 2020•34 min•Season 2Ep. 7
Mike Maynard, Mikey to his friends, runs the human capital practice for a commercial real estate consulting firm, Keyser Company. While other parts of the company deal with their clients' real estate spend, Mike's expertise is in human capital. He's passionate about identifying the secret sauce of top performers in all kinds of roles...we talked mostly about sales roles. Not only does Mike have some surprising insights on what it takes to hire a great seller, he also talks excitedly about "Talen...
Aug 24, 2020•30 min•Season 2Ep. 6
Alvin LeBourgeois is a sales performance expert who equips growth-oriented leaders to have believable confidence in their commercial strategies. He's asked me to collaborate on some of his past client engagements, and we talk about how each of our journeys have taken us to complementary views on value, leadership, culture, and sales performance. Learn more about your ad choices. Visit megaphone.fm/adchoices
Aug 17, 2020•31 min•Season 2Ep. 5
Stephen Shapiro is a world-class speaker, but his true gift to the world is his commitment to helping organizations innovate. Innovate by asking better questions from a wider set of vantage points and perspectives. Steve defines innovation as the pursuit of relevance, or in the language of this podcast: value. Steve and I had a great conversation, sharing points of view, and I gained a lot from his. Learn more about your ad choices. Visit megaphone.fm/adchoices
Aug 10, 2020•30 min•Season 2Ep. 4
Justin McCarthy has been a seller, sales leader, and sales excellence (AKA sales enablement) leader. That rich experience colors his point of view on sales performance, sales automation, sales tools, and the need to build a flexible, responsive sales system...responsive to changes in your environment from, say, a pandemic. What a great conversation with a truly servant leader. Learn more about your ad choices. Visit megaphone.fm/adchoices
Aug 06, 2020•41 min•Season 2Ep. 3
Christine is a veteran of enterprise software sales, and has learned a few things about selling both on-prem and cloud-based solutions. She shares her insights and experiences in selling both. Even if you don't sell software, listen to this session. Cloud-based solutions were innovative not because of a different software architecture, but because they became about business outcomes. What a great lesson for any seller! Learn more about your ad choices. Visit megaphone.fm/adchoices
Aug 03, 2020•29 min•Season 2Ep. 2
In season two of the ValuClarity podcast, we will be covering major themes of interest to company leaders and executives. Christine Gilroy will be my co-host this season, interviewing some great guests. In this episode, we discuss some of this season's big themes: The digital enterprise, the sales organization of the future, how agility is the new imperative, and corporate culture. Then, we spend a few minutes taking a short dive into one topic, diversity...not because it's the right thing to do...
Jul 30, 2020•26 min•Season 2Ep. 1
