Evolvers

Evolvers

By Thomas Pisello
A podcast to help sales, content marketers and sales enablement leaders share their experiences and teach other the best path to personal and professional success.
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14: Predictions You Can Use to Up- Level Your Sales Enablement In 2020 - with Mary Shea

Evolvers

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Set, Go, Ready? Evolve to Modern Readiness to Change the Sales Training Game w/ Bryan Nass (Lessonly)
Bryan Naas is the Director of Sales Enablement for learning management system company Lessonly, and a veteran of Salesforce, where he served as Director of Product Enablement and Readiness for the Marketing Cloud. In this episode, we discuss the challenges with legacy sales training approaches and why implementing a modern sales readiness is so critical for driving quota performance, improving forecast consistency and delivering sales success. We dive into specific sales readiness recommendations to improve on-boarding, advance "middlers", enable front-line managers and drive channel partner success. https://www.linkedin.com/in/bryannaas/ #salesenablement #salesreadiness #salesperformance #salesleadership #onboarding #salestraining
42:02
February 17, 2020
23: CRM, SE, and AI, Oh My! - with Tony Kavadas (Mediafly)
The integration of CRM and sales enablement is essential to improved sales success, according to this interview with integration partner expert Tony Kavadas, but all integrations are not created equal. There are several integration use cases that deliver more value, and should be a part of your sales enablement evaluations and plans. https://www.linkedin.com/in/tonykavadas/ #evolvedelling #salesenablement #AI #ML #salestechnology #salestech #salesstack #CRM #integration #salesoperatingsystem #salesautomation #salesperformance #salesoptimization #customerintelligence #ROI #valueselling #roicalculator #tcocalculator
28:11
February 11, 2020
22: How Do You Get Sales Enablement Adopted? w/ Eric Spenske (Givaudan)
As a VP of Marketing for the leading provider of natural flavors worldwide, one of Eric's first tasks was selecting and rolling out a new sales enablement platform. In this edition, he shares his experiences, challenges and learnings, as well as what his team wants to tackle next. linkedin.com/in/eric-spenske-53532014 #evolvedselling #salesenablement #contentmarketing #contentmanagement #valueselling #valuemessaging #salesplaybook #buyerenablement #buyersjourney #CRM #salesperformance #salesoptimization #CPG
33:05
February 10, 2020
21: The Compelling Business Value of Modern Sales Readiness w/ Gop Rao (Mindtickle)
Although most organizations achieve their sales revenue targets, why does individual sales performance continue to struggle, with almost half of sellers still not meeting quota goals and less than half of deals forecasted actually closing. Consistency and predictability remain a challenge. Modern sales readiness offers a potential answer, this according to my interview with Gop, helping your team evolve from traditional boot camps and in-person traditional training to leveraging a platform for continuous, ongoing learning of "on message" and "on task" capabilities needed for every individual seller to succeed. In this session, we discuss the current sales performance challenges, ways sales readiness can help bridge the gap, and how MindTickle leverages their Readiness Value Assessment Tool to better communicate and quantify the value of readiness to frugal prospects. https://www.linkedin.com/in/gopkiranrao/ #salesenablement #salesreadiness #salesperformance #training #sales #salesleadership #readinessplatform #aalestech #salestechnology #ROI #businessvalue #assessment #microlearning #AI #evolvedselling #valueselling #valuemarketing
42:16
February 4, 2020
20: Ditch the Pitch – Evolving from pitching products to adding value to each conversation - with Barbara Giamanco
You started selling when you were a teen. You cut your teeth at Ingram Micro, Egghead and Aldus. You led a team responsible for $350M in revenue at Microsoft. You write the first book on Social Selling,  create and run a sales transformation company, and in your spare time launch 3 successful podcasts, including the latest dedicated to promoting Women in Sales. You are Barbara Giamanco, and were we ever excited to learn from you. In this interview we ask Barbara how to best break through to busy execs, why you need to "Ditch the Pitch" to add value in every engagement, and the one thing you need to do today to drive significantly better sales performance. https://www.linkedin.com/in/barbaragiamanco/ #WomeninSales #socialselling #salesenablement #evolvedselling #salesperformance #salestransformation #reciprocity #valuemessaging #valueselling #nopitch #ditchthepitch
41:14
January 27, 2020
19: 2020: The Year for Channel Enablement - with Jay McBain (Forrester)
Upwards of 70% of global revenue comes from third-party channels, making channels incredibly important, However, most organizations haven't reshaped their channel programs to meet changing buyer trends and the need for proper channel sales enablement . In this interview with Jay mcBain, Principal Analyst for Global Channels at research and advisory firm Forrester., we discuss significant channel enablement research findings from Jay and his team, what strategic changes leaders are making now to address new opportunities, and why the Forrester team believes 2020 is THE year for Channel Enablement. https://www.linkedin.com/in/jaymcbain/ #Forrester #channelsales #channelenablement #salesenablement #contentmarketing #influencermarketing #valueselling #resellers #indirectsales #salestools #sellingtools #salestech #salestechnology #evolvedselling #research #insights
40:24
January 21, 2020
18: The Toughest & Most Important Job in Sales: Front-Line Sales Managers - with David Brock
When it comes to optimizing sales performance, the often overlooked front-line sales manager is key to achieving goals, this according to David Brock, author of the: "Sales Manager Survival Guide,"  a veteran sales leader at IBM and Tektronix, and currently CEO at global sales consultancy: “Partners In EXCELLENCE”. In this interview, we explore why front-line sales managers are so important, what it takes to get sales management right. https://www.linkedin.com/in/davebrock/ #salesenablement #salesreadiness #salesoptimization #salesperformance #valueselling #salesmanagement #salesleadership #frontlinemanagers #evolvedselling
31:48
January 13, 2020
17: Three Sales Challenges: Value + Productivity + Forecasting - with Clive Miller
Clive Miller is the founder of sales consultancy SalesSense and a veteran sales leader for Blackboard, SGI and SUN. In this interview we discuss the changing buyer landscape and the three big challenges facing sales enablement today: Moving sellers from Solutions + Benefits to Challenges + Business Value, Increasing Sales Productivity and Improving Forecast Accuracy. Clive provides some great advice on how to recognize and address each of these selling challenges. https://www.linkedin.com/in/clivemiller/?originalSubdomain=uk #SalesSense #evolvedselling #salesleadership #salestech #salestechnology #salesenablement #buyersjourney #facilitation #buyerenablment #salesreadinsss #salesmethodology #salesskills #salesforecasting #valueselling #ROI #businessvalue #interactivecontent #DiagnosticAssessments #Insights #Datadriven #CLOSE #BePrepared #MeasuretoManage
32:44
January 9, 2020
16: Breaking Through to Busy Executive Prospects- with Stan Carpenter
In this interview we talk to successful financial services sales leader turned entrepreneur Stan Carpenter about his experience going from tennis pro, to sales leader, and eventually to entrepreneur. We dig into what he learned along the way, and some of the techniques he uses to lead his team and drive growth. https://www.linkedin.com/in/stan-carpenter-9a37a66/ #b2b #financialservices #sales #salesenablement #salesleadership #Entrepreneur #salesreadiness #valueselling #evolvedselling #growth
25:07
December 17, 2019
15: The Importance Of Channel Partner Enablement - with Nigel Postings
As the former director of WW channels for Microsoft, a leading indirect sales expert at KPMG, and a co-founder of a channel recruiting and optimization startup, there aren't many who know more about what it takes to create and grow a successful channel program than Nigel Postings. In this interview, we explore the challenges facing channel program managers today, and what it takes to grow, optimize and enable channel programs for success. https://www.linkedin.com/in/nigelpostings/ #indirectsales #channelenablement #salesenablement #channelsales #channelmarketing #PartnerPrograms #channeloptimization #PartnerRecruiting #MSP #ISV #CSP #Bizcise #Healthcheck #Assessment #evolvedselling #valuemessaging #Valueselling
23:22
December 16, 2019
14: Predictions You Can Use to Up- Level Your Sales Enablement In 2020 - with Mary Shea
This important interview with Forrester analyst Mary Shea discusses the latest Sales Enablement research, revealing the latest findings on the Death of the B2B Sales Rep, 2020 sales technology predictions and the roadmap to achieve superior ROI leveraging modern Sales Enablement.tools. https://www.linkedin.com/in/maryshea/ https://www.forrester.com/Mary-Shea #Forrester #MaryShea #b2b #Sales #SalesEnablement #SalesReadiness #EvolvedSelling #ContentMarketing #ContentManagement #DeathofB2BSalesRep #ChanhnelSales #Salestech #Salestechnology #TEI #salestools #sellingtools #CRM #CSO #Research #ROI #CustomerSuccess #ValueSelling #ValueMarketing
39:29
December 9, 2019
13: Building a new Business Value Program from Scratch - with Aaron Froberg
Starting a new Business Value program from scratch isn't easy, but when you are able to pull one together, the business impacts can be substantial. In this interview we deconstruct what it took for Aaron Froberg to create a new Business Value program at content management firm Egnyte. We discuss everything from establishing the goals and missions of the program, the first successful steps, how he scaled the program to success, specific impacts on the business ,and what he still has on his roadmap to accomplish. If you are thinking about creating and scaling a Business Value program of your own, this interview is a can't miss. https://www.linkedin.com/in/aaron-froberg/ #evolvedselling #Egnyte #businessvalue #ROI #valueselling #valuemarketing #valueengineer #valueconsulting #salestools #sellingtools #salesenablement #contentmanagement #assessment #businesscase #financialjustification #outcome #realizedvalue #interactivecontent #costofdonothing #nopitch
39:05
December 9, 2019
12: 6VA - Proving Business Value to Prospects and Customers - with Latane Conant
Latane Conant is a CMO extraordinaire for 6Sense, a leading Account Based Marketing platform provider. In this interview, we discuss Latane's new value program: how she leveraged value marketing tools, sales tools and even reports from the 6Sense platform to help prove and improve the value and ROI customers receive from 6Sense solutions. https://www.linkedin.com/in/latane-conant/ #evolvedselling #ROI #ABM #6Sense #LataneConant #AccountBasedMarketing #Marketing #ROMI #salesenablement #funnel #demandwaterfall #MarketingROI #salesreadiness #valueselling #valuemarketing #interactivecontent #salestool #sellingtools #contentmarketing #contentmanagemnet #realizedvalue #nopitch
24:15
December 4, 2019
11: Intelligence: Leveraging Data to Optimize Content and Sales Effectiveness - with Liz McChrystal
In this interview with Liz McChrystal, VP of customer experience with Accent Technologies, we discuss how the first wave of Sales Enablement, a world of content management, sales readiness and point solutions, is quickly being replaced  with a second wave, which is all about data, integration, intelligence and AI.  Liz, who has a PhD in Industrial and Organizational Psychology and a decade of experience working with sales enablement leaders on their programs, provides examples of how companies are leveraging sales enablement and data from  CRM and other systems, combined with Artificial Intelligence and Machine Learning processing to improve sales efficiency and effectiveness. https://www.linkedin.com/in/liz-mcchrystal-ph-d-6215a9/ #evolvedselling #intelligence #salesenablement #data #AI #ML #CRM #sellingtools #salestools #integration
26:50
December 4, 2019
10: Lessons Learned Scaling A Value Selling Program - with Zach Rickenbach
What do ultrarunning and value consulting have in common? In this episode, we interview Zach Rickenbach, a value consultant for identify and access management firm Okta, to learn how he and the Okta team scaled their value selling program to engage over 2,000 prospects and customers each year. https://www.linkedin.com/in/zach-rickenbach-6159b967/ #evolvedselling #salesenablement #valueselling #valuemarketing #valueconsulting #valueengineer #ROI #RealizedValue #derived value #scale #salestools #sellingtool #salestech #nopitch #financialjustification #salesforce #valuestory
25:58
November 27, 2019
09: Expand Selling-Using ROI to Secure and Grow Subscription Revenue - with Jack Keen
As more solution providers move to a subscription model, securing that next renewal and figuring out how to up and cross sell to each customer becomes as, if not more important than new logo acquisition. Often customers need tangible proof that the purchase produced a return on investment in order to renew or expand the relationship,  however most solution providers don't do a good job of being able to quantify the realized value provided. In this interview, we discuss the importance of Realized Value, what providers are struggling with today, and the best practices on implementing the right way. https://www.linkedin.com/in/jackkeen/ #valueselling #realizedvalue #derivedvalue #valueconsultant #vsrcouncil #valueengineer #ROI #SaaS #cloud #TSIA #expandselling #evolvedselling #theROIguy
28:32
November 26, 2019
07: Overcoming Tribal Bias - with Kate Migon
Kate Migon is a successful leader, honing her sales craft since her first sales job in high school. But every once in a while, you face that challenging situation. One which tests your mettle and makes you even more passionate about wanting to do well. In this episode, explore just such a situation, the lessons Kate learned, and how it helped her become an even better sales leader today. #b2b #sales #salesreadiness #valueselling #evolvedselling #buyerenablement #IOT #data #insights #tribe #salesleadership #salesstrategy #german #whiteboardselling https://www.linkedin.com/in/katemigon/
23:36
November 26, 2019
06: Create Togetherness: Aligning Sales and Marketing to Drive Revenue Growth - with Jeff Davis
When a B2B company's sales and marketing are misaligned, it can cost 10% of revenue or more per year. What is misalignment, how do you know you have the symptoms and how do you avoid this huge cost? In this podcast, I interview Jeff Davis, a sales and marketing alignment expert, author and international keynote speaker. We discuss his book: Create Togetherness: Aligning Sales and Marketing to Drive Revenue Growth, to provide practical tips to help you identify and begin to address your sales and marketing alignment issues. #b2b #align #sales #marketing #alignment #salesstrategy #marketingstrategy #JeffDavis #CreateTogetherness #salesenablement #valueselling #contentmarketing #evolvedselling #salestools ##salesplaybook #ROI #theROIguy https://www.jeffdavis2.com/
18:57
November 19, 2019
05: Myth Busters: Why Sales Enablement Doesn't Have To Be Hard - with Carson Conant
This episode features Carson Conant, the CEO of sales enablement firm Mediafly, and a lively discussion where we pull the covers back on four Sales Enablement myths.  Fear doesn't need to hold you back, as we debunk each of these myths one by one. #evolvedselling #Mediafly #CarsonConant #CEO #Founder #sales #b2b #b2c #salesenablementforall #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valueselling #valuestory #sellingtools #salestools #salestech #storytelling #salesplaybook #buyerenablement #guidedselling
33:40
November 13, 2019
04: Lessons Learned Scaling A Value Selling Program - With Bill Weinberg
You have to get over a thousand sellers and partners to evolve from pitching products to selling with value, all with a three person team. This was the challenge facing Bill Weinberg at MicroFocus. Find out how he and his team took the value selling challenge head on, the value messaging and ROI tools he used to scale the program, and the valuable lessons he learned along the way. #evolvedselling #ROIselling #Microfocus #ITvalue #salesenablement #salestech #bestpractices #contentmarketing #valuemarketing #valueselling #valuestory #realizedvalue #assessments #interactivecontent #productmarketing #sellingtools #salestools #storytelling #ROI #TCO #theROIguy #frugalnomics #thevaluegap #businesscase #financialjustification #valuestory
22:51
November 11, 2019
03: Amazing Sales Enablement Successes: Four Examples - with Matt Suggs
When you're a sales leader for some of the best, like Oracle, Ariba, and GE, you learn a thing or two about engaging prospects and enabling sales teams. In this session with Matt Suggs, EVP of sales for sales enablement leader Mediafly, we dove into real world examples from Pepsico, Miller Coors and Coupa, to illustrate best practices across each pillar of the Evolved Selling Journey - Inspiring, influential, interactive, and intelligence. #evolvedselling #Mediafly #MattSuggs #CSO #ChiefSalesOfficer #sales #b2b #b2c #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valuemarketing #valueselling #valuestory #interactivecontent #sellingtools #salestools #storytelling #nopitch #ROI #salesplaybook #buyerenablement #guidedselling
24:14
November 5, 2019
02: From Pitching Products To Communicating Value - with Neil Menard
When it comes to successful sales leaders in financial services, it's hard to beat Neil Menard's track record. In this episode, we get to learn from one of the best, as he discusses lessons learned evolving an old school sales approach and how to build a world class sales organization. #evolvedselling #NeilMenard #FinancialSelling #FinancialSales #sales #b2b #b2c #salesenablement #salesleadership #salesreadiness #salestraining #salespresentations #salestech #bestpractices #valueselling #valuemessaging #sellingtools #salestools #storytelling #nopitch
21:37
November 4, 2019
01: The Value Gap: Articulating Value Remains the Number One Quota Challenge - with Dan Sixsmith
In this inaugural episode we feature Dan Sixsmith, sales leader, consultant and host of the Sales is King podcast. Dan and I discuss one of the big quota busters, the Value Gap, and how to get your sellers to better communicate and quantify your unique business value to prospects and customers. #evolvedselling #ROIselling #SalesIsKing #DanSixsmith #Mediafly #salesenablement #salestech #bestpractices #contentmarketing #valuemarketing #valueselling #valuestory #realizedvalue #assessments #interactivecontent #productmarketing #sellingtools #salestools #storytelling #ROI #TCO #theROIguy #frugalnomics #thevaluegap
15:51
November 1, 2019
Welcome, Evolvers!
The Evolved Selling institute is an independent community of analysts, thought leaders and practitioners, assembled to collaborate on the people, process and technology improvements needed to improve sales performance, optimize content marketing and elevate sales enablement initiatives. The Evolved Selling Institute develops exclusive research, podcasts and tools to help you assess your current performance, prioritize improvements and justify sales transformation investments. Live events and community resources are designed to help each member share experiences, to directly learn from the challenges and successes of peers. “When we launched the Evolved Selling book we wanted to create a collaborative community of kindred spirits, who were leveraging the content and practices to drive significant performance improvements. We wanted to provide believers with a collaborative platform, where those who were planning could learn from those who had already been there before.” – Tom Pisello, Founder of the Evolved Selling Institute #evolvedselling #evolvedsellinginstitute #sales #b2b #b2c #salesenablement #salesleadership #salesreadiness #salestraining #salespresentation #salestech #bestpractices #contentmarketing #contentmanagement
02:46
October 31, 2019