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.
Where to listen
Breaker Logo
Google Podcasts Logo
Overcast Logo
Pocket Casts Logo
RadioPublic Logo
Spotify Logo
Currently playing episode

33: The End of B2B Sales as we Know It, And I Feel Fine! with Peter O'Neill (former Forrester)

Evolvers

Go to next audioGo to next audio
Go to prev audioGo to prev audio
1x
56: Leveraging Business Value to Become a Trusted Advisor - w/Greg Brown (Salesforce, Peoplesoft, E.piphany and Apptus)
What is a trusted advisor, why is becoming one to your customer so important, and how do you achieve it? According to sales veteran Greg Brown (Salesforce, Peoplesoft, E.piphany and Apptus)  it comes down to a simple formula: Rapport, Credibility and Value. https://www.linkedin.com/in/gregcbrown/ #salesenablement #salesperformance #salesoptimization #salestransformation #digitalselling #remoteselling #valueselling #valuemanagement #trust #ethos
32:48
July 8, 2020
55: Evolving From Salesperson to a Purveyor of Hope w/ Anita Nielsen (LDK Advisory)
In times of uncertainty, emotions are charged. This can lead to indecision, not a good thing when you are trying to move a buying committee and your champion through the buyers journey to "Yes". So why does this happen, and as a seller, what can you do to ease the anxiety and achieve success? In this interview with #1 LinkedIn sales expert, author and consultant Anita Neilsen, we explore the neuroscience of decision making in today's post-crisis world and specific strategies sellers and sales enablement can take to leverage the current conditions and accelerate success. www.linkedin.com/in/anitanielsen/ #b2b #sales #DecisionScience #Neuroscience #Perveyorofhope #trust #reptilianbrain #salesenablement #salesperformance #salestransformation #saleseffectiveness #salesoptimization #digitalselling #remoteselling #valueselling #valuemessaging
36:27
June 30, 2020
54: Selling the Business Value of Cloud w/ Craig Stanley (VMware)
Where are customers seeking value from their Cloud investments? Have the value priorities changed post crisis? And how do companies like VMware collaborate with customers to prove and improve the business value of Cloud? These are just a few of the questions we explored with Craig Stanley, Group Product Line Marketing Manager and Cloud Economics expert for VMware. https://www.linkedin.com/in/craigstanleyal/ #VMware #Cloud #CloudEconomics #TCO #ROI #roicalculator #tcocalculator #aalueassessment #businessvalue #IT #valuemanagement #maturityassessment #maturitymodel #valueselling #valuemarketing
30:03
June 25, 2020
53: Sell the Way You Buy: Articulate Value to Win the Deal - w/ David Priemer (Cerebral Selling)
What is the secret to selling? David Priemer says it's simple. Just sell the way you buy. David is an expert in the neuroscience of selling, and he leverages his background as a research scientist along with his accidental career in sales with Influitive, Salesforce, Varicent and Infor to decompose the best way to connect, engage and win over your customer. In this interview we discuss what makes a great remote selling experience, the best way to do discovery and demos, and the important difference between ROI and value. https://www.linkedin.com/in/dpriemer/ #cerebralselling #neuroscience #decisioneconomic#decisionscience #salesperformance #salestraining #salesmethodology #salesenablement #salescoaching #salestransformation #discovery #ditchthepitch #dayinthelife #buyersjourney #neuroselling #neuroseller #valueselling #valuemanagement #valuemessaging #roi #businessvalue #digitalselling #remoteselling #revenueenablement
36:27
June 17, 2020
52: Capturing Growth Opportunities with Digital Selling Transformation - w/ Andrew Miehl (Mediafly)
Focusing on existing customers is key to success for many organizations through the crisis. How do you optimize your growth sales and customer success teams to better engage with existing customers now that all meetings are remote, buyers are more frugal and you get more "No" than "Yes"? Who better to ask than Mediafly's own Andrew Miehl. See what he is doing to better retain and expand existing customers, focusing on enabling better remote selling, realized value and maintaining a fun, winning attitude. https://www.linkedin.com/in/andrew-miehl/ #salesenablement #revenueenablement #growthsales #customersuccess #realizedvalue #realizedROI #buyerengagement #salesplaybook #salesprocess #salesoptimization #salesperformance #salestechnology #salestech #digitalselling #remoteselling
29:43
June 10, 2020
51: Your B2B Startup: Revenue Growth Despite Uncertainty? -w/ Scott Sambucci (Sales Qualia)
If you have a start-up or early stage company you know how hard it can be to get to "Yes" in normal times. Throw in a health crisis, economic shutdown and a bunch more uncertainty through recovery and "good luck". Well, you don't need luck, you need a sales process and system, this according to our latest guest: Scott Sambucci, accomplished consultant, podcaster and author of the book "Stop Hustling, Start Scaling". In this interview we discuss how to stay positive through all the issues, the importance of refining your process and forecasting indicators, and especially the need to better qualify opportunities. Any start-up or early-stage founder, sales and marketing leader needs to tune in and download this episode. https://www.linkedin.com/in/scottsambucci/ #SalesQualia #b2b #tech #startup #sales #marketing #qualification #salesprocess #salessystem #salesdemo #salesperformance #salesoptimization #salesleadership #BDR #salestechnology #salestech
34:41
June 2, 2020
50: From Growth at All Costs to Selling Smarter Better - w/ Doug Landis (Emergence Capital)
When the next billion dollar SaaS company for investment firm Emergence Capital needs to redo their strategy and playbook, Doug Landis is the growth partner they tap to deliver the goods. You can imagine how busy he is during this uncertain time. We were more than excited to grab him for an interview, to discuss what he is seeing and recommending to portfolio companies, and the importance of visibility, empathetic messaging and a "spectrum of value". https://www.linkedin.com/in/douglandis/ #emergencecapital #technologysales #valuemessaging #valueselling #salesenablement #buyerenablement #revenueenablement #CRM #salestech #salestechnology #salesplaybook #salestools #sellingtools #conversationintelligence #salesinsights #RealizedROI #valuemanagement #salescoaching #remoteselling #digitalselling #empathy #idealcustomerprofile #salesleadership #salesstrategy #salesoptimization
39:06
May 27, 2020
49: Articulating Your Differentiating Value, a Requirement in a Tight Economy (w/ Bob Apollo Inflexion-Point)
Unless your deal is tied to support both strategic objectives and tactical priorities, unless it is tied to tangible value and business outcomes, it won't get considered much less approved. This according to sales and marketing consultant Bob Apollo in this latest podcast interview. Hear what Bob had to say and why it is so critical.  https://www.linkedin.com/in/bobapollo/ #salesenablement #valuemessaging #valueselling #salesplaybook #Challenger #Salesperformance #salesoptimization #salesleadership #productmarketing #contentmarketing #ValueStory #financialjustification #valuemanagement #businesscase #nopitch
33:36
May 22, 2020
48: Up your Game: Optimizing Sales and Channel Performance (w/ Lorin Coles of AllianceSphere)
In this interview with marketing and channel expert, Lorin Coles, we tap into his experiences developing major go-to-market strategies and campaigns for Equifax, RedHat, Cisco, and Microsoft, to gain advice on how to shape your sales and channel enablement programs from crisis response to recovery and new opportunities. We explore how to make your customer the center of all your strategies, how to empower a "value exchange" and what you should be doing with your direct and channel enablement to assure success. https://www.linkedin.com/in/lorin-coles-880404/ #b2b #sales #channel#salesenablement #channelenablement #salesperformance #valueselling #valuemessaging #interactivecontent #salesproposals #indirect #valuemanagement #buyerenablement #podcast
43:29
May 18, 2020
47: The Time is Now for Digital Selling - w/ Devin Long (Heineken USA)
If you are in Consumer Product Goods, your world has been turned upside down with stores and establishment closures, and permanently changing consumer preferences and behaviors. As the leader for sales enablement and transformation at Heineken, Devin Long is in the thick of these changes. His belief: This is not the time to pull-back and be timid, in fact just the opposite. The crisis is a great catalyst for advancing your sales transformation programs, and implementing much needed Digital Selling tools and technology. In this interview we explore Devin's Digital Selling vision as he dishes advice on where to best begin, how to set a vision, key sales tech components, how to gather executive and field support, and how to measure and prove success. https://www.linkedin.com/in/devin-long-17b2725/ #Heineken #CPG #Beverage #Nielsen #wholesale #salesenablement #digitaltransformation #digitalselling #remoteselling #salesperformance #salesoptimization #salesplaybook #4Ps #Product #Price #Placement #Promotion #contentmanagement #contentmarketing #assetvaluegap #storeanalytics #consumerintelligence #consumeranalytics #calculator #interactivecontent 
33:34
May 14, 2020
46: Proactively Reshaping your Marketing Strategy in Uncertain Times - w/ Paul Mosenson (Marketing Consultant)
Uncertainty can create opportunities. Those that are able to use this time to self-examine and reinvent their offering, positioning, marketing and sales approach could be the new winners. In this interview with experienced marketing consultant and podcaster Paul Mosenson we explore what you should do now to evaluate your approach and capture this unique opportunity. https://www.linkedin.com/in/pmosenson/ #b2b #marketing #leadgen #remoteselling #digitalselling #salesenablement #valueselling #valuemessaging #valuemarketing #ecommerce
34:38
May 7, 2020
45: The Transparency Sale: Leading with Your Flaws and Imperfections (w/ Todd Caponi, author The Transparency Sale)
Although most sellers try to present your organization and solutions as perfect, with a "we can solve all your challenges" approach,  research clearly shows that embracing imperfections leads to much greater success. This from the author of the award-winning & international best-seller, The Transparency Sale, Todd Caponi. In this interview we dig into his authenticity findings, the neuroscience of trust and why being "flawsome" is your ticket to accelerated decisions and more wins. https://www.linkedin.com/in/toddcaponi/ #salesmelon #salesenablement #salesperformance #reviews #customerreferences #salesoptimization #valuemessaging #valuemap #valueselling #transparency #authenticity #trust #flawsome #salestools #sellingtools #contentmarketing #neuroscience #decisioneconomics #salesleadership #salesreadiness #digitalselling #buyerenablement
36:07
May 6, 2020
44: Sales Enablement Lessons Learned: Agility and Outcomes: w/ Paul Liberatore (Tricentis)
Paul Liberatore is the Director of Sales Enablement for Tricentis, and a practitioner and consultant in the space for 30+ years. He knows a thing or two, often taped as the go-to guy to create sales enablement programs from scratch. I was so pleased when he agreed to join me for an interview. We talk about his state of sales enablement, lessons learned from his best successes and challenging failures, and the best way to navigate your sales enablement practice through tough times. https://www.linkedin.com/in/cpaulliberatore/ #Tricentis #research #salesenablement #evolveselling  #valueselling #contentmanagement #contentmarketing #productmarketing #hypecycle #salesoptimization #salesperformance #salesautomation #salestechnology #salestech #salestools #sellingtools #ses #ROI #frugalnomics
30:37
May 1, 2020
43: The Democratization of Sales Enablement? w/ Dan Cilley (Vendor Neutral)
How do you make the best choice when you are looking at over 600 different sales technology providers?  This is where Dan Cilley and Vendor Neutral come into play.  They certify the top 100 vendors, and work with organizations to help streamline their selection process. In this interview we discuss the sales tech landscape, RFP and selection process and ways to optimize sales enablement success. #salestechnology #salestech #certifiedvendor #VendorNeutral #RFP #selection #salesenablement #valueselling #comparison #vendorselection #salestools #sellingtools #salesperformance #salesoptimization #CRM https://www.linkedin.com/in/dancilley/ Company: https://www.linkedin.com/company/vendor-neutral See a review at: https://vendorneutral.com/mediafly/
21:41
April 29, 2020
42: Sales Management: Leadership Through Times of Uncertainty w/ Steve Benson (CEO of Badger Maps / Outside Sales Talk podcast)
As a tech entrepreneur, field sales expert and sales leader with Google, Autonomy and IBM, Steve Benson has run some amazing sales teams, and weathered a storm or two. In this interview we discuss the keys for field sales reps and managers to survive the current uncertainty and drive performance despite the challenges. https://www.linkedin.com/in/stevenbenson/ #salesenablement #mapping #salesautomation #salesoptimization #outsidesales #fieldsales #salesmanagement #salescoaching #salestechnology #salestech #salestools #sellingtools #salesplanning #valueselling #financialjustification #ROI
41:58
April 23, 2020
41: Three Ways to Keep a Winning Mindset in Uncertain Times - w/ Michael Sadeghpour (author, founder of EdgeThink)
Getting through and flourishing through uncertain times may all come down to one thing, having a winning mindset. In this interview of author and sales performance coach Michael Sadeghpour, we discuss the key elements used by elite athletes that sellers can leverage to drive better performance. These include Attitude, Effort and Ownership. Checkout how to leverage these three components to improve your sales performance and enablement practices: https://www.linkedin.com/in/michael-sadeghpour-a738199/ #sales #salesenablement #salesperformance #salesoptimization #salescoaching #salesleadership #salesmanagement #winningmindset
30:54
April 20, 2020
40: Sales Enablement: From Practitioner to Strategic Leader w/ Dr. Brian Lambert (Growth Matters)
Why is it so important to move from sales enablement practitioner to strategic leader? In this interview with Dr. Brian Lambert, author, co-founder of the Sales Enablement Society, and Inside Sales Enablement podcaster, we explore how important sales enablement is to growth success, why the practice hasn't advanced as quickly as anticipated, and what can be done to drive better success. https://www.linkedin.com/in/brianlambert/ #salesmanagement #salesleadership #salesreadiness #salesperformance #salesenablement #salesenablementsociety #SES #evolvedselling #valueselling #deathoftheB2Bsalesrep #Forrester #CSOinsights #InsideSalesEnablement #GrowthMatters
35:50
April 15, 2020
39: Leveraging Customer Intelligence to Drive Predictable Sales (w/ Pete McChrystal CEO / Founder Accent Technologies)
Customer Intelligence, Machine Learning and AI are all important considerations for sales enablement practices. In this interview with Pete McChrystal, CEO and founder of sales enablement firm Accent Technologies, we discuss CRM integration, best use cases and the art of the possible. https://www.linkedin.com/in/pete-mcchrystal-56637949/ #salesenablement #CRM #AI #ML #customerintelligence #insights #salesautomation #contentmanagement #salesleadership #salesplaybook #guidedselling
38:17
April 15, 2020
38: Building and Launching a Business Value Assessment Tool and Program (Clayton Slagle, Value Consultant at Syncron)
What does it take to migrate your sellers from using a spreadsheet to leveraging an interactive value assessment tool? In this interview we talk with experienced value consultant Clayton Slagle about his business value selling tool and program at PTC. We walk through the entire lifecycle of the program from conception, through development and launch,  to achieving substantial business benefits. https://www.linkedin.com/in/claytonslagle/ #PTC #valueconsultant #valueengineer #valueselling #valuemarketing #interactivecontent #valueassessment #valuemanagement #businessvalue #ROI #ROIcalculator #TCO #Salestool #sellingtool #salestechnology #salestech #salesenablement #salesreadiness
25:06
April 9, 2020
37: The Death of Sales Enablement? (w/ Scott Santucci (top SE consultant, podcaster and former Forrester)
What is the state of Sales Enablement today?  Is it thriving as a healthy practice, or faltering post hype-cycle? Ever the protagonist, this interview with Scott Santucci (former Forrester analyst, consultant and podcaster) will certainly cause debate and a rethinking of your sales enablement strategy and plans. https://www.linkedin.com/in/scottsantucci/ #Forrester #research #salesenablement #evolveselling #insidese #valueselling #contentmanagement #contentmarketing #productmarketing #hypecycle #salesoptimization #salesperformance #salesautomation #salestechnology #salestech #salestools #sellingtools #ses #ROI #frugalnomics
41:24
April 6, 2020
36: Visual Storytelling: Grab Attention and Inspire Buying w/ Nathan Jackson (Presentify)
Digital selling is now a requirement, and you have to grab and keep a buyers attention, made more difficult that many in person meetings are now remote and online. So how do you get your presentations to grab a buyer's attention and inspire engagement? This interview of visual presentation expert Nathan Jackson, Managing Director of Presentify provides practical advice as to how to reshape your traditional presentations into more effective visual storytelling tools. https://www.linkedin.com/in/nathanjacksonuk/ #presentations #remoteselling #digitalselling #remotepresentations #salesenablement #PowerPoint #visual #storytelling #salestechnology #salestech #salestools #sellingtools #valueselling #valuemessaging
38:22
April 1, 2020
35: Better Value Selling in Four Easy Steps w/ Mike Wilkinson (The Value Selling Expert / Axia Value Solutions)
As buyers become more budget constrained, risk averse and economic focused, the ability for sellers to communicate and quantify your differentiating value is important to getting your proposal considered, and vital to getting executive approval. In this interview with Mike Wilkinson (consultant, author and well known as "The Value Selling Expert"), we discuss the important need for value selling, and four easy steps you can use to optimize how your sellers engage with value: Qualify the Value, Value Discovery, Value Demonstration and Delivery of Value. https://www.linkedin.com/in/mikewilkinson-valueexpert/ #valueselling #businessvalue #valuediscovery #RealizedROI #realizedvalue #valuemanagement #customersuccess #productmarketing #interactivecontent #salesenablement #salestech #salestechnology
31:01
March 30, 2020
34: Selling Human Capital Management Solutions - The Need to Articulate Value - with Tanya Carpenter (Leapgen)
Tanya Carpenter is the Chief Revenue Officer at Leapgen, a Workforce Management Consulting Firm focused on Digital Transformation. In this interview we focus on the challenges of selling human capital management advisory and consulting services and the need to evolve from pitching services to articulating outcomes and business https://www.linkedin.com/in/tanyacarpenter/value #LeapGen #HCM #WorkforceManagement #EmployeeExperience #WorkforceExperience #b2b #advisory #consulting #services #salesenablement #marketing #productmarketing #valueselling #valuemarketing #salesreadiness #CRO #SalesLeadership
28:06
March 26, 2020
33: The End of B2B Sales as we Know It, And I Feel Fine! with Peter O'Neill (former Forrester)
The Death of the B2B Sales Rep, key research conducted five years ago under Peter O’Neill's tenure as Vice President & Research Director for Forrester. In this session we interview Peter to learn more about these predictions, how accurate they turned out to be, and what new challenges he sees moving forward for sales enablement and marketing. https://www.linkedin.com/in/poneillxforr/ #b2b #sales #salesenablement #salesengagement #salesreadiness #salesautomation #salesoptimization #salesperformance #SellerExperience #BusinessConsumer #marketingautomation #ecommerce #insidesales #salestech #salestechnology #salestools #sellingtools #deathofb2bsalesrep
35:56
March 24, 2020
32: Articulating the Business Value of Managed Services - with Chris Holgate (Success in MPS)
Chris Holgate is the Founder & Managing Director of Success in MPS a provider of Worldwide Managed Print Consulting and Sales Training, and a veteran business and sales leader from Ikon / Ricoh, Sharp Electronics and Canon Europe. In this interview, we discuss the unique challenges of selling services, how to improve discovery, articulate differentiating business value, and how to best train and enable sellers to transition from pitching products to consulting on services. https://www.linkedin.com/in/chrisholgate/ #MPS #Printers #Printing #PrintServices #ManagedPrintServices #ValueSelling #ValueMessaging #ValueStory #ValueMap #ValueManagement #RealizedROI #OutcomeSelling #ROI #TotalCostofOwnership #TCO #SalesTraining #SalesReadiness #WIFM #SalesEnablement #SalesPerformance #SalesOptimization
27:21
March 20, 2020
31: Guiding Principles to Launch and Scale your Value Selling Practice w/ Gregg Nichols (Citrix)
Gregg recently joined Citrix as the Global Head of Value Engineering, chartered to build a worldwide team to help prospects and customers assess the business value of running on Citrix technology. In this interview, we discuss his challenges launching this new practice, his guiding principles for excellence, how he proves the value of his practice, and his plans for future growth and scale. https://www.linkedin.com/in/greggnichols/ #ValueSelling #ValueConsulting #ValueEngineering #ValueManagement #OutcomeSelling #BusinessValue #TCO #ROI #TCOCalculator #ROICalculator #RealizedROI #RealizedValue #SalesEnablement #SalesPerformance #SalesOptimization #SalesTools #SellingTools #InteractiveContent #Insights #Benchmarks #SaaS #Citrix
34:01
March 18, 2020
30: Sales Enablement: You've Come a Long Way Baby! - with Craig Nelson (SAP)
Sales Enablement has quite a history. And what better person to interview on this topic than Craig Nelson. Currently, Craig is  the VP of Global Training and Enablement for SAP, but his roots in Sales Enablement go way back. First as a practitioner for NetIQ, LBMS and 3M, and then as co-founder and leader for one of the first Sales Enablement platform companies iCentera (which was acquired by Callidus Cloud and then SAP). We met Craig over a decade ago, when he co-founded led one of the first Sales Enablement companies,  iCentera. He successfully sold this company to CallidusCloud, which was then acquired by SAP a few years ago. In this interview we discuss the roots of sales enablement, and the lessons learned from the early days that can guide us into the future. Craig outlines six key Sales Enablement use cases that SAP CX is focusing on in 2020, which can serve as a great guide for your own improvement efforts. https://www.linkedin.com/in/cnelson7/  #SAP #CX #iCentera #CallidusCloud #SalesEnablement #SalesReadiness #ContinuousLearning #ContinuousEnablement #ContinuousCoaching #BuyerEnablement #Salestech #Salestechnology #ContentManagement #ContentMarketing #BuyersJourney #SalesPlaybook #SalesTool #SellingTools
34:05
March 11, 2020
29: Sales Technology: Engaging Better, Differentiating Further & Winning More - w/ Nancy Nardin (Smart Selling Tools)
Many of you have read her articles or watched her videos about sales technology. Nancy Nardin is the founder of the valuable sales tech resource site Smart Selling Tools. In this interview we discuss the sales technology landscape, exploring the best tools you can use to enable buyers, communicate and quantify value and capture expand selling opportunities. https://www.linkedin.com/in/nancynardin #salesenablement #sellingtools #salestools #salestechnology #salestech #salesautomation #salesperformance #interactivecontent #businessvalue #valueselling #buyerenablement
38:23
March 9, 2020
28: Leveraging the ‘Neuroscience of Sales’ to Boost Personal Performance - w/ Tanya Kunze (SWIFT Coaching)
She's a sales coach, keynote speaker, social personality and author. In this interview we speak with Tanya Kunze, CEO of SWIFT Coaching on how to optimize sales performance through self awareness, neuroscience, seller and customer profiling. https://www.linkedin.com/in/tanya-kunze-a5a70312/ #salesperformance #salesleadership #sellerprofiling #salesenmablement #customerprofiling #neuroscience #salescoaching #salestraining #salesreadiness
41:06
March 2, 2020
27: CRM: The Good, The Bad, The Ugly - w/ Mike Jortberg (Slalom Consulting)
When you have over 40 years of  high-tech sales performance, CRM application consulting, alliances and business development experiences, you know there's some perspective to explore and predictions to garner. In this podcast we interview Mike Jortberg, Global Sales Director for Customer Experience and Salesforce for Slalom Consulting and veteran business development leader and consultant for Salesforce, Axciom, Siebel (now Oracle), Hewitt Associates (now Aon Consulting). We discuss all things CRM: The biggest changes, what's remained the same, and what still needs to be improved. Mike also reveals one his best techniques for improving sales performance - leveraging the Buyer's Journey Map and how to leverage it in your own sales enablement plans. https://www.linkedin.com/in/mikejortberg/ #B2b #sales #salesperformance #salesoptimization #salesleadership #salesenablement #CRM #BuyersJourney #customerexperience #salestools #sellingtools #valueselling #salesconsulting
41:06
February 26, 2020
26: Sales Performance: A Mindset for Success w/ Jason Lovelace (SPINS)
The best sales leaders have a performance mindset: A different way of thinking. A way to make it happen no matter what. A way to more quickly transform, scale and grow. Jason (Jay) Lovelace has such a mindset, and he knows how to instill it in the groups he leads. As the Chief Commercial Office for SPINS, a wellness data technology provider to retailers and brands. over his 18 years as a key executive for Career Builder, and throughout his advertising agency days, Jay has created and honed a way to get more from the people he leads, processes he optimizes and technology he leverages. Dive into the performance mindset of a successful Chief Commercial Office / Revenue Officer as Jay shares his mantras and methods https://www.linkedin.com/in/jason-%E2%80%9Cjay%E2%80%9D-lovelace-06547a/ #salesperformance #salesoptimization #salesleadership #salesenablement #salesprocess #salesplaybook #salesreadiness #valueselling #CPG #salescoaching #buyerenablement #CRM #CRO #CSO #chiefrevenueofficer #chiefsalesofficer #chiefcommercialofficer
28:22
February 24, 2020
25: TCO: Wanted. Dead or Alive w/ Bill Kirwin (ex - Gartner)
Not too long ago, Total Cost of Ownership was pronounced as a dead method to analyze, compare and select amongst different solution options. So to see if this prognosis was true, I went to the source - to my friend Bill Kirwin, the originator of the IT TCO model for Gartner. In this interview we discuss the origins of the original TCO model, what makes it so powerful and relevant still today, and how to create and deliver TCO models and tools that will resonate with skeptical buyers. https://www.linkedin.com/in/billkirwin/ #TCO #totalcostofownership #TVO #tcocalculator #tcotool #valueselling #valuemarketing #businessvalue #ROI #ROIcalculator #IT #Gartner #salestools #sellingtools
39:49
February 18, 2020
24: Set, Go, Ready? Evolve to Modern Readiness to Change the Sales Training Game w/ Bryan Naas (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/ #evolvedselling #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