In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with Sultan Semlali, Value Coach and Global Value Consulting Director at Sitecore, about how AI is reshaping value engineering and sales, and why it’s the human touch and softer skills that are driving value consulting and engineering success.

Today, “hospitality,” trust, discovery, and storytelling are becoming the true differentiators in complex B2B decisions.

1. AI is accelerating sales execution, but it cannot replace trust and human connection.
2. Hospitality and authenticity will become key differentiators in high-stakes B2B buying.
3. Great value consultants combine hard value skills with discovery, consensus-building, and storytelling.
4. Buyer enablement matters as much as sales enablement in complex decisions.
5. AI can improve narratives and content, but only if sellers know what to ask and how to validate.
6. Discovery must go deeper, using frameworks like Socratic questioning and “five whys.”
7. Trust without value wastes time, and value without trust feels transactional.
8. Deliberate practice and cross-discipline learning build the soft skills AI can’t replicate.
9. AI agents may handle transactional sales, but complex decisions still require human guidance.
10. Micro-habits and continuous learning are essential to staying relevant in an AI-driven world.

In this episode of the Value Coffee Talk podcast, host Thomas Pisello speaks with David Brock, author of the new book: 'Is Good Enough Good Enough?'

The pair discuss the decline of performance standards in sales, the importance of mindsets and behaviors for high performers, and the impact of AI on sales processes.

Brock emphasizes the need for a human element in sales, the pursuit of excellence over mediocrity, and the significance of daily habits for personal growth. The conversation also touches on hiring practices and the importance of aligning mindsets with organizational goals.

1. The decline in performance standards is concerning.
2. Mediocrity is often accepted, but it shouldn't be.
3. High performers have distinct mindsets and behaviors.
4. AI can overwhelm salespeople with too many tools.
5. Caring for oneself and others is essential for success.
6. Mediocrity requires more effort than pursuing excellence.
7. Daily habits contribute to personal growth and excellence.
8. Hiring should focus on mindset and potential.
9. The human element is crucial in an AI-driven world.
10. Continuous improvement is a journey, not a destination.

1. "AI amplifies who we are."
2. "Mediocrity is the harder way out."
3. "It's a journey of continual improvement."

In this episode of Value Coffee Talk, host Thomas Pisello engages with Tim Ryder, VP of Finance and Compliance at Caveonix, to explore the perspectives of CFOs on solution providers and the purchasing process.

The duo discuss the importance of reliable data, the crisis of confidence in purchase decisions, the necessity of training and change management, and the critical role of trust in customer relationships.

The conversation emphasizes the need for CFO-ready business case presentations that demonstrate ROI and the emotional motivation to change, ultimately highlighting how effective solutions can create value for organizations.

1. CFOs seek reliable data to make informed decisions.
2. Trust is the most significant factor in purchasing decisions.
3. Training is essential for successful product adoption.
4. Crisis of confidence affects buyer decisions.
5. Building trust leads to long-term customer relationships.
6. CFO-ready presentations must be credible and relevant.
7. Emotional motivation drives the need for change.
8. Demonstrating ROI is crucial for sales success.
9. Effective solutions must address specific customer needs.
10. Understanding the buyer's perspective is key to successful sales.

"Trust is the number one buy button today."