169 A Crisis Of Buyer Confidence: Tom Pisello and David Yockelson

Summary Tom Pisello, the ROI Guy and serial entrepreneur and David Yockelson, senior fellow at Gartner and Value Selling expert join Dan on this episode. The conversation covers a wide range of topics related to B2B marketing and sales, including the challenges of subscription fatigue, the impact of AI on decision-making, the role of value engineering in sales, and the importance of post-sale value and customer success. The speakers discuss the need for an orchestrated approach to value execution, the impact of technology on customer success, and the challenges of renewing customers in the current market landscape. Takeaways The impact of subscription fatigue on B2B marketing and sales. The role of AI in decision-making and its impact on buyer behavior. The importance of an orchestrated approach to value execution in sales. The challenges and opportunities in post-sale value and customer success. The impact of technology on customer success and the renewal of customers. Chapters 00:00 Introduction and Technical Setup 06:13 Challenges of Subscription Fatigue in B2B Marketing and Sales 11:13 The Impact of AI on Decision-Making and Buyer Behavior 43:34 Post-Sale Value and Customer Success 50:03 Renewing Customers and the Impact of Technology on Customer Success