In this Value Coffee Talk podcast episode, Tom Pisello and David Caradona discuss how to achieve $100 million in growth using value selling and value enablement. The pair emphasize the importance of shifting from a product-focused approach to a value-focused approach, and the role of value engineering in driving this transformation.

The interview also highlights the significance of discovery and the case for change in uncovering customer value and aligning to it. The conversation explores the need to slow down and connect the dots between technical capabilities, use cases, and business outcomes. Additionally, they discuss the role of value engineers in small companies and the challenges of scaling sales enablement and automation.

Takeaways

• To achieve $100 million in growth, companies need to shift from a product-focused approach to a value-focused approach.
• Discovery and the case for change are crucial in uncovering customer value and aligning to it.
• Connecting the dots between technical capabilities, use cases, and business outcomes is essential in driving value.
• Value engineers in small companies play a crucial role in transforming the sales force and driving growth.
• Scaling sales enablement and automation requires leveraging existing resources and being scrappy.

Sound Bite

"You're coming in, it's likely that the organization has been successful in selling bottom-up, you know, like you say, product features, POC. And so now driving that transformation to flip that around to now start to sell value upfront rather than selling features is that pivot that needs to happen."

Chapters

00:00 - Introduction and Background

01:36 - The Transformation Role of Value Engineering in Small Companies

03:06 - Flipping from Product-Focused to Value-Focused

05:44 - The Importance of Discovery and the Case for Change

09:36 - Proving Value through Use Cases

12:09 - The Role of Value Engineers in Small Companies

14:50 - Scaling Sales Enablement and Automation in Small Companies