In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley interview Mary Shea, the Global Chief Evangelist for HR AI firm HireQuotient.

They discuss the importance of recruiting in today's business landscape, particularly in go-to-market and sales roles. Mary explains how Higher Quotient uses generative AI and automation to transform the talent recruiting process, automating the initial stages and allowing recruiters to focus on the human elements.

They also explore the challenges faced by sales teams and the need for strategic talent management and enablement. Mary emphasizes the importance of building connections and personalizing conversations with prospects, as well as the need for continuous learning and curiosity in the ever-changing business world.

• Recruiting is crucial for success in today's business landscape, especially in go-to-market and sales roles.
• Higher Quotient uses generative AI and automation to transform the talent recruiting process, automating the initial stages and allowing recruiters to focus on the human elements.
• Sales teams are facing challenges, and strategic talent management and enablement are essential for success.
• Building connections and personalizing conversations with prospects is key to overcoming hurdles and driving successful sales.
• Continuous learning and curiosity are vital in staying relevant and bringing value to every conversation.

• "Recruiting 3.0 is here"
• "Sales teams are relying on less and less sellers to do more and more of the heavy lifting"
• "People are willing to share if you're not catching their interest, if you're not personalizing the message"

In this episode of the Value Coffee Talk podcast, hosts Tom Pisello (the ROI Guy) and April Morley interview Kathryn Landis, CEO and founder of Kathryn Landis Consulting, about the importance of building and cultivating great teams.

Kathryn emphasizes that effective teams are crucial for driving commercial success and shares statistics that highlight the impact of ineffective teams on the bottom line. She introduces her framework, the six dimensions of success, which includes elements such as interdependent work, compelling purpose, diverse perspectives, sound structure, supportive context, and coaching.

Kathryn also discusses the barriers that leaders face in building great teams and provides advice on how to develop a sense of purpose within a team.

In this episode of the Value Coffee Talk podcast, Greg Peters, an accomplished senior go-to-market (GTM) software and tech executive, discusses the challenges organizations face in building cohesion and vision.

The discussion with hosts Tom Pisello, the ROI Guy, and April Morley emphasizes the importance of customer success and the need for companies to adapt to the changing market landscape in order to assure renewals and growth.

Greg shares insights on leading with value, including how to best coach sales engineers and customer success teams to be more value-centric and build trust with customers. He encourages leaders to think differently and focus on adding value to customers.

• Building cohesion and vision is crucial for organizations to succeed in the rapidly changing market landscape.
• Customer success is more important than ever, and companies need to adapt to new ways of serving their customers.
• Coaching sales engineers and customer success teams to be more value-centric can help them build trust with customers.
• Leaders should think differently and focus on adding value to customers' businesses.
• Being honest, transparent, and setting the right expectations with customers is essential for building trust.

• "Passion, curiosity, and creativity are the three biggest traits I look for in sales engineers and customer success teams."
• "If you don't act as a strategic partner and you're not adding value, no pun intended, to the organization, then why would people see you differently?"
• "As great as Tableau was, we were also really good at saying, 'Hey, customer, we don't do that. That's not what we do well.'"

00:00 Introduction and Sponsorship

03:01 Challenges in Customer Success and Renewals

06:21 Greg's Career Path and Goals

09:17 The Role of Passion, Curiosity, and Creativity in Sales Engineering

11:58 The Importance of Trust and Transparency

20:19 Transitioning Sales Engineers to be Value-Centric

26:19 Building Trust and Setting Expectations with Customers

30:10 Final Thoughts and Advice