HeyJaredValue Coffee Talk
B2B buyers want to know the business outcomes they can expect from proposed solutions and the realized value of what they've already purchased. Yet far too few solution providers can articulate value.
- Indexed episodes, last 90 days
- 4
- Latest publication
- Sep 23, 2026
- Audience
- Checking…
- Earliest in this view
- Sep 2, 2026
Latest episodes
Why Sales Quotas Fail and How to Fix Them (opens the original)
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Roughly half of sellers miss quota every year, and the industry keeps treating it as a rep problem. Lee Levitt argues it is a management problem, and it has been hiding in plain sight for decades. In this episode of Value Coffee Talk, sales performance consultant Lee Levitt takes apart the assumptions behind quota setting, pipeline math, and the coaching that never actually happens. His diagnosis is uncomfortable: most sales organizations hire for activity, measure for activity, then wonder why
Customer-Centric Success: Insights from a veteran Chief Customer Officer (opens the original)
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Every vendor now leads with an AI story. Far fewer can prove what that AI actually delivered. In this episode of Value Coffee Talk, Jim Richmond, veteran Chief Customer Officer at Smartling, joins us to unpack the widening gap between AI promises and proven outcomes, and what customer-facing leaders must do to close it. Jim makes the case that buyers are no longer impressed by capability demos. They want to know which metric moved, by how much, and whether the result holds at renewal. The conver
Consulting and Services – Evolving Business Models in the AI Era (opens the original)
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Ninety-seven percent of B2B buyers now use AI search as part of how they evaluate solutions. That single shift is quietly rewriting the economics of every service business built on selling expertise by the hour. In this episode, Jon Erickson , a veteran Forrester analyst, joins us to unpack what AI actually changes for consultancies, agencies, and professional services firms, and what it does not. The short version: AI compresses the cost of producing insight, but it raises the premium on trust.
Harnessing AI for Value Automation: Strategies and Risks (opens the original)
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AI has made the build option look almost free. A few prompts, a weekend, and you have something that resembles a value calculator. What you don't have is a methodology, a maintained model, a governance trail, or a seller who trusts the number in front of the CFO. In this episode of Value Coffee Talk, we dig into the build versus buy decision for value automation in the AI era. Vikas Mundada , a community favorite and value leader for Ping Identity, joins us to unpack why the hard part was never
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