The Quantum Leap. Focused on the Future, Aligned with Today.
By Vendor Neutral
The Quantum Leap. Focused on the Future, Aligned with Today.Jan 27, 2021
4 Opportunities For Massive Growth In Customer Value Management
Customer value is the most valuable asset of any company. Your customers and the value you’ve delivered to them is the reason they're customers. How do you make enterprise customer value management a reality? Listen as Justin Michael, Vendor Neutral’s Futurist speaks with Jim Berryhill, DecisionLink’s Evangelist about moving beyond traditional ROI calculators, developing the ability to scale on anything, and four opportunities for massive growth in Customer Value Management.
About Our Guest:
Jim Berryhill is the Chief Evangelist & Co-Founder of DecisionLink. Jim spent over 30 years in enterprise software sales and sales management, leading high-performance teams at ADR, CA, Siebel Systems, and HP Software with a focus on value selling. He founded DecisionLink with a vision to make Customer Value a strategic, competitive asset by delivering the first enterprise-class platform for Value Management. Jim is a graduate of the University of Georgia, resides in Atlanta with his wife Elise, and has 2 children and 3 grand-children.
Closing the Customer Engagement Gap | Showing A Clear Case of ROI
Sixty-six percent of buyers say ROI is essential to the decision-making process, yet only 16 percent of sellers are able to make a clear case for ROI. Tom Pisello, the ROI Guy, shares practical tips on how to close the customer engagement gap, the importance of discovery and alignment, and tips for closing the biggest gap, showing a clear case of ROI. Listen in for the specific methods, techniques, tools, mindset, and skillset that you need to engage with today's evolved buyers.
About our Guest:
Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. He's well known from his videos, blog, and newsletter as “the ROI Guy.” Founder of the Evolved Selling Institute and currently Chief Evangelist for Mediafly. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. He founded Interpose in 1993 and sold it to Gartner in 1998. At Gartner, Tom served as Managing VP and was instrumental in Gartner’s software becoming the industry standard for TCO and ROI assessment. After leaving Gartner, Tom launched and developed several innovative companies including Full Armor, Connotate Technologies, DigitalOwl, OurBeginning.com, and Puerta-Bella.com. During this time, he gained substantial start-up experience in IT management, security, big data, and e-commerce. Tom holds a BS degree in Electrical Engineering from the State University of New York at Buffalo and a “mini-MBA” from Rollins College in Florida. Tom currently lives in Winter Park, a small college town located just north of Orlando, Florida, with his two teenage daughters.
Biggest Trends in Digital Transformation
Digital transformation is enabling deep analysis like never before. Digital selling has become a way for companies to address clients' needs in a consistent and scalable way with investment in sales technology. Listen as Rakhi Voria, Director of Global Digital Sales at IBM, and Justin Michael, Vendor Neutral’s Futurist discuss the shift to digital selling, aligning sales and marketing, and the keys to measuring the success of digital selling.
About Our Guest:
As the Vice President of IBM Global Digital Sales Development, Rakhi Voria manages a team that is responsible for the strategy, implementation, and revenue of the Digital Sales Development (DSD) function globally. Within the DSD sales force, there are ~350 Digital Development Representatives and Business Development Representatives responsible for driving client engagement, deal progression, and closure of select deals. Rakhi previously worked at Microsoft and most recently served as the Chief of Staff to the Corporate Vice President of WW Inside Sales, where she played a key role in building a new digital sales force for Microsoft, growing the team to 2,000 digital sellers globally and the business to over $5B in under 3 years.
Rakhi has a strong passion for advancing women in sales and millennials in business and regularly shares her thoughts on these topics by speaking at conferences and writing publications in Forbes as a member of the Forbes Business Development Council. She currently serves as Executive Co-Chair of Women@IBM NYC, which is focused on attracting, retaining, and advancing women.
Rakhi has been featured in Geekwire, The Seattle Times, Career Contessa, and other publications. She was named a Top 100 Global Sales Leader by the Modern Sale in 2021, a Top Woman in Sales Keynote Speaker in 2020, and a Top Sales Woman to Watch in 2019. She earned her M.Sc. from the University of Oxford and her B.A. from Colorado College. Rakhi is based in New York City.
Twitter: https://twitter.com/rakhivoria
Forbes articles: https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/people/rakhivoria/#48e2218175a1
Women in sales documentary feature: https://www.youtube.com/watch?v=hHAnPbQJSHQ
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The Future of Sales Training | Skills, Competencies, and Behaviors That Help Modern Sellers to Support a Modern Buyer
To meet the modern buyer, we have to understand who the buyer is, who the personas are, what their buying processes are, and then align our sales process and thus our sales competencies to that buying process How do we develop sales training to get skill-based training, retention and behavioral change in this modern world where there are so many distractions? Listen as David Bauders, CEO of SPARXiQ shares insights into the future of sales training and the keys to developing salespeople that outperform other sellers in the marketplace.
Sales Enablement to Generate Revenue in 2021 and Beyond
Customers and the people selling to them have changed, suddenly things that were working are not and sellers have had to pivot their selling methodology. How can we adapt? Listen in as our host Justin Michael and OneUp’s CRO Ian Moyse discuss sales enablement, the tools, processes, and people that we need to be successful in 2021 and beyond.
About our Guest:
Ian Moyse, Technology Sales Leader and Chief Revenue Officer at OneUp Sales; is also an industry cloud social influencer and is widely published on matters of Cloud and Sales Leadership. Ian is called upon to blog and social influence by many global cloud vendors and was rated twice #1 cloud influencer by Onalytica.
Quantum Leap Episode 17 with Scott Smith: Leveraging Sales Technology in Enterprise Channel Sales | Start by identifying the problems you’re trying to solve
There's always going to be a new widget out there that somebody can try but if it doesn't fall into line with your business plan, it doesn't make any sense. Listen in as Justin Michael discusses how to leverage sales technology in enterprise channel sales, the role of social media, and ideas on how to approach digital innovation in our latest Quantum Leap Podcast with Scott Smith, Channel Manager, Panasonic's Visual Systems Solutions.
About our Guest:
Scott T. Smith has provided guidance to B2B, HiEd, and K-12 educational institutions, tech manufactures, and channel partners throughout the US, Canada, UK, and South America. Scott has more than 25 years’ experience in the Tech industry with such well-known companies as Apple, Promethean, Oracle, and now Panasonic. During his career, Scott has partnered and consulted with some of the most recognized names in the tech space, the aforementioned Apple, Dell, SYNNEX, and CDW, to name a few. Whether it was a direct sales assignment, leading a sales team or building and coaching a sales channel, Scott has worked directly with such distinguished institutions and organizations as, The Ohio State University, University of Michigan, Michigan St. University, University of West Georgia, New York City DOE, Chicago Public Schools, San Diego Unified, The School District of Philadelphia, Chick-fil-A, Ford, Wilson Sporting Goods, as well as many others.
The One Question to Ask Yourself Before Sales Technology Implementation to Ensure the Success of your Enablement Initiative
Successful sales technology implementation is more important than ever for your success. In this episode, Tamara Schenk shares insights on implementing sales technology and what you need first to leverage sales technology effectively. If you are looking for where to start, ways to develop as a sales enablement leader, and the components to a successful sales enablement strategy, listen today.
The Sales Technology & Skills You’ll Need in 2025 for Digitally Enabled Enterprise Sales
Sales has always been about engaging with customers, but sales technology tools and the way that we connect with people has changed drastically. Robert Beattie discusses the future of digitally enabled enterprise sales, the skills you’ll need in 2025, the keys to sales technology adoption, and where sales and marketing can intersect at account based engagement. Listen in to learn more.
Quantum Leap Episode 14 with Hang Black: A Look Into The Future of Sales Enablement
The future of sales enablement and revenue enablement includes leveraging technology, consolidating your sales tech stack, and removing the glass wall between sales and marketing. Listen as guest Hang Black, shares her thoughts on these topics and discusses ideas from her book on ways to uplift immigrant women in the workplace. To learn more visit: www.hangwithhang.com
Quantum Leap Episode 13 with Brandon Fluharty: 3 Ways Sales Technology will Shape the Future of Strategic Selling & Enterprise Sales
Everyone is wondering how sales technology will affect the future of enterprise selling. Brandon Fluharty discusses key tools in your sales technology stack, strategic selling, and the future of A.I. and enterprise sales. If you are interested in strategic enterprise selling and the ways sales technology will shape the future, listen today.
Quantum Leap Episode 12 with Andy Kaplan: Future of Sales in the Enterprise
Everyone is wondering how sales is going to change in the pandemic and beyond, there's the speed, the frenetic pace of sales, and sales technology. Our host Justin Michael and Andy Kaplan from Elastic InfoSec delve into the future of sales and enterprise sales software. If you’re wondering where marketing and sales are headed in a world of automation, artificial intelligence, machine learning listen today.
Quantum Leap Episode 11 with Robert Peterson: Developing the Revenue Leaders of Tomorrow
What’s changing in sales? Buyers have changed, business culture has changed, and sales technology is constantly evolving. How do you prepare the sales leaders of tomorrow? Join Justin Michael as he talks with Robert Peterson, Deans's Distinguished Professor of Sales at Northern Illinois University to uncover how sales and marketing have evolved and how he’s preparing his students to be successful.
Quantum Leap Episode 10 with Patrick Mulkey: Evaluating and Updating Your Enterprise Sales Technology Stack
If you are an enterprise company, remote selling has made evaluating and updating your sales technology stack essential. Join Justin Michael and Patrick Mulkey from Gordon Food Service to learn how to update your stack to enable your sellers. If you need help understanding how to effectively switch to remote selling and identify the best sales tools you need in your stack, listen in.
Quantum Leap Episode 9 with Mark Hunter: The New Selling From Home and How to Connect With Your Enterprise Buyers
On this episode of the Quantum Leap Podcast, our host Justin Michael speaks with Mark Hunter, The Sales Hunter. They discuss the new selling from home environment, mindset, and the keys to building relationships with your enterprise buyers. How transparency and authenticity are important to building trust and using Three-level deep questioning to connect with your buyers. Mark shares details about embracing the nine-pane strategy with your enterprise customers, ideas for training remote sales teams, and tips for creating lifelong customers.
Quantum Leap Episode 8 with Scott Brinker: Tangible Ways to Digitally Transform Enterprise Organizations
On this episode of the Quantum Leap Podcast, our host Justin Michael talks with Scott Brinker, VP of Platform Ecosystem at Hubspot. They discuss tangible ways to digitally transform enterprise organizations, share tips on the importance of compelling content, understanding your customer, and how to get started mapping your customer journey. Scott also shares trends in Martech and where he thinks future innovation is headed. This episode is jam-packed with information. Listen in and take the Quantum Leap!
Quantum Leap Episode 7 with Paul Petroski:
On this episode of the Quantum Leap podcast, Paul Petroski Sales Enablement Leader for IBM Watson Health discusses; What and who inspires you in sales enablement today? Where is the future of digital selling to enterprise companies headed? How do you get sellers aligned to your content strategy and should they become content creators? Listen as Justin and Paul answer these questions and discuss the need for todays’ sellers to evolve to support the buyer’s journey.
Quantum Leap Episode 6 with Mike McGlothlin: How Sales Technology is Making an Impact in the Financial Space
Listen as Justin Michael, Sales Futurist and Mike McGlothlin from Ash Brokerage discuss how sales technology is impacting the financial space today and in the future. How legacy industries are adapting using sales tools, and the four demographics that will affect the financial space in the future.
The Quantum Leap Episode 5 with Larry Levine: Humanizing Enterprise Sales
On this episode, Larry Levine discusses the future of enterprise sales, how to humanize sales technology and the challenges of being a sales professional in these changing times. Learn the 3 things enterprise sales professionals are struggling with and how to overcome them.
The Quantum Leap Episode 4 with Toby Carrington: Transforming Your Enterprise TechStack, The Future is Bright!
On this episode of the Quantum Leap Podcast, host Justin Michael talks with Toby Carrington, a Revenue Operations Leader at Seismic about reviewing and transforming your techstack to support your salespeople; Answering key questions; How much tech should you have? What do enterprises need to have in place to enable themselves? What's the future of A.I. in sales and how will it transform the way we sell? Listen as they discuss these questions and more, When it comes to sales technology, The future is bright!
The Quantum Leap Episode 3 with Alex Low: Unlock the Mystery of Enterprise Transformation
Host Justin Michael, sales futurist, does his best William Shatner impression and dives into the mystery sandwich and mouthful that is digital transformation in the enterprise on this episode of the Quantum Leap Podcast with guest Alex Low, of BeyondSales. Listen as they discuss the top trends of the 2020s that enterprise sales, marketing, and operations leaders should be clueing in on. Learn what's the future of enterprise and who will "jump the shark" and really disrupt the market? Alex shares insightful tips on nailing employee advocacy and advice for leaders living with pressure to innovate, slashed budgets, and the need to maximize the current technology stack.
The Quantum Leap Episode 2 with George Bronten
On this episode of the Quantum Leap Podcast listen as Host Justin Micheal, Vendor Neutral's futurist, and author talks with George Bronten the founder and CEO of Membrain. They discuss digital transformation, the future of sales technology, and where CRM is going. George shares some key tips on developing your sales stack and how Membrain has shifted its sales roadmap to identify their best customers and reduce churn.
The Quantum Leap Episode 1 with Alejandro Cabral
On this episode of the Quantum Leap Podcast, host Justin Michael, Vendor Neutral's Futurist, takes you inside the mind of the Alejandro Cabral Kimberly Clark Professional's Global Digital Sales Transformation Leader. Learn as they share their unique experiences, expertise, and innovative approaches moving into the future of sales. Whether you’re in revenue operations, sales, or marketing, this podcast will help you strategize for the future, while aligning with and incorporating innovative sales initiatives. Focus on the future, and create successful outcomes today.
The Quantum Leap Podcast by Vendor Neutral with Host Justin Michael
We're excited to announce Vendor Neutral's latest resource, The Quantum Leap podcast with Host Justin Michael a leading sales futurist, and author, On the Quantum Leap Podcast, Justin takes you inside the brightest minds of the most highly regarded executives in the world of enterprise-level revenue operations, marketing, and sales. Learn as they share their unique experiences, expertise, and innovative approaches moving into the future of sales. Whether you’re in revenue operations, sales, or marketing, this podcast will help you strategize for the future while aligning with and incorporating innovative sales initiatives. Focus on the future, and create successful outcomes today.