Featuring: Dave Cooper, Former U.S. Navy SEAL & Founder of Verge

Episode 21 - What the Navy SEALs Can Teach You About Building a Successful Team

In this episode, Managing Director of HP North America, Stephanie Dismore, discusses with Ecosystems’ CEO and Voice of Value podcast host, Chad Quinn, the unprecedented uncertainty going into 2022 and the need to ensure you have the right systems, tools, and processes that allow you the flexibility for the unknown. Tune in to learn about Stephanie’s experiences with aligning to the customer through an outcome selling framework and what the coming year for sales leadership looks like.

Episode - 22 - Unprecedented Uncertainty

Partner at Bain & Company, Eric Almquist, shares his research published in Harvard Business Review, “The 30 Elements of 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” elements. Companies with multiple elements of value have greater customer loyalty and grow revenue at a faster rate than companies with just one element of value, according to this research. From his passion for photography and Leica cameras, to his research on the value of Amazon, BMW, and British Airways, Almquist shares what it means for companies to move beyond financial value with the lens of holistic value.

Episode 3 - Maslow’s Hierarchy and Elements of Value

Geoffrey Moore, Bestselling Author, Speaker, Advisor, discusses his jihad on outcome-based selling.

3 Key Insights from this Episode:

1. Digital transformation is putting a greater emphasis on outcome selling. Geoff shares some terrific examples of how Salesforce.com is doing this.

2. This holy war, or Geoff's jihad, with executives to put a second pipeline in their CRM around outcome selling.

3. A next generation of customer success, which now looks at three levels of outcomes for a customer.

Sales Transformation: Geoff's Jihad on Outcome Selling

In part two of this podcast episode, Stanley McChrystal, Former Commander of U.S. and International Forces in Afghanistan, Bestselling Author, and Founder of the McChrystal Group, dives into personal stories and experiences on leadership growth and evolution.

Leadership Lessons from a Four-Star General (Part 2)

In this Voice of Value podcast episode, J.B. Wood, CEO of Technology Services Industry Association (TSIA), discusses the change that is needed in the current world of XaaS (Anything as a service) for channel partners to thrive.

Episode 16 - Rethinking the Channel in an XaaS World - Featuring: J.B. Wood, TSIA

In this Voice of Value podcast episode, Beth Comstock, author of Imagine It Forward and former vice chair of GE, discusses human-first leadership, navigating change, and Generation Eco.

Episode 17 - Human-First Leadership, Navigating Change, and Generation Eco

In this Voice of Value podcast episode, Allison Pickens, COO of Gainsight, discusses technology in the human experience.

Episode 18 - Speaking the Truth: Technology in the Human Experience

Episode 19 - Transformational (Mehta-morphic) Success For All

In this episode of the Voice of Value podcast, Frank Cespedes, Senior Lecturer at Harvard Business School and author of Sales Management That Works, discusses the changing landscape between buyers and sellers, the need for massive transformation in sales training and performance coaching, and aligning with customers on unique value creation.

Voice of Value

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