Voice of Value

The post Episode 22: Unprecedented Uncertainty appeared first on Ecosystems.

The post Episode 21: What the Navy SEALs Can Teach You About Building a Successful Team appeared first on Ecosystems.

The post Episode 20: Hitting “Big Casino” in the Sustained Data Revolution appeared first on Ecosystems.

The post Episode 19 – Transformational (Mehta-morphic) Success For All: Leading with Passion, Transparency, and Vulnerability appeared first on Ecosystems.

The post Episode 18: Speaking the Truth – Technology in the Human Experience appeared first on Ecosystems.

The post Episode 17: Human-First Leadership, Navigating Change, and Generation Eco appeared first on Ecosystems.

The post Episode 16: Rethinking the Channel in an XaaS World appeared first on Ecosystems.

The post Episode 15 – Part 2: Leadership Lessons from a Four-Star General appeared first on Ecosystems.

The post Episode 15 – Part 1: Leadership Lessons from a Four-Star General appeared first on Ecosystems.

The post Episode 14 – Sales Transformation: Geoff’s Jihad on Outcome Selling appeared first on Ecosystems.

The post Episode 13 – Part 2: Here’s the Secret to the Perfect Sales Moment appeared first on Ecosystems.

The post Episode 13 – Part 1: Is it Time for the RFP to RIP? How the B2B Sales Process is Changing appeared first on Ecosystems.

The post Episode 12: What’s the Next Big Thing for the Guy Who Usually Discovers the Next Big Thing? appeared first on Ecosystems.

The post Episode 11: What is Social Selling? (Hint: it’s not the same as Social Media) appeared first on Ecosystems.

The post Episode 10: Heroes, Villains, and Mentors–Storytelling for Sales appeared first on Ecosystems.

The post Episode 9: Empathy and Sales appeared first on Ecosystems.

The post Episode 8: From Relay Race to Rugby Scrum: The New Dynamic of Sales, Marketing, and Customer Success appeared first on Ecosystems.

The post Episode 7: The Neuroscience of Trust appeared first on Ecosystems.

The post Episode 6: A SWAT Team Mixing Baby Bottles & An Outward Mindset appeared first on Ecosystems.

The post Episode 5: Oprah, Girl Scouts, and Black Swans appeared first on Ecosystems.

The post Episode 4: Coaching Sports and Mastering Coffee appeared first on Ecosystems.

The post Episode 3: Maslow’s Hierarchy and Elements of Value appeared first on Ecosystems.

The post Episode 2: Meet Your New Customer appeared first on Ecosystems.

The post Episode 1: Rise of the Value Broker appeared first on Ecosystems.

In this Voice of Value podcast episode, Nick Mehta, CEO of Gainsight, shares tips on leading with passion, transparency, and vulnerability. The post Episode 19: Transformational (Mehta-morphic) Success For All: Leading with Passion, Transparency, and Vulnerability appeared first on Ecosystems.

In this Voice of Value podcast episode, Allison Pickens, COO of Gainsight, discusses technology in the human experience. The post Episode 18: Speaking the Truth – Technology in the Human Experience appeared first on Ecosystems.

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. The post Episode 17: Human-First Leadership, Navigating Change, and Generation Eco appeared first on Ecosystems.

In this Voice of Value podcast episode, J.B. Wood, CEO of Technology Services Industry Association (TSIA), discusses why B2B sales vendors need to start rethinking their channel partnerships and enabling them to provide a personalized and branded customer experience. The post Episode 16: Rethinking the Channel in an XaaS World – Featuring: J.B. Wood appeared first on Ecosystems.

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. The post Episode 15 – Part 2: Leadership Lessons from a Four-Star General – Featuring: Stanley McChrystal appeared first on Ecosystems.

In part one of this podcast episode, Stanley McChrystal, Former Commander of U.S. and International Forces in Afghanistan, Bestselling Author, and Founder of the McChrystal Group, shared with us invaluable lessons on what leadership is and how to manage imminent transformational changes in your sales organization. The post Episode 15 – Part 1: Leadership Lessons from a Four-Star General – Featuring: Stanley McChrystal appeared first on Ecosystems.

Bestselling Author, Speaker, and High Tech Company Advisor, Geoffrey Moore, discusses his jihad with executives to put a second pipeline in their CRM systems around outcome selling. The post Episode 14 – Sales Transformation: Geoff’s Jihad on Outcome Selling – Featuring: Geoffrey Moore, Bestselling Author, Speaker, Advisor appeared first on Ecosystems.

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) – Featuring: J.B. Wood, Technology Services Industry Association (TSIA) appeared first on Ecosystems.

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) – Featuring: J.B. Wood, Technology Services Industry Association (TSIA) appeared first on Ecosystems.

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? – Featuring: Keith Krach, DocuSign appeared first on Ecosystems.

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 the industry today. The post Episode 11: What is Social Selling? (Hint: it’s not the same as Social Media) – Featuring: Jill Rowley, Marketo appeared first on Ecosystems.

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 – Featuring: Nancy Duarte, Duarte, Inc. appeared first on Ecosystems.

Ecosystems' co-founder and CTO, Michael Plaskow, discusses how Ecosystems' capabilities help sales, marketing, and customer success professionals move customers through the buyer's journey. The post Celeste Headlee, Author and Acclaimed Journalist appeared first on Ecosystems.

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: Empathy and Sales – Featuring: Brent Adamson, Gartner appeared first on Ecosystems.

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 organizations running concurrently, supporting each other toward the common goal of retaining and growing the customer. The post Episode 8: From Relay Race to Rugby Scrum: The New Dynamic of Sales, Marketing, and Customer Success – Featuring: Steve Silver, SiriusDecisions appeared first on Ecosystems.

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 studies how to improve business outcomes. The post Episode 7: The Neuroscience of Trust – Featuring: Paul Zak, Author appeared first on Ecosystems.

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, led to his team mixing baby bottles during a house search, and why he now turns the barcodes up for the cashier at Target. Read more of his story in The Outward Mindset by The Arbinger Institute. The post Episode 6: A SWAT Team Mixing Baby Bottles & An Outward Mindset – Featuring: Chip Huth, Kansas City, Missouri Police Department appeared first on Ecosystems.

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 high-stakes negotiations. After his time at the Bureau, he went on to apply his expertise in negotiation to the business world. He teaches business negotiation in the MBA program at University of Southern California and Georgetown University and is the author of Never Split the Difference: Negotiating as If Your Life Depended On It. Voss talks to Voice of Value host Chad Quinn about how to uncover a black swan, why getting someone to say "that's right" is the key to negotiation, and how to discover the decision maker and deal killer in business conversations. The post Episode 5: Oprah, Girl Scouts, and Black Swans – Featuring: Chris Voss, Black Swan Group appeared first on Ecosystems.

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 approach. His investment in Starbucks partners (employees) translates to their customer relationships, also. Glenn says that “all great customer experiences begin with creating a great employee experience.” He talks to host Chad Quinn, Ecosystems’ President and Founder, about his life mantra to “live, love, and leave a legacy,” his experience meeting farmers in Costa Rica, and his journey to becoming a Starbucks Coffee Master. The post Episode 4: Coaching Sports and Mastering Coffee – Featuring: Glenn Hartman, Starbucks appeared first on Ecosystems.

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" 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. The post Episode 3: Maslow’s Hierarchy and Elements of Value – Featuring: Eric Almquist, Bain & Company appeared first on Ecosystems.

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 regularly on business topics. The post Episode 2: Meet Your New Customer – Featuring: Mary Shea, Forrester appeared first on Ecosystems.

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 Value Broker – Featuring: Andrew Wilson, Accenture appeared first on Ecosystems.