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Voice of Value

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Voice of value aims to help sales and marketing leaders sell more effectively by making their value clear. We have one-on-one conversations with successful sellers, marketers, and executive leaders in business to hear their stories and learn how to build. We talk to industry leaders about how our perceptions of value affect our lives--from career success all the way to personal fulfillment. Topics include business, leadership, sales, marketing, consulting, and management.

Voice of value aims to help sales and marketing leaders sell more effectively by making their value clear. We have one-on-one conversations with successful sellers, marketers, and executive leaders in business to hear their stories and learn how to build. We talk to industry leaders about how our perceptions of value affect our lives--from career success all the way to personal fulfillment. Topics include business, leadership, sales, marketing, consulting, and management.
More Information

Location:

United States

Description:

Voice of value aims to help sales and marketing leaders sell more effectively by making their value clear. We have one-on-one conversations with successful sellers, marketers, and executive leaders in business to hear their stories and learn how to build. We talk to industry leaders about how our perceptions of value affect our lives--from career success all the way to personal fulfillment. Topics include business, leadership, sales, marketing, consulting, and management.

Language:

English

Contact:

1-866-754-4700


Episodes

Episode 13: Here’s the Secret to the Perfect Sales Moment (Part 2)

5/28/2018
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CEO and author J.B. Wood believes that with the right data, you can put the right offer in front of the right buyer at the right time with a high degree of accuracy. Has he discovered the recipe for the perfect sales moment?J.B. explains this four-stage maturity model and gives you the secret to a never ending cycle of building accounts The post Episode 13: Here’s the Secret to the Perfect Sales Moment (Part 2) appeared first on Ecosystems.

Duration:00:31:03

Episode 13: Is it Time for the RFP to RIP? How the B2B Sales Process is Changing (Part 1)

5/28/2018
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Do you measure your long-term success based on your customer's success? In this episode, we talk with Category Creator and Philanthropist Keith Krach, Chairman of DocuSign. Keith gives us advice on how to gain professional success, the importance of mentorship, and how to be an authentic leader. The post Episode 13: Is it Time for the RFP to RIP? How the B2B Sales Process is Changing (Part 1) appeared first on Ecosystems.

Duration:00:28:46

Episode 12: What’s the Next Big Thing for the Guy Who Usually Discovers the Next Big Thing?

3/9/2018
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Do you measure your long-term success based on your customer's success? In this episode, we talk with Category Creator and Philanthropist Keith Krach, Chairman of DocuSign. Keith gives us advice on how to gain professional success, the importance of mentorship, and how to be an authentic leader. The post Episode 12: What’s the Next Big Thing for the Guy Who Usually Discovers the Next Big Thing? appeared first on Ecosystems.

Duration:00:30:50

What is Social Selling? (Hint: it’s not the same as Social Media)

2/2/2018
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Do you look as good online as you do offline? In the latest Voice of Value episode, Social Selling Guru Jill Rowley gives us tips to increase our social network bank accounts by making Digital Deposits that are valuable to our clients, contacts, and partners. Jill lives the ABCs of Social Selling, which are Always Be Connecting (and Curating) Content. She says Social Selling is one of the most important tactics a salesperson can employ, but it is one of the most misunderstood concepts in...

Duration:00:22:55

Episode 10: Heroes, Villains, and Mentors–Storytelling for Sales

1/19/2018
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Ever channeled your inner Jedi to mentor your clients? The art of storytelling can be a powerful leadership tool. In this episode, we talk with Silicon Valley entrepreneur and communication expert Nancy Duarte, Principle at Duarte, Inc. as she tells us how to harness the power of storytelling in business communication. The post Episode 10: Heroes, Villains, and Mentors–Storytelling for Sales appeared first on Ecosystems.

Duration:00:24:09

Episode 9: Brent Adamson of CEB, now Gartner, on Empathy and Sales

9/19/2017
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We are wired for empathy. It is critical in all of our interactions--including conversations with customers. In this episode, we explored this topic of empathy with Brent Adamson, Principal Executive Advisor at CEB now Gartner. The post Episode 9: Brent Adamson of CEB, now Gartner, on Empathy and Sales appeared first on Ecosystems.

Duration:00:24:57

Episode 8: From Relay Race to Rugby Scrum: The New Dynamic of Sales, Marketing, and Customer Success

6/29/2017
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In this episode, Steve Silver compares sales, marketing, and customer success to a relay race: marketing begins the race by warming up a lead, passes the "baton" to sales, who passes it onto customer success. But this model, Steve says, is the old way. We're experiencing a transformation, where marketing, sales, and customer success no longer interact in a sequential manner, running the customer journey one after the other. Instead, it’s evolving to work like a rugby scrum: all three...

Duration:00:23:18

Episode 7: The Neuroscience of Trust

6/7/2017
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Trust is a critical factor in building high-impact and lasting customer relationships. But sometimes, trust can be elusive. Have you ever wondered why it's easy to build trust in some relationships, while in others, trust is more difficult to establish? To learn more about the neuroscience of trust, we invited author and researcher, Paul Zak, onto the podcast. Paul is the author of Trust Factor: The Science of Creating High-Performance Companies. Through the lens of neuroscience, Paul...

Duration:00:19:29

Episode 6: A SWAT Team Mixing Baby Bottles & An Outward Mindset

4/19/2017
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As a Captain at the Kansas City Police Department, Charles "Chip" Huth has addressed high-risk situations that most of us confront only in movies and crime television. But it hasn't all been Hollywood glamor. In his early days as captain, Chip's squad received the most complaints for search warrants in the department--even though they were executing proper behavior. Chip talks to Voice of Value host Chad Quinn about how a mindset shift eliminated search warrant complaints for six years,...

Duration:00:21:10

Episode 5: Oprah, Girl Scouts, and Black Swans

3/9/2017
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What can business leaders learn from an FBI hostage negotiator? Chris Voss is here to tell us. As a former FBI hostage and kidnapping negotiator, Voss has stories that could compete with the best crime and detective TV shows. Voss grew up in a small town in Iowa and was inspired by the cool demeanor of detectives in the police force who could handle negotiations with poise and calm. For 24 years, Voss worked for the Federal Bureau of Investigation leading international crisis and...

Duration:00:24:26

Episode 4: Coaching Sports and Mastering Coffee

2/14/2017
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Starbucks' SVP of Channel Development, Glenn Hartman, has built a successful career in leadership—from a 25-year stint at P&G where he led 3,000 people to his current role at Starbucks. But the force behind his impressive credentials is a passion for helping others reach their full potential. Known as “Coach Glenn” by his friends and coworkers, he applies a lifelong love of sports—both as a student-athlete at Yale and a coach of football, baseball, and soccer—to his unique leadership...

Duration:00:32:32

Episode 3: Maslow’s Hierarchy and Elements of Value

10/20/2016
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Partner at Bain & Company, Eric Almquist, shares his research published in Harvard Business Review, "The 30 Elements of Customer Value." Almquist's research hypotheses originated when he noticed a trend: companies were delivering many aspects of value---beyond financial value---that were critically important to customers. Borrowing from Abraham Maslow's hierarchy of needs, Almquist structures elements of value in a pyramid, from "functional" elements all the way to "social impact"...

Duration:00:25:09

Episode 2: Meet Your New Customer

3/3/2016
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Forrester's Principal Analyst in B2B Marketing, Mary Shea, discusses how The Age of the Customer is affecting sellers and marketers. Prior to her career in sales and marketing, Shea received her Ph.D. in musicology and ethnomusicology from Kent State University and traveled globally for oboe performance. At Forrester, she now focuses on sales enablement strategies and changes in the evolving buyer and seller journey. Shea is a professor of marketing at The University of Chicago and speaks...

Duration:00:09:59

Episode 1: Rise of the Value Broker

8/10/2015
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CIO of Accenture, Andrew Wilson, leads the global IT operations of a $32.9 billion company. After a series of roundtable events with IT executives, he and Voice of Value host Chad Quinn sat down to discuss an insight from conversations with over 100 executives in IT: the rise of the value broker. Wilson shares what it means to be a broker of value between the business and IT organizations, and how the CIO and other IT leaders can step into this new role. The post Episode 1: Rise of the...

Duration:00:03:13