<![CDATA[holisticselling]]>Tune in to learn how to achieve extraordinary results in B2B selling by leveraging the holisticselling framework!

]]>www.holisticselling.comRiverside.fm (https://riverside.com)Thu, 28 May 2026 06:05:09 GMTMon, 23 Feb 2026 19:38:52 GMT60Bernard Goor<p>Tune in to learn how to achieve extraordinary results in B2B selling by leveraging the holisticselling framework!</p>episodicBernard Goorbernardgoor@gmail.comno<![CDATA[holisticselling podcast episode #14 - conversation with Jessica Warren]]>On this episode of the holisticselling podcast, Jessica Warren and Bernard Goor discuss how AI-enabled product marketing can dramatically improve sales productivity by reducing the time sales teams spend searching for internal information. Jessica emphasizes that product marketing must evolve into a trusted advisor that delivers contextual, value-based intelligence directly into sales workflows. The conversation highlights the importance of replacing product-centric messaging with business outcome-driven narratives supported by quantifiable customer results and relatable case studies. Jessica also explains how custom AI agents can dynamically generate battlecards, competitive positioning, talk tracks, and value narratives tailored to each prospect interaction. Finally, both Jessica and Bernard reinforce that AI is a force multiplier—not a replacement for strong cross-functional processes, alignment, and foundational GTM discipline.

3 Key Takeaways

  1. Sales productivity improves when AI delivers contextual intelligence directly into workflows, eliminating the need for reps to search through fragmented content and outdated materials.
  2. Product marketing should focus less on features and more on quantifiable business outcomes, relatable customer stories, and value narratives that help sales teams create trust and engagement.
  3. AI-powered GTM systems are most effective when built on strong foundational processes and tight alignment between product marketing, sales, marketing, and customer success.

Chapters

00:00 Introduction
02:17 How to Improve the Productivity of the Sales Team
05:30 Aligning Marketing and Sales
09:29 Shifting Focus from Product to Customer Outcomes
12:54 Creating Relatable Customer Stories
16:59 Leveraging AI for Sales Enablement
25:14 The Agentic PMM Framework and Its Impact
27:58 Summary and Call to Action

]]>0ebbee3f-b9f2-483f-95f8-444c65c69e93Tue, 26 May 2026 14:46:48 GMT<p>On this episode of the holisticselling podcast, Jessica Warren and Bernard Goor discuss how AI-enabled product marketing can dramatically improve sales productivity by reducing the time sales teams spend searching for internal information. Jessica emphasizes that product marketing must evolve into a trusted advisor that delivers contextual, value-based intelligence directly into sales workflows. The conversation highlights the importance of replacing product-centric messaging with business outcome-driven narratives supported by quantifiable customer results and relatable case studies. Jessica also explains how custom AI agents can dynamically generate battlecards, competitive positioning, talk tracks, and value narratives tailored to each prospect interaction. Finally, both Jessica and Bernard reinforce that AI is a force multiplier—not a replacement for strong cross-functional processes, alignment, and foundational GTM discipline.</p><p></p><p><b>3 Key Takeaways</b></p><ol><li>Sales productivity improves when AI delivers contextual intelligence directly into workflows, eliminating the need for reps to search through fragmented content and outdated materials.</li><li>Product marketing should focus less on features and more on quantifiable business outcomes, relatable customer stories, and value narratives that help sales teams create trust and engagement.</li><li>AI-powered GTM systems are most effective when built on strong foundational processes and tight alignment between product marketing, sales, marketing, and customer success.</li></ol><p></p><p><b>Chapters</b></p><p>00:00 Introduction<br />02:17 How to Improve the Productivity of the Sales Team<br />05:30 Aligning Marketing and Sales<br />09:29 Shifting Focus from Product to Customer Outcomes<br />12:54 Creating Relatable Customer Stories<br />16:59 Leveraging AI for Sales Enablement<br />25:14 The Agentic PMM Framework and Its Impact<br />27:58 Summary and Call to Action</p>no00:31:39holisticselling podcast episode #14 - conversation with Jessica Warrenfull<![CDATA[holisticselling podcast episode #13 - conversation with Carie Buchanan]]>Carie Buchanan and Bernard Goor discuss how leading SaaS companies transform customer success into a strategic growth engine by aligning sales, implementation, customer success and product teams around customer value. She emphasizes that churn is rarely caused by one major issue, but rather by a series of disconnects across the customer lifecycle. The conversation highlights the importance of defining customer outcomes early, operationalizing value realization throughout implementation and adoption, and embedding measurable ROI directly into products and customer scorecards. Carie and Bernard also explore how companies can reduce friction between teams through concurrent engineering, shared accountability, and improved use of customer data and AI. Finally, Carie explains how AI will fundamentally reshape customer success by enabling predictive risk detection, personalization at scale, and more strategic human engagement with customers.

3 Key Takeaways

  1. Value realization must unify the entire customer lifecycle
    Successful SaaS companies align sales, implementation, customer success and support teams around clearly defined customer business outcomes and measurable value realization.
  2. Time-to-first-value is critical to retention and expansion
    Implementations should prioritize the minimum viable product and focus first on the capabilities that deliver the fastest measurable customer outcomes.
  3. AI will elevate customer success across all segments
    AI’s biggest opportunity is not replacing people, but enabling proactive risk detection, personalized recommendations, richer customer conversations, and scalable white-glove experiences across all customer segments. 
]]>b6862b52-dbe9-441d-b028-b70cb54d0c13Tue, 19 May 2026 13:17:01 GMT<p>Carie Buchanan and Bernard Goor discuss how leading SaaS companies transform customer success into a strategic growth engine by aligning sales, implementation, customer success and product teams around customer value. She emphasizes that churn is rarely caused by one major issue, but rather by a series of disconnects across the customer lifecycle. The conversation highlights the importance of defining customer outcomes early, operationalizing value realization throughout implementation and adoption, and embedding measurable ROI directly into products and customer scorecards. Carie and Bernard also explore how companies can reduce friction between teams through concurrent engineering, shared accountability, and improved use of customer data and AI. Finally, Carie explains how AI will fundamentally reshape customer success by enabling predictive risk detection, personalization at scale, and more strategic human engagement with customers.</p><h3>3 Key Takeaways</h3><ol><li><b>Value realization must unify the entire customer lifecycle</b><br />Successful SaaS companies align sales, implementation, customer success and support teams around clearly defined customer business outcomes and measurable value realization.</li><li><b>Time-to-first-value is critical to retention and expansion</b><br />Implementations should prioritize the minimum viable product and focus first on the capabilities that deliver the fastest measurable customer outcomes.</li><li><b>AI will elevate customer success across all segments</b><br />AI’s biggest opportunity is not replacing people, but enabling proactive risk detection, personalized recommendations, richer customer conversations, and scalable white-glove experiences across all customer segments. </li></ol>no00:29:42holisticselling podcast episode #13 - conversation with Carie Buchananfull<![CDATA[holisticselling podcast episode #12 - conversation with Erick Rowe]]>This episode of the holisticselling podcast explores how modern product management must evolve from feature delivery to business outcome ownership in the age of AI. Erick Rowe and Bernard Goor discuss how product managers need to operate as CEOs of their products, owning customer success, value creation, and cross-functional alignment across sales, marketing, services, and customer success teams. Erick emphasizes that AI will dramatically accelerate software development and customer insight analysis, but warns that companies that only accelerate feature production will become commoditized and “synthetic.” Instead, organizations that anchor their strategy around purpose, values, collaboration, and customer-centricity will emerge as leaders. The conversation also highlights how AI-powered tools that capture customer-facing conversations will democratize customer feedback across organizations, enabling every department to hear the voice of the customer directly.

3 Key Takeaways

  • Product management must evolve from feature ownership to business outcome ownership.The best product organizations focus on customer success, value creation, and measurable business outcomes rather than simply shipping requested features. Product managers should think and operate like CEOs of their products.
  • AI can make teams exponentially more productive, but companies without a clear strategy, strong culture, and customer-centric values risk becoming commoditized. Human connection, purpose, and the ability to translate customer feedback into meaningful outcomes will become key differentiators.
  • Cross-functional collaboration is becoming the core competency of modern product leaders. Product managers must act as “chief collaboration officers,” aligning sales, marketing, implementation, support, and customer success teams around a unified customer success mission while leveraging AI-driven customer intelligence to reduce organizational friction.

Chapters

00:00 Introduction
02:33 Customer Success and Value Creation
06:25 Collaboration Between Product Management and Other Functions
09:05 Removing Internal Frictions
10:21 The Impact of AI on Capturing Customer Feedback
13:02 How AI Will Emphasize the Importance of Your Why
17:28 The Importance of Purpose and Values
18:38 Role of the Modern Chief Product Officer
20:24 Transforming Product Management Roles
23:02 How To Balance Customer Debt and Innovation
24:35 Summary and Call to Action


]]>50d0788b-c65a-4951-a1b8-2bf26a0a47e4Tue, 12 May 2026 13:13:22 GMT<p>This episode of the holisticselling podcast explores how modern product management must evolve from feature delivery to business outcome ownership in the age of AI. Erick Rowe and Bernard Goor discuss how product managers need to operate as CEOs of their products, owning customer success, value creation, and cross-functional alignment across sales, marketing, services, and customer success teams. Erick emphasizes that AI will dramatically accelerate software development and customer insight analysis, but warns that companies that only accelerate feature production will become commoditized and “synthetic.” Instead, organizations that anchor their strategy around purpose, values, collaboration, and customer-centricity will emerge as leaders. The conversation also highlights how AI-powered tools that capture customer-facing conversations will democratize customer feedback across organizations, enabling every department to hear the voice of the customer directly.<br /><br />3 Key Takeaways</p><ul><li>Product management must evolve from feature ownership to business outcome ownership.The best product organizations focus on customer success, value creation, and measurable business outcomes rather than simply shipping requested features. Product managers should think and operate like CEOs of their products.</li><li>AI can make teams exponentially more productive, but companies without a clear strategy, strong culture, and customer-centric values risk becoming commoditized. Human connection, purpose, and the ability to translate customer feedback into meaningful outcomes will become key differentiators.</li><li>Cross-functional collaboration is becoming the core competency of modern product leaders. Product managers must act as “chief collaboration officers,” aligning sales, marketing, implementation, support, and customer success teams around a unified customer success mission while leveraging AI-driven customer intelligence to reduce organizational friction.</li></ul><p>Chapters</p><p>00:00 Introduction<br />02:33 Customer Success and Value Creation<br />06:25 Collaboration Between Product Management and Other Functions<br />09:05 Removing Internal Frictions<br />10:21 The Impact of AI on Capturing Customer Feedback<br />13:02 How AI Will Emphasize the Importance of Your Why<br />17:28 The Importance of Purpose and Values<br />18:38 Role of the Modern Chief Product Officer<br />20:24 Transforming Product Management Roles<br />23:02 How To Balance Customer Debt and Innovation<br />24:35 Summary and Call to Action</p><p><br /></p>no00:28:01holisticselling podcast episode #12 - conversation with Erick Rowefull<![CDATA[holisticselling podcast episode #11 - conversation with Dan Corazzi]]>In this episode, Dan Corazzi and Bernard Goor discuss building high-performing, customer-centric SaaS organizations. Dan emphasizes that culture is the single most important driver of success, anchored in an “employees first, customer always” philosophy. He explains how aligning all functions around a shared definition of success—combining financial, customer, and employee metrics—creates true cross-functional execution. The conversation highlights how customer centricity must be operationalized through segmentation, journey mapping, metrics, and leadership behavior—not just stated as a value. Dan also shares practical strategies to empower frontline teams, simplify operations, and leverage AI to dramatically improve productivity and customer outcomes.

Top 3 Takeaways

  1. Culture drives everything – A strong culture built on beliefs, behaviors, and accountability—owned by everyone, not just leadership—is the foundation of customer success and growth.
  2. Alignment beats silos – True performance comes from a single shared definition of success across all functions, supported by common systems, metrics, and operating cadence.
  3. Execution over concepts – Customer centricity, simplicity, and AI only create impact when fully operationalized into processes, behaviors, and measurable outcomes across the business.

Chapters

00:00 Introduction
02:25 The Importance of Company Culture
05:41 Cross-Functional Alignment for Success
09:38 Architecting Customer Centricity
17:16 Empowering the Frontline Team
23:24 The Power of AI
25:57 Summary and Call to Action


]]>05d45731-fab4-4c64-b96b-160509b753f6Tue, 05 May 2026 13:10:45 GMT<p>In this episode, Dan Corazzi and Bernard Goor discuss building high-performing, customer-centric SaaS organizations. Dan emphasizes that culture is the single most important driver of success, anchored in an “employees first, customer always” philosophy. He explains how aligning all functions around a shared definition of success—combining financial, customer, and employee metrics—creates true cross-functional execution. The conversation highlights how customer centricity must be operationalized through segmentation, journey mapping, metrics, and leadership behavior—not just stated as a value. Dan also shares practical strategies to empower frontline teams, simplify operations, and leverage AI to dramatically improve productivity and customer outcomes.</p><p></p><p><b>Top 3 Takeaways</b></p><ol><li><b>Culture drives everything</b> – A strong culture built on beliefs, behaviors, and accountability—owned by everyone, not just leadership—is the foundation of customer success and growth.</li><li><b>Alignment beats silos</b> – True performance comes from a single shared definition of success across all functions, supported by common systems, metrics, and operating cadence.</li><li><b>Execution over concepts</b> – Customer centricity, simplicity, and AI only create impact when fully operationalized into processes, behaviors, and measurable outcomes across the business.</li></ol><p></p><p>Chapters</p><p>00:00 Introduction<br />02:25 The Importance of Company Culture<br />05:41 Cross-Functional Alignment for Success<br />09:38 Architecting Customer Centricity<br />17:16 Empowering the Frontline Team<br />23:24 The Power of AI<br />25:57 Summary and Call to Action</p><p><br /></p>no00:29:58holisticselling podcast episode #11 - conversation with Dan Corazzifull<![CDATA[holisticselling podcast episode #10 - conversation with Mike DeVita]]>This episode of the holisticselling podcast with Mike DeVita explores how value creation must be a core mindset across the entire B2B SaaS customer lifecycle—not just a late-stage sales tactic. Mike emphasizes starting with the customer’s strategic imperatives to build trust and relevance. The discussion introduces “value mapping”, which connects customer imperatives to seller capabilities and measurable KPIs. The conversation highlights the importance of introducing value early in the sales cycle and carrying it through implementation via strong alignment between sales and customer success. Ultimately, organizations that operationalize value creation across all go-to-market teams are better positioned to drive growth, retention, and long-term partnerships.

Key takeaways

  1. Start with customer strategic imperatives—not your solution. The most effective value selling begins with understanding what truly matters to the customer at a business level, which builds trust and unlocks more strategic conversations.
  2. Value creation must span the entire lifecycle (not just pre-sale). From early qualification to post-implementation, value should be defined, measured, and reinforced—especially through KPIs and executive business reviews.
  3. Make value creation an organizational capability, not a function. Best-in-class companies embed a value mindset across the entire organization, by creating a continuous value creation cycle between marketing, sales, and customer success.
]]>84f09eba-2c2b-4045-825a-d0d178c1518fWed, 29 Apr 2026 15:20:55 GMT<p>This episode of the holisticselling podcast with Mike DeVita explores how value creation must be a core mindset across the entire B2B SaaS customer lifecycle—not just a late-stage sales tactic. Mike emphasizes starting with the customer’s strategic imperatives to build trust and relevance. The discussion introduces “value mapping”, which connects customer imperatives to seller capabilities and measurable KPIs. The conversation highlights the importance of introducing value early in the sales cycle and carrying it through implementation via strong alignment between sales and customer success. Ultimately, organizations that operationalize value creation across all go-to-market teams are better positioned to drive growth, retention, and long-term partnerships.</p><p></p><p>Key takeaways</p><ol><li><b>Start with customer strategic imperatives—not your solution. </b>The most effective value selling begins with understanding what truly matters to the customer at a business level, which builds trust and unlocks more strategic conversations.</li><li><b>Value creation must span the entire lifecycle (not just pre-sale). </b>From early qualification to post-implementation, value should be defined, measured, and reinforced—especially through KPIs and executive business reviews.</li><li><b>Make value creation an organizational capability, not a function. </b>Best-in-class companies embed a value mindset across the entire organization, by creating a continuous value creation cycle between marketing, sales, and customer success.</li></ol>no00:25:52holisticselling podcast episode #10 - conversation with Mike DeVitafull<![CDATA[holisticselling podcast episode #9 - conversation with Keno Helmi]]>Great conversation with Keno Helmi, a 6-time CRO with great insights on how to optimize your sales success. Keno and Bernard Goor discuss the evolution of selling and buying in the SaaS B2B world, the structuring of the sales cycle, hiring and developing sales talent, negotiation throughout the sales cycle, value selling and business case negotiation, and the role of AI in sales leadership.

Key takeaways:

  1. The most effective sales teams diagnose performance by stage, not just overall conversion, enabling more targeted improvements.
  2. Hiring top talent is critical to success, and sales reps have to become domain experts to successfully engage with customers and prospects.
  3. Top sales leaders create structured environments that reduce ambiguity, allowing reps to execute consistently.
  4. Controlling the value narrative through a quantified business case is critical to increasing deal size and avoiding price-driven negotiations.
]]>1f5c01ce-f6c1-4b26-92ca-7125e099a4bfTue, 21 Apr 2026 21:07:18 GMT<p>Great conversation with Keno Helmi, a 6-time CRO with great insights on how to optimize your sales success. Keno and Bernard Goor discuss the evolution of selling and buying in the SaaS B2B world, the structuring of the sales cycle, hiring and developing sales talent, negotiation throughout the sales cycle, value selling and business case negotiation, and the role of AI in sales leadership.</p><p></p><p>Key takeaways:</p><p></p><ol><li>The most effective sales teams diagnose performance by stage, not just overall conversion, enabling more targeted improvements.</li><li>Hiring top talent is critical to success, and sales reps have to become domain experts to successfully engage with customers and prospects.</li><li>Top sales leaders create structured environments that reduce ambiguity, allowing reps to execute consistently.</li><li>Controlling the value narrative through a quantified business case is critical to increasing deal size and avoiding price-driven negotiations.</li></ol>no00:31:05holisticselling podcast episode #9 - conversation with Keno Helmifull<![CDATA[holisticselling podcast episode #8 - conversation with MaryAnn Holder-Browne]]>The conversation with Marianne Holder-Brown delves into the transformation of marketing in the B2B SaaS industry, emphasizing the increased accountability of marketing in aligning with revenue and the role of storytelling in creating compelling brand stories. The discussion also explores the impact of AI on marketing, the transition from SEO to AEO, and the critical role of marketing in content creation.

Storytelling is the ability to convert your customer success into compelling stories that your frontline team members can use to win the hearts and minds of customers and prospects. It embodies both principles of @holisticselling: customer centricity and frontline empowerment. Invest in it!

Key takeaways

  • Marketing needs to align with the revenue goals of the company.
  • Storytelling and content creation is a critical skill for marketing organizations.
  • How AI will impact storytelling and content creation.
]]>a5c19c31-111a-40df-bf7c-89e351033aa1Tue, 14 Apr 2026 13:20:34 GMT<p>The conversation with Marianne Holder-Brown delves into the transformation of marketing in the B2B SaaS industry, emphasizing the increased accountability of marketing in aligning with revenue and the role of storytelling in creating compelling brand stories. The discussion also explores the impact of AI on marketing, the transition from SEO to AEO, and the critical role of marketing in content creation.</p><p>Storytelling is the ability to convert your customer success into compelling stories that your frontline team members can use to win the hearts and minds of customers and prospects. It embodies both principles of @holisticselling: customer centricity and frontline empowerment. Invest in it!</p><p>Key takeaways</p><ul><li>Marketing needs to align with the revenue goals of the company.</li><li>Storytelling and content creation is a critical skill for marketing organizations.</li><li>How AI will impact storytelling and content creation.</li></ul>no00:23:59holisticselling podcast episode #8 - conversation with MaryAnn Holder-Brownefull<![CDATA[holisticselling podcast episode #7 - conversation with John Burton]]>The conversation with John Burton covers the importance of alignment, customer centricity, and the balance between growth and profit in enterprise software companies. It emphasizes the need for holistic selling and the role of leadership in driving value creation through customer-focused strategies.

Takeaways

  • Alignment is crucial at all levels of the organization
  • Customer centricity can be measured and leveraged for value creation
  • Balancing growth and profit is essential for sustainable success

]]>c6759399-7ced-4f44-aafc-022b867fd650Tue, 07 Apr 2026 13:53:40 GMT<p>The conversation with John Burton covers the importance of alignment, customer centricity, and the balance between growth and profit in enterprise software companies. It emphasizes the need for holistic selling and the role of leadership in driving value creation through customer-focused strategies.</p><p></p><p>Takeaways</p><ul><li>Alignment is crucial at all levels of the organization</li><li>Customer centricity can be measured and leveraged for value creation</li><li>Balancing growth and profit is essential for sustainable success<p></p></li></ul>no00:27:59holisticselling podcast episode #7 - conversation with John Burtonfull<![CDATA[holisticselling podcast episode #6 - conversation with Annika Helmrich]]>The conversation with Annika Helmrich focuses on the critical role of marketing in aligning with sales to drive net new customer acquisition and customer expansion. It explores the importance of creating value-based messaging and customer stories, fueling a virtuous cycle of growth and overcoming internal frictions. It discusses the impact of AI on marketing in B2B SaaS and shares the role of marketing in defining the who, where, why and how of successful demand generation.

Key takeaways

  • The importance of sales and marketing alignment
  • Value-based messaging and customer stories
  • How to create a virtuous cycle of growth
  • Role of marketing to acquire net new customers and expand existing customers
  • The who, where, why and how of marketing
  • Impact of AI on Marketing
]]>393e856c-d920-41b1-abd3-1e1801258641Tue, 31 Mar 2026 13:03:09 GMT<p>The conversation with Annika Helmrich focuses on the critical role of marketing in aligning with sales to drive net new customer acquisition and customer expansion. It explores the importance of creating value-based messaging and customer stories, fueling a virtuous cycle of growth and overcoming internal frictions. It discusses the impact of AI on marketing in B2B SaaS and shares the role of marketing in defining the who, where, why and how of successful demand generation.</p><p></p><p>Key takeaways</p><ul><li>The importance of sales and marketing alignment</li><li>Value-based messaging and customer stories</li><li>How to create a virtuous cycle of growth</li><li>Role of marketing to acquire net new customers and expand existing customers</li><li>The who, where, why and how of marketing</li><li>Impact of AI on Marketing</li></ul>no00:29:02holisticselling podcast episode #6 - conversation with Annika Helmrichfull<![CDATA[holisticselling podcast episode #5 - conversation with Tom Wuensch]]>The conversation with Tom Wuensch centers on the importance of building a customer-focused culture and delivering value at every touchpoint. It explores the need to outcomes, not capabilities or products. It touches on the value of empathy and active listening in sales conversations. The dialogue emphasizes the need to balance short-term profitability with long-term success by investing in customer success. It concludes with a call to action for organizations to build a customer-obsessed culture.

Key takeaways

  • Build a customer-focused culture.
  • Deliver value at every touchpoint
  • Remember that customers want outcomes, not products.
  • Practice empathy and active listening.
  • Invest in customer success to achieve your long term success. 
]]>95b46b4f-ab33-40c0-8cd0-0efd2d41473cTue, 24 Mar 2026 13:24:20 GMT<p>The conversation with Tom Wuensch centers on the importance of building a customer-focused culture and delivering value at every touchpoint. It explores the need to outcomes, not capabilities or products. It touches on the value of empathy and active listening in sales conversations. The dialogue emphasizes the need to balance short-term profitability with long-term success by investing in customer success. It concludes with a call to action for organizations to build a customer-obsessed culture.</p><p>Key takeaways</p><ul><li>Build a customer-focused culture.</li><li>Deliver value at every touchpoint</li><li>Remember that customers want outcomes, not products.</li><li>Practice empathy and active listening.</li><li>Invest in customer success to achieve your long term success. </li></ul>no00:25:47holisticselling podcast episode #5 - conversation with Tom Wuenschfull<![CDATA[holisticselling podcast episode #4 - conversation with Gerald Poncet]]>The conversation between Bernard and Gerald delves into the importance of AI personalization in the context of sales and marketing. They discuss the challenges of engaging prospects and the need for deeper, more contextual personalization. Gerald emphasizes the significance of aligning commercial reasoning with personalized messaging and the role of AI in scaling relevance.

Takeaways

  • AI personalization is crucial for creating meaningful engagement with prospects.
  • The use of AI for go-to-market requires a focus on upstream sales plays and logic to ensure real commercial impact.
]]>3c88a8f3-fe8e-488f-b59e-b3b05ade5c63Tue, 17 Mar 2026 13:10:43 GMT<p>The conversation between Bernard and Gerald delves into the importance of AI personalization in the context of sales and marketing. They discuss the challenges of engaging prospects and the need for deeper, more contextual personalization. Gerald emphasizes the significance of aligning commercial reasoning with personalized messaging and the role of AI in scaling relevance.</p><p></p><p>Takeaways</p><ul><li>AI personalization is crucial for creating meaningful engagement with prospects.</li><li>The use of AI for go-to-market requires a focus on upstream sales plays and logic to ensure real commercial impact.</li></ul>no00:28:43holisticselling podcast episode #4 - conversation with Gerald Poncetfull<![CDATA[holisticselling podcast episode #3 - conversation with Jeff Groves]]>The conversation with Jeff Groves, CEO of Groves & Company, delves into the impact of cultural values on business success. It explores the alignment of values with holisticselling, the measurement of cultural impact, and the role of values in employee engagement and successful partnerships. Key takeaways include the driving force of cultural values, the use of a balanced scorecard to measure your business holistically, and the importance of empathy and trust in driving employee engagement and customer success.

"Employee first and client obsessed!" (Jeff Groves)

Takeaways

  • Cultural values drive behavior
  • Balanced scorecard measures cultural impact
  • Empathy and trust are key to success

Chapters

  • 00:00 Summary and Call to Action
]]>d1c0d61d-734b-4f6a-b646-bf26e9284610Tue, 10 Mar 2026 13:30:24 GMT<p>The conversation with Jeff Groves, CEO of Groves &amp; Company, delves into the impact of cultural values on business success. It explores the alignment of values with holisticselling, the measurement of cultural impact, and the role of values in employee engagement and successful partnerships. Key takeaways include the driving force of cultural values, the use of a balanced scorecard to measure your business holistically, and the importance of empathy and trust in driving employee engagement and customer success.</p><p>"Employee first and client obsessed!" (Jeff Groves)</p><p></p><p>Takeaways</p><ul><li>Cultural values drive behavior</li><li>Balanced scorecard measures cultural impact</li><li>Empathy and trust are key to success</li></ul><p></p><p>Chapters</p><ul><li>00:00 Summary and Call to Action</li></ul>no00:29:08holisticselling podcast episode #3 - conversation with Jeff Grovesfull<![CDATA[holisticselling podcast episode #2 - why values are critical to your success]]>This podcast episode emphasizes the significance of core values in guiding business decisions and ensuring long-term success. The core values discussed are: accountability, integrity, empathy, humility, respect and value creation. Adopting these values will drive your business success.

Takeaways

  • Core values are essential for guiding business decisions.
  • Strong moral values are the foundation of long-term success.
]]>2de63b7d-20a1-44f7-bc3f-84d456efe57dTue, 03 Mar 2026 14:26:04 GMT<p>This podcast episode emphasizes the significance of core values in guiding business decisions and ensuring long-term success. The core values discussed are: accountability, integrity, empathy, humility, respect and value creation. Adopting these values will drive your business success.</p><p></p><p>Takeaways</p><ul><li>Core values are essential for guiding business decisions.</li><li>Strong moral values are the foundation of long-term success.</li></ul>no00:07:25holisticselling podcast episode #2 - why values are critical to your successfull<![CDATA[holisticselling podcast episode #1 - your purpose matters!]]>This episode covers the foundational level of the holistic selling methodology, focusing on the importance of defining a company's purpose. It explores the principles of creating an effective purpose, provides examples of effective and ineffective purposes, and emphasizes the key takeaways related to purpose and brand alignment.

Takeaways

  • Your purpose is the true North of a company's culture.
  • Your purpose needs to inspire your customers and prospects to engage with your brand.
]]>118beb75-b6f4-4bd4-aa16-b47a26511246Tue, 24 Feb 2026 14:21:44 GMT<p>This episode covers the foundational level of the holistic selling methodology, focusing on the importance of defining a company's purpose. It explores the principles of creating an effective purpose, provides examples of effective and ineffective purposes, and emphasizes the key takeaways related to purpose and brand alignment.</p><p></p><p>Takeaways</p><ul><li>Your purpose is the true North of a company's culture.</li><li>Your purpose needs to inspire your customers and prospects to engage with your brand.</li></ul>no00:07:222holisticselling podcast episode #1 - your purpose matters!full<![CDATA[holisticselling podcast - launch announcement]]>The holisticselling podcast aims to share the concepts behind holisticselling. The framework is based on customer centricity and frontline focus, with a focus on aligning at four different levels for extraordinary results.

Takeaways

  • holisticselling Methodology
  • Customer Centricity
  • Focus on the Frontline

]]>10f73e76-07c2-44a2-9eec-4c1edcde8f3bMon, 23 Feb 2026 19:42:06 GMT<p>The holisticselling podcast aims to share the concepts behind holisticselling. The framework is based on customer centricity and frontline focus, with a focus on aligning at four different levels for extraordinary results.</p><p></p><p>Takeaways</p><ul><li>holisticselling Methodology</li><li>Customer Centricity</li><li>Focus on the Frontline</li></ul><p></p>no00:04:131holisticselling podcast - launch announcementfull