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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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Currently playing episode

53: Sell the Way You Buy: Articulate Value to Win the Deal - w/ David Priemer (Cerebral Selling)


166: Better Together: Aligning Sales and Marketing to Drive Revenue Growth w/ Jeff Davis (Author)
If you have a high volume of leads but a low conversion rate, have marketing saying things are great, but sales saying it's a struggle, and have data sets that don't tell the same story either, you likely have misalignment between your sales, marketing groups.  And this can have a serious cost to your business. These are some of the challenges author Jeff Davis highlighted as clear indicators to sales and marketing alignment issues in our latest interview. But stress not, as we also discussed specific ways to not just recognize, but help overcome these alignment issues. #b2b #sales #marketing #alignment
March 16, 2022
162: A Journey from Zero to Sixty: Evolving Sales Enablement Capability and Maturity w/ Bill Mathias (ACI Learning)
When taking over a new sales enablement program, what do you do first? How do you prioritize and remain not just focused but motivated through what promises to be a lot of trial and error? This is what we discussed with Bill Mathias, the Global Head, Sales Enablement and Revenue Operations at ACI Learning, a training provider for leaders in Audit, Cybersecurity, and Information Technology. Bill shared how he created a culture for success, the capability and maturity framework he leveraged to guide progress, and the measurements he used to track accomplishments. #salesenablement #revenueenablement #revenueoperations
March 04, 2022
161: Better Enabling Sales Engineers for Success w/ John Care (MSN)
How is the role of the Sales Engineer (SE) changing, and what is needed to enable Sales Engineers for success? These are some of the questions we posed to Sales Engineer author, training and consulting expert John Care. Having trained thousands and run Sales Engineering for the likes of CA, Business Objects and Clarify to name a few, he was just the expert we needed to capture an understanding of the changing role of the SE, how to optimize SEs for virtual environments, how to keep SEs better enabled, engaged and retained. #salesengineer #salesenablement #revenueenablement
February 22, 2022
160: The Importance of Trust and Transparency in Driving Sales Success in 2022 and Beyond w/Todd Caponi (Author/Sales Performance Consultant)
When it comes to what makes a seller and sales leader successful, there is one key ingredient that makes all the difference in today's market, and that is trust and transparency. In this interview with award-winning author of the Transparency Sale and sales performance consultant Todd Caponi, we discuss his groundbreaking research on the importance of transparency to driving sales success, and how setting and meeting expectations and embracing your "flawesomeness" can make all the difference in winning that big deal. Even more, we explore not just how trust and transparency can drive better seller performance, but how it can be leveraged to transform sales leadership to drive more predictable revenue performance and growth, and how Todd has shaped these new findings and practices into his new book, The Transparency Sales Leader. #SalesPerformance #SalesTraining #RevenueOperations
February 15, 2022
159: The Secret Sauce for Scaling Your Value Enablement Programs and Practice w/Doug May (Databricks)
Growing two incredibly successful value acceleration programs, first at Splunk and now at Databricks, Doug May has the success metrics and track record that immediately grabs your attention, and makes you want to know his secret sauce for success. And this is exactly what we discussed in this important interview, uncovering Doug and his teams' secrets to value enablement program leadership, adoption and scale. Doug openly shares what it took to build both programs to success, what he would do differently, and the success metrics this has driven. #valueacceleration #valueselling #valueenablement #valuemanagement #valuemarketing #realizedROI
February 08, 2022
158: Customer Success Enablement to Assure Customer Value, Retention and Growth w/ Jess Lovell (SPINS)
When you launch a new Customer Success organization, and go from a team of 9 to over 50 in less than two years, you must be doing something right, and certainly have some important lessons to share. In this interview with Jessica Lovell, VP of Customer Success for SPINS, a leading wellness-focused data technology company, we discuss the challenges in creating and growing a new customer success organization, how to best enable the team and measure for success, and important lessons  learned along the way.. #customersuccess #salesenablement #RealizedROI
February 03, 2022
157: Four Lessons Learned Developing and Launching a Value Enablement Program and Tools w/Rui Miranda and Fiona Leeson (Finastra)
When you develop and launch a value enablement program you want to make sure you value selling, marketing and customer success is done right, and evolves correctly to greater success. This means being able to sell customers on participating, overcoming key objections for credibility, and instrumenting sales and partners to scale. In this interview with Rui Miranda and Fiona Leeson, customer value leaders with fintech firm Finastra we discuss what it took to get their value enablement program right, and the four lessons they learned along the way that you can proactively address to make your program even better right out of the gate. Rui - Fiona - #valueenablement #valueselling #valuemanagement
January 26, 2022
156: A New Year a New You? Improving your Selling and Sales Enablement in 2022 w/ Donald Kelly (Sales Evangelist)
I wanted to get a view of what priorities and initiatives the best sellers and sales leaders were working on to kick-off 2022, and who better to tap than the Sales Evangelist himself, Donald Kelly. Donald hosts the popular and valuable Sales Evangelist podcast, is CEO / founder of Sales Evangelist Training, is an Adjunct Professor with BYU in Idaho and is the VP of Sales with BenfoComplete. In this interview we do a quick lookback, reviewing the big themes that drove 2021 initiatives, and how these are being reshaped as we move into a New Year. Everything from the importance of trust and transparency, seller retention and diversity #salesoptimization #salestraining #salesenablement
January 19, 2022
155: Getting All of Your Sellers to Better Articulate Your Differentiating Business Value w/ Lisa Schnare (Sales Development Consultant)
As customers want less friction in the buying process and demand more from sellers, what do you need to do in order to meet new buyer needs and deliver differentiated experiences? In this interview with Lisa Schnare, a Sales Development Consultant and Fractional Sales Leader and a ValueSelling Framework Advocate & Associate, we discuss ways to leverage a more value oriented approach and framework to improve your buyer engagements and drive better sales performance. We discuss ways to perform better buyer discovery, demo more effectively, how to "clean the plate", form and collaborate on a plan letter and several more specific techniques you can leverage immediately to boost sales. #valueselling #valuemanagement #valueenablement
January 11, 2022
154: Implementing Revenue Intelligence to Deliver Better Sales Forecasting and More Predictable Revenue (w/ Todd Abbott Insight Squared)
How effective is current forecasting and how can it be improved with data, insights and intelligence to drive more efficiency, accuracy and predictable revenue outcomes? In this interview we discuss these issues and revenue intelligence solutions with Todd Abbott, the Chief Executive Officer for InsightSquared, and a seasoned executive sales and marketing leader for the likes of Mitel, Spireon, Avaya, Seagate, Symbol, Cisco and IBM. Listen in to learn what data is important to consider, how to measure sales and buyer flow, and why this is an essential tool to implement in 2022 for Chief Revenue Offices (CROs), sales execs, marketing leaders and revenue operation pros. #revenueintelligence #revenueenablement #revenueoperations #salesenablement
January 05, 2022
153: Best of the Year 2021
Well, EVOLVERS, we made it to the end! Please take a few minutes to listen to this years Best Of moments with Tom and just a select few of our wonderful guests, such as Spencer Wixom of Challenger, Caroline Tien-Spalding of Aptology, and Jeff Collins of Coupa.  Enjoy, and have a wonderful transition into 2022!  #Salesenablement #digitalsales #evolveinto2022
December 28, 2021
152: Value Enablement: A Method for Creating and Scaling a Value Selling Program w/ Scott Jeffries (Slack)
When you have 20 years of experience in creating and scaling value selling programs, you learn a thing or two. In this interview with Scott Jeffries, Director of Value Consulting for Slack, we tap his extensive experiences in his current role, and with Netsuite, TFP and SAP, as he outlines his proven formula for allocating the right resources and investments, hiring the best value consultants, and scaling the program for selling and partner success, Checkout his proven roadmap to help you create, launch and evolve your own value enablement practice: #valueenablement #valueselling #valuemanagement #realizedvalue
December 16, 2021
151: Optimizing Training, Coaching and Onboarding for your Remote and Hybrid Sales Teams w/Jennifer Kling (VP of Marketing, SAP Litmos)
Post pandemic, most sales enablement teams are leveraging learning management systems (LMS) to help remote and hybrid sales teams become better trained, competent and engaged. To better understand the best practices which sales enablement pros are leveraging to accomplish this, I had the pleasure of interviewing Jennifer Kling, Vice President of Marketing, for LMS solution provider SAP Litmos. In this interview, Jennifer discusses the "art of the possible" in remote training, video and mobile learning, and coaching, and outlines the three key priorities for 2022: 1) Mobile learning,  2) Sales leader advancement and growth, 3) Enabling hybrid workforce training / learning. #LMS #salestraining #salescoaching #mobilelearning
December 08, 2021
150: My Journey Building and Evolving a Business Value Program: w/Gino Colonico (PTC)
When you develop a business value program, where do you best start, and what are the exact steps you can use to achieve scale and excellence? In this interview with Gino Colonico, Digital Transformation lead for PTC and key developer of PTC’s value enablement / management office and tools, we explored these questions and more, with Gino sharing his personal journey and lessons learned. #valueenablement #valuemanagement #valueselling
December 02, 2021
148: More Sales, Faster: Accelerating Deals Despite a More Complex Decision Environment: w/ Peter Strohkorb (CEO/Author)
We all get those presumptive outreach emails or in-mails. Have any of these ever worked on you? So why is our reaction to get our own marketing and sales teams to do these at scale? In this interview we discuss these challenges and so many more with Peter Strohkorb, author of the books “Smarketing - Sell Smarter, Not Harder” , and “The OneTEAM Method", founder and CEO of Peter Strohkorb Advisory, and sales exec and leader experience with Sony, Dell, DXC, Canon and 3M. Peter discusses the outdated traditional sales funnel (which actually dates to the late 1800s) and how to best tune your marketing content, sales and commercial engagements to best accelerate your sales performance and customer lifetime value. #salesenablement #contentenablement #salesoptimization
November 10, 2021
147: Value Enablement: The Business Value of Digital Transformation: w/ Shawn Tsetsilas (Digital Transformation lead- PTC)
When you are selling digital transformation to manufacturing, product and engineering firms, it is essential that there be a solid business case made for change, and business value outcomes tracked and achieved over time. Shawn Tsetsilas is the Digital Transformation lead for PTC, a leading provider of CAD, PLM, IoT, and AR solutions, and I had the opportunity to talk to him about the Value Enablement program he is helping PTC develop and launch to do just this type of assessment for prospects and customers. Shawn discusses what it takes to get a value program right, at scale and adopted effectively, with some great and frank advice. #ValueSelling #ValueManagement #ValueEnablement
October 27, 2021
146: Defining the Building Blocks of Sales Enablement: w/Mike Kunkle (VP Sales Effectiveness Services-SPARXiQ)
When you want to evolve and elevate an existing sales enablement program, or set up a new practice from scratch, where do you turn for a blueprint? In this interview with Mike Kunkle, one of the top sales enablement thought leaders, author of the new book “The Building Blocks of Sales Enablement” and currently Vice President, Sales Effectiveness Services for sales growth consultancy SPARXiQ, we discuss the elements of an effective sales enablement blueprint, with building block details on how to think about your content, sales hiring, sales training and coaching, measurement and how to optimize your sales tech stack. #salesenablement #contentenablement #salestech
October 20, 2021
145: Myth Busters: The Need for a Bullet-Proof Business Case? w/ Jim Maholic (IT Value Consultant/Author)
How perfect does your ROI business case proposal need to be? How much evidence is enough, or too much? To answer these questions, we turn to former CIO, two-time best selling author and IT value consultant Jim Maholic to discuss the importance of presenting a credible business case, what evidence is needed to reinforce the credibility and how to best scale a value enablement program for success. #valueenablement #valueselling #valuemanagement #RealizedROI #valueconsultant #valueengineer
October 14, 2021
144: The Value Selling Framework: Better Discovery and Articulation of Differentiating Business Value: w/ Chad Sanderson (Value Selling Associates)
How do you get sellers to do better value discovery, storytelling and quantification? How do you assure rollout, adoption and scale of your new value program despite being remote? These are just a couple of the key value selling questions I tackled with Chad Sanderson, Managing Partner for leading sales training firm Value Selling Associates. In this interview he discusses the importance of having a framework to help drive more effective value discovery and conversations, and how to reshape value learning and enablement programs now that sellers are remote. #valueselling #valuemanagement #valueenablement
October 06, 2021
143: Become a Trusted Sales Sherpa for Virtual Selling Success: w/David "D Fish" Fisher (Author, Speaker)
Why should your reps be more Sherpa and less Salesperson? What can sellers learn from musicians to maintain their groove and up their performance? These are just a few of the questions we addressed with author, podcaster, keynote speaker and selling consultant David Fisher, better known as D-Fish. David has written 9 books including the best-sellers “Hyper-Connected Selling” and "Networking in the 21st Century", and he’s the host of "Beer, Beats, and Business", a podcast that shares casual conversations with leaders in sales, marketing, and entrepreneurship. We tapped into this consulting and research experience to better understand what it takes to be a better seller, sales leader and revenue enablement professional with the "new normal". #salesenablement #salessherpa #contentenablement #valueenablement
September 29, 2021
142: Medical Devices: Improving Remote Sales Enablement and Driving Engagement Excellence w/Jason Gwilliam (Sales Enablement Leader for Abbott's Structural Heart Division)
How do you get sellers best enabled with new selling methodologies, messaging and skills now that they are remote? To answer this key question we tapped Jason Gwilliam, a Sales Enablement Evangelist, Podcaster, Blogger, and Speaker, currently Sales Enablement Leader for Abbott's Structural Heart division. Tapping his extensive sales enablement and training leadership experience with several medical device companies and the Navy, we discuss the best ways to keep your remote sellers engaged, capable and confident. #SalesEnablement #SalesReadiness #Content Enablement
September 22, 2021
141: Value as a Service: Successful Value Enablement to Improve Customer Engagements and Accelerate Sales Growth w/ Jeff Collins (Coupa)
What does the journey to leading your own value practice look like, and what does implementing value enablement across the entire customer lifecycle entail? In this interview, we explore both the personal journey and customer value lifecycle with Jeff Collins, Senior VP of Value Engineering for business spend management firm Coupa. Jeff provided several key value innovations he and his team have put into solid practice, especially: engaging with proforma value hypotheses early in the customer engagement process, leveraging benchmarks and peer comparisons, the value of success stories and proof points and the best way to implement Realize value / ROI for customer success. #valueenablement #valueselling #valuemanagement #RealizedROI
September 14, 2021
140: Same Side Selling – Evolving your sales approach from Price to Value: w/Ian Altman (Author)
How do you best convince sellers to evolve from price to value? How do you assure buyers trust in you and in the decision to be made? These are two key questions among others that we addressed and answered with practical advice and methods in this interview with author, podcaster and keynoter Ian Altman. Checkout his sales performance and value selling advice here - #salesenablement #digitalselling #valueselling
September 09, 2021
139: Value Acceleration and Transformation throughout the Customer Lifecycle w/ Christopher Li (Xactly
When engaging with new prospects and customers, it's essential to align with business objectives, build a solution transformation journey and know the business outcomes. In this interview with Christopher Li, VP of Transformation and Innovation at Revenue Intelligence firm Xactly, we discussed his Transform business advisory group who deliver on this vision, and how he optimized his value enablement and acceleration lifecycle initiatives for pre-sales growth and customer success. #revenueintelligence #valueenablement #valuemanagement #customersuccess #valueselling
August 30, 2021
138: The ROI Dude and the ROI Guy Talk About, What Else but ROI w/ Steven Kaplan (The ROI Dude)
If you are in Value Enablement and Value Selling, you are likely very passionate about the topic and practice. And if you are the ROI Dude and the ROI Guy, it's not just in the name, it's in the blood. In this interview with Steve Kaplan, we geek out on the value of ROI pre and post sale, value storytelling, and how vital financial justification is for "building trust in the decision". #ROI #ValueEnablement #Valuemanagement #valueselling
August 23, 2021
137: Engagement Intelligence: Boosting IQ for Better Customer Engagements, Sales Optimization and Performance w/ Mary Shea (Outreach)
Your sellers have more buyers than ever involved in every purchase decision, making it tougher than ever to effectively engage and get new, deals, renewals and expansions across the finish line in a timely manner. According to my interview with Dr Mary Shea, this is where Engagement Intelligence comes into play, providing commercial team members with signals and guidance as to the right engagement channel, timing, message and content, while arming leaders with the deal and forecast insights to boost confidence and optimize actions. #engagementintelligence #salesintelligence #revenueintelligence #salesenablement
August 16, 2021
136: Leading Value Enablement with a Six Sigma and Customer Success Approach w/ Rosalie Girard (Director of Business Value Engineering at Coveo)
When you want to have a credible, trusted value program it pays to lead with a six sigma and customer success approach, this according to our interview with Rosalie Girard, the Director of Business Value Engineering for unified search, analytics and machine learning pioneer Coveo. In this conversation we explore ways to leverage Customer Success to gather real-world impacts and evidence to fuel your Value Enablement program, Day in the Life of (DILO) to quantify benefits, and strategic value plans to prioritize and roadmap mutual success. #valueenablement #valuemanagement #valueconsulting #customersuccess #realizedROI #valueselling #ROI
August 11, 2021
135: Sales Transformation to Drive High Velocity Sales w/ Lori Richardson (LinkedIn Top Sales Influencer, Podcaster, Speaker)
With so much change in buying processes and digital selling, I wanted to test some theories and bounce a few ideas off a true expert, to understand what is working best and how to improve. I turned to Lori Richardson, a B2B Sales and Revenue Growth Strategist, a Salesforce and LinkedIn “Top Sales Influencer to Follow”, a Virtual Sales Kickoff Speaker, Author, Event Organizer, and host of the award-winning, "Conversations with Women in Sales" podcast. Checkout her sales transformation advice here: #salesenablement #contentenablement #valueenablement #salestransformation #womeninsales
August 03, 2021
134: Leveraging Insight Led Selling To Drive Better Sales and Success Performance: w/ Melody Astley and Dr. Stephen Timme (Finlistics)
Connecting, engaging and convincing buyers is harder than ever before, but sharing and leveraging insights can give you a significant edge. Knowing this, we tap THE experts, Dr. Stephen Timme and Melody Astley from Finlistics, author of the book Insight Led Selling, to discuss exactly what insights are and how sellers can leverage to get more meetings, close more deals and improve renewals. o  Melody - o  Stephen - Book link: #insightledselling #salesenablement #valueselling #valueenablement
July 29, 2021
133: Revenue Enablement: Combining Content, Workspaces, Value and Intelligence for Success w/Nancy Nardin (Smart Selling Tools)
A remote, and even more challenging hybrid selling environment requires sales enablement to rethink how they enable sellers with the right content, tools and intelligence to succeed. So what should you be doing today to properly enable success? Who better to learn from than Nancy Nardin, Founder of the decision resource site: Smart Selling Tools. In this interview we discuss the key introspective questions you should be asking, and what content, value and sales enablement practices you should be leveraging immediately to improve customer engagement experiences and drive selling success. #salesenablement #contentenablement #valueenablement #revenueintelligence #interactivecontent
July 21, 2021
132: Developing Answers that Generate Trust and Win More Deals: w/ Dr. Brian Glibkowski (Author)
As sellers we are often provided with discovery guides and taught about the key questions to ask our prospects, but do we have a guide and coaching on how to provide the best answers, especially responses enabling us to build trust, so important with today's skeptical buyer? In this interview with Dr. Brian Glibkowski, author of the book Answer Intelligence: Raise Your AQ we discuss six methods to Answer questions, in order to influence your deals from "Do Nothing" to "Yes". #salesenablement #salescoaching #trust #AQ #valueenablement
July 19, 2021
131: What is Value Enablement and how can it Accelerate Your Journey to Value Excellence? w/ Dan Sixsmith (Podcast Host and Top-Sales Leader)
In this interview with value expert, "Sales is King" podcast host and top-sales leader Dan Sixsmith, we review some of the pressing challenges he and his team have been addressing over the past few quarters, and why he thinks now is the time to address these challenges elevating value from a "just tools" to a lifecycle program approach. Best of all, we discuss the new Value Enablement Lifecycle framework and the people, process, tools, integration and intelligence that can help guide the journey. Value Enablement Lifecycle: Sales is King Podcast: #valueenablement #valuestory #salesenablement
July 14, 2021
130: Recurring Revenue Requires a Business Development Culture- w/ Alex Moyle (Podcast Host, Author)
With so many businesses now selling subscription services and relying on recurring revenue, it's not just marketing and sales responsible for business development. It is now everyone in the organization who plays a role. In this interview with Alex Moyle. the podcast host of the Growth Hub podcast series and author of the book “Business Development Culture, Taking Sales Culture Beyond the Sales Team”, we discuss the challenges of achieving recurring revenue success and the key enablement you need to implement today in order to drive success. #salesenablement #SaaS #customersuccess #valueenablement
July 12, 2021
129: Partner Enablement: A Partner Chimes in on What Works Best w/ Murat Guvenc ( Managing Director for Accuras )
How important is enabling your partners a key to their success, and how is Partner Enablemnent best accomplished? In this interview we ask these questions of Murat Guvenc, currently the Managing Director for Accuras - an IBM Data & AI partner. He leverages this current partner experiences and background as a Business Unit Sales Manager for IBM’s Cloud Business Unit to outline the importance of enabling content, tools and storytelling in winning business for partners today. #partnerenablement #salesenablement #storytelling #valueenablement #interactivecontent
July 08, 2021
128: Supporting Hyper-growth and Driving Success with Sales and Value Enablement: w/ Mark Ebert (SVP of Sales-6Sense)
How do you handle hyper-growth and not just keep the wheels on, but achieve even greater than expected success? According to this interview with Mark Ebert, the SVP of Sales for 6sense, you have to enable your legacy and new sellers with the right equipment (toolset), right game-film (mindset), and right practice (skillset) to accelerate success. Checkout this great sales leader discussion on exactly how to implement the right sales and value enablement to help overcome hyper-growth challenges and achieve success. #ABM #salesenablement #valueenablement #interactivecontent
July 06, 2021
127: Closing Six Figure Deals in the Age of Digital Selling- w/ Jeff Goldstein (Author of "Winning the Six Figure Sale")
Is closing a six figure deal any different, now that we are selling all / mostly virtual? This is one of several important questions I posed to the author of "Winning the Six Figure Sale", Jeff Goldstein. Find out why he doesn't think BANT is dead at all, how you need to assure your pipeline is overflowing, and  how Inspect, Assess and Coach are vital for sales leaders to get right. #CLOSE #salesenablement #BANT #salesleadership
June 30, 2021
126: Sales Success: What Enablement can do to create Top Sellers - w/Scott Ingram (Author, Podcast Host)
What does it take to be in the top 1% of sellers, and what can you learn from the best to enable more of your "middlers" to become top performers? We tackled these questions with Scott Ingram, the host of the Sales Success Stories and Daily Sales Tips podcasts, and author of the three great books: Sales Success Stories, B2B Sales Mentors and Finding Sales Success on LinkedIn. #salesperformance #salesenablement #digitalselling
June 28, 2021
125: What’s Hot and What’s Not: Sales Enablement Tech Trends and Adoption: w/Dan Cilley (Vendor Neutral)
With accelerating requirements and over 800 different sales enablement solutions, how do you make sure you make the right choices and get what you need for success? In this interview we turn to the expert, Dan Cilley, CEO and Founder of Vendor Neutral, THE go-to-resource, dedicated to helping sales leaders and enablement professionals simplify their sales, content and value enablement technology selection process and advance their practices and performance. #salesenablement #salestechnology #salestech
June 16, 2021
124: Is there a Future for B2B Sales Reps? Absolutely! w/ Jonathan Farrington (Sandler Research/ Top Sales World)
Buyers say they will do business with a seller that can best: 1) Understand their business 2) Prove value for money 3) Reliably follow-up and communicate This, the latest post-pandemic research revealed for the first time here, and discussed in great detail with Jonathan Farrington, Director of Sandler Research and founder of Top Sales World. Checkout what this research means and Jonathan's take on how to best enable sellers for post-crisis success. #b2b #salesenablement #growthmindset #digitalselling
June 14, 2021
123: Evolving from Cold Calling to Adding Value to Every Conversation: w/ Morgan J. Ingram (LinkedIn Top Sales Voice, Author, Podcaster)
If you are in sales, without in person trade-shows and conferences post crisis, you don't have much choice but to "cold call" in order to generate enough opportunities. But isn't cold calling dead, and with thousands of other sellers eager to prospect, aren't customers already inundated with too many  requests for demos and meetings? How do you break through the noise to connect and engage with prospects, without turning them off? Is it best via phone calls, email or social? What about video and personalization? I am asked all the time how to best enable and train sellers on how to address these issues. Heck, I know what works for me, but I didn't have the answers as to what works best overall. So I sought out the expert, Morgan J Ingram, a LinkedIn Top Sales Voice and Top 25 Sales Development Thought Leader, and a very successful podcaster, seller, sales leader, coach and trainer. In this interview I put Morgan on the spot, to get answers to all my pressing prospecting questions, and hopefully answer yours as well. If you are a seller looking to up your prospecting game, or in sales enablement or a coach who wants to better empower your selling teams, this session is a must listen for practical prospecting advice. #Prospecting #ColdCalling #SocialSelling #SDR #BDR #SalesEnablement
June 10, 2021
122: Value Enablement: Building a Successful Value Management Program at Scale: w/ Vikas Mundada (Ping Identity)
How do you get that new value enablement program not just off the ground but soaring high? In this interview with Vikas Mundada, the Director of Business Value for Ping Identity, we explore in detail how he designed, developed and launched a new business value enablement program. #valueenablement #valueselling #valuemarketing #valuemanagement #salesenablement #RealizedROI #valuestory
June 07, 2021
121: Advice from the Sales Enablement Sherpa on Sales Transformation and Tech: w/ Bob Britton (Netsurion)
Where are organizations struggling the most in their sales enablement and transformation, and what is working best? How do we get the sales enablement people, resources and budget we need to improve? These are just a few of the questions I posed to the Sales Enablemenbt Sherpa himself, Bob Britton, Director of Sales Enablement for security and networking from Netsurion. He dished practical advice and roadmap guidance for anyone building and improving their sales enablement practice. #salesenablement #salestransformation #salestraining #salescoaching #salesoptimization #salesoperations #contentmanagement #customerengagement #dynamicpresentations #valueenablement #valueselling #interactivecontent
June 03, 2021
120: Leveraging ABM, Social Selling and Challenger for Sales Enablement Success: w Kristina Jaramillo (Personal ABM)
It is well known that Account Based Marketing (ABM) can be leveraged for better outreach and generating closable opportunities, but less know how it can also be used to better get new accounts to revenue and existing accounts to renewal and expansion. In this interview we tap the expertise of Kristina Jaramillo, host of the Stop the Sales Drop podcast and founder of Personal ABM, to explore how an ABM approach, content and mindset can best be leveraged to drive performance. #ABM #valuemarketing #valueselling #ChallengerSale #salesenablement
June 01, 2021
119: Sales 3.0: Leveraging a Growth Mindset and Technology to get to "Yes" w/ Gerhard Gschwandtner (
In order to transcend the "Death of the B2B Sales Rep" trend, you have to elevate your sales game with a better mindset, skillset and toolset. To find out how, we interviewed Gerhard Gschwandtner, the founder of Selling Power magazine and websites, creator of the amazing Sales 3.0 conferences, founder of the Peak Performance Mindset workshops and the  author of 16 books on Selling, Sales Management and Sales Psychology, and 2 books on photography. He outlines exactly how to evolve each of these survival elements to outperform regardless of what the next year throws at you. #sellingpower #salestransformation #growthmindset #valueselling #salesenablement #customerengagement #CEx #salesleadership
May 27, 2021
118: Sales, Sales Enablement and Customer Success Challenges in 2021 and Beyond: w/Christina Brady (President - Sales Assembly)
What are the top challenges faced by sales, sales enablement and customer success leaders in 2021? When you run one of the largest peer groups and resources for these leaders and practitioners, you learn every week what's most concerning and what to do to solve each. In this interview with Sales Assembly 's President Christina Brady we reveal what she is hearing every week as to the top challenges this year and what you can do to help address each. #salesleadership #digitalselling #salestransformation #salesenablement #customersuccess #CSM
May 26, 2021
117: Leveraging Evolved Value Storytelling and Sales Enablement to Drive Consumer Product Success w/ Thomas Meyers (Conagra)
How do you grow Consumer Product sales despite virtual engagements and a tough business environment? In this interview with Tom Meyers, he is a Vice President of Sales for Conagra Foodservice, we discuss recent food service challenges post-crisis and how his team are not taking these sitting down, proactively leveraging value storytelling, interactive presentations and sales enablement to address customer opportunities and drive much better customer engagements. #consumerproducts #CPG #salesenablement #storytelling #CLOSE #contentmanagement #interactivepresentations
May 18, 2021
116: Closing Time: Evolving your Sales Negotiation Skills Post Crisis: w/Ron Hubsher (CEO Sales Optimization Group)
Post crisis, buyers are taking more time, involving more decision makers, more stressed and risk averse. As a result, you may have to rethink and adjust your negotiating tactics to stop the discounting and achieve desired results. To explore these changes and get the best advice, we interviewed Ron Hubsher, the CEO of the Sales Optimization Group, an international sales and sales negotiation consulting and training organization, and author of the book “Closing Time: The 7 Immutable Laws of Sales Negotiation”. #salesenegotiation #salesenablement #salestraining #valueselling
May 13, 2021
115: Product Marketing: The Importance of Articulating Business Value, ROI and TCO w/ Lance Shaw (Commvault)
As more B2B customers are involved in every decision, engage more deeply, scrutinize the financial outcomes of every decision more thoroughly and expect consumer like experiences, the pressure is on Product Marketers to evolved and "do differently". To learn what is expected and how to differentiate, we interview Lance Shaw s a long time Product Marketing leader and currently the Director of Solutions Marketing for data backup, storage and management firm Commvault. We discuss ways to leverage bots, interactive content and value assessment tools to generate more close-able leads, improve customer engagement experiences and drive marketing success. #valueenablement #valueselling #valuemanagement #valueacceleration #ROI #TCO
May 10, 2021
114: Evolving from Pre-Sales Engineer to Value Consultant w/ Jessica Bell (Egnyte)
As a pre-sales engineer would you ever consider becoming a value consultant? In this interview with Jessica Bell, a Senior Value Consultant for content management and engagement firm Egnyte, she discusses her personal journey from sales / solution engineer to value consultant, and why it was the perfect choice for her.  Jessica shares her techniques for designing a great toolset, better customer value engagements, scaling a value program for success, and how a growth mindset has served her well, regardless of the role. #valueacceleration #valueselling #valuemarketing #valuemanagement #valueenablement #assessment #TCO #ROI #RealizedROI
May 06, 2021
113: ROI, TCO and Business Value Management: Best Practices for Success w/ Bill Liebler (Director of Value Management at NetSuite)
Value has evolved from simple ROI and TCO spreadsheets, to interactive ROI / TCO calculators, to now lifecycle management throughout the customer engagement. From enterprise technology solution providers to start-ups and b2b solution providers across many industries. In this interview, we discuss the ROI, TCO and business value management evolutionary trends and current best practices with Bill Liebler, the Director of Value Management at NetSuite, and formerly a value, channel and industry pre-sales expert from IBM WatsonCrossWorlds Software, and Oracle. Checkout his insights and advice here: #ROI #TCO #valueselling #valuemanagement #valueacceleration #valuestory
May 03, 2021
112: Revenue Intelligence and Virtual Selling: Optimizing Digital Customer Engagements: w/ Udi Ledergor (CMO of Gong)
As the CMO of Gong, Udi Ledergor knows a thing or two about virtual selling and how revenue intelligence has helped to optimize performance of his and his customer's sales teams. In this interview we press Udi on what sellers are getting right and wrong in their virtual selling engagements, and he highlights the three key factors winning sales teams and sellers are leveraging to win more deals and grow their business. #revenueintelligence #salesenablement #salescoaching
April 28, 2021
111: Growing Incomes from Outcomes: W/ Paul Henderson (The "Outcomes Guy", Author and Speaker)
What is the difference between a Product and a Success Outcome, and why should you distill everything down to the one success outcome that makes your line of business unique? These are some of the questions I asked the Outcomes Guy, speaker and author Paul Henderson in this important interview for value and customer success leaders. Inspiring, Influential, Interactive  #businessoutcomes #valueselling #valueacceleration #valuemanagement
April 28, 2021
110: The Engagement Gap: Top 4 Factors Influencing Buyer Purchase Decisions and How Sellers Stack Up w/Andy Springer (Rain Group)
When I came across this research from Rain Group about the growing engagement gap between buyer and seller I was floored, and you will be too. The results illuminated the four top factors influencing buyer purchase decisions, and unfortunately, just how sellers are falling short now that we are all virtual selling. If you are a sales or sales enablement leader, this interview with Andy Springer, the Chief Client Officer at RAIN Group and most recently the Author of Amazon Bestseller "Virtual Selling", is an absolute must listen. #virtualselling #remoteselling #digitalselling #salesenablement #engagementgap #valueselling #valueacceleration
April 21, 2021
109: Virtual Selling Success: From Pitching to Prescribing with a Problem Solving 101 Approach w/ Tim Wackel (Sales trainer, Keynote Speaker)
When selling virtually, sellers are reporting some serious challenges, including the ability to connect, get stakeholders together, gain consensus and instill confidence in the decision, this according to Gartner. So how do you best overcome each of these challenges? To understand how best we tapped the wisdom of Tim Wackel, a leading sales trainer, keynote speaker, and executive presentation coach, an inductee in the Sales Hall of Fame, and a sales leadership veteran of Agilent Technologies and HP. He reviews his Problem Solving 101 approach to being a successful seller, a time-honored straightforward approach to prescribe not pitch, and some special techniques you need to apply to virtual selling environments to drive selling success. #salesenablement #remoteselling #digitalselling #virtualselling #salestransformation #salesperformance
April 19, 2021
108: A Step by Step Journey to Optimize Your Value Acceleration Program w/ Scott Sendel (Palo Alto Networks)
It can be difficult to know where to best start, and what steps to take in the journey to optimize your value consulting group and value acceleration program for your organization. To learn what's best, we interview Scott Sendel, currently the RVP of Insight and Value Services at Palo Alto Networks, and a  long-time value acceleration pioneer and veteran, as Vice President Global Customer Strategy with Oracle, a Senior Principal Value Engineering with SAP and Engagement Director with I2 Technologies. Creating value programs from scratch as well as being a key component in some worldwide benchmark practices, he's learned a thing or two, and he shares so many best practices to guide your journey. #valueacceleration #valueselling #valueconsulting #ROI #valuemanagement #salesenablement
April 15, 2021
107: Product Marketing Perspectives: Evolving Your Content, Value and Enablement Practices w/ Bruce Miller (Cambium Networks)
What are some of the big challenges facing product marketing post-crisis? How do you end Death by PowerPoint presentations? What is the best way to leverage value to differentiate your approach and solution throughout the buyer's journey? In this interview with Bruce Miller, the VP of Enterprise Marketing for Cambium Networks and Product Marketing veteran for Riverbed, Xirrus, Lucent and Cabletron to name a few, we leverage his experience and innovations to get answers to these key go-to-market and sales success questions. #productmarketing #valueselling #valuemarketing #salesenablement #digitalselling #interactivecontent #TCO #ROI #valueacceleration #valuemanagement
April 11, 2021
106: From Value Tools to Driving Value into Everything We Do: w/ Nic Bishara (Director Sales Operations at Objective Corporation)
Not only did this value team figure out how to most effectively propose business value improvements to it's public sector prospects, it managed to weave value across the customer lifecycle and into their solutions and purpose. In this interview, Nick Bishara, the Director Sales Operations at Objective Corporation discusses how he and his team first developed and delivered a set of value tools, and over the next four years leveraged this success, expanding the program across the organization to a comprehensive value acceleration program. #publicsector #ROI #valueselling #valueacceleration #valuemanagement #valueconsulting #valueengineering
April 05, 2021
105: Accelerating Marketing and Sales with Value, ROI and TCO w/ Greg Bennett (Commvault)
With buyers doing more research on their own, and requiring financial justification for every purchase consideration, value, ROI and TCO calculators are an absolute requirement.  In fact, if you don't have these for each of your solutions, you are already starting off at a distinct deficit. This according our interview with Greg Bennett, the Head of Emerging Technology for Product Marketing at data protection and information management solutions provider Commvault. Checkout some of the advice he has for making your value, ROI and TCO calculator programs world-class. #roicalculator #tcocalculator #valuemarketing #valueselling #interactivecontent
April 01, 2021
104: From Seller to Connector - 7 Mindsets to Immediately Grow Your Influence and Impact: W/Michelle Tillis-Lederman (author-The Connector's Advantage)
Now that selling is virtual, one of the biggest challenges sellers are having in connecting with decision makers. Buyers are inundated with too many reach outs, too much noise, and not enough time. But sellers don't have a choice. It's not like there's a live event around the corner to meet new prospects, or a way to walk-the-halls to expand existing customer relationships. So learning how to connect and engage with buyers in a virtual world is a requirement, yet getting this right seems to be difficult for even seasoned selling vets. In this interview with Mechelle Tillis Lederman, author of the book The Connector's Advantage, we discuss the seven mindsets needed to become a superior connector, to grow influence and impact. #virtualselling #digitalselling #salestransformation #salesenablement #salesleadership #sellingskills #connector
April 01, 2021
103: Letting Nothing get in the Way of your Sales Enablement Program: w/ Lisa Bobb-Semple (USPS)
From all the potential criteria, how do you assure you are picking the best sales enablement platform?  How do you vet the content and develop the best experience for the sellers? How do you pilot and deploy for best adoption and effect? This interview with Lisa Bobb-Semple (United States Postal Service) provides step by step advice on what it takes to get a sales enablement program right, from a been there, done that practice leader. Neither snow nor rain nor heat nor gloom of night were going to get in her way. Hear about Lisa's journey and learn from her adventures. #salesenablement #salesoperations #digitalselling #remotesellling 
March 24, 2021
102: A CMO's Perspective: "Reading the Zoom" and other Sales Enablement Tips: W/ Caroline Tien-Spalding (CMO@Aptology)
When you have tens of thousands of data points on what characteristics make sellers a success, and you are an experienced CMO as well, you figure out a thing or two about sales enablement, content, virtual selling and more. In this lively interview we discuss the importance of content, "Reading the Zoom", sense making and simplification with Aptology's CMO Caroline Tien-Spalding. #salesenablement #contentmarketing #CMO #digitalselling #virtualselling
March 22, 2021
101: The Pillars that Make For a Great Value Program: w/Matt Denton (Value Management Leader)
The need for engaging, justifying and proving value with prospects and customers has never been higher, so what should you be doing to address this marketing, selling and success opportunity? In this interview with Matt Denton, the Senior Global Director for Inspire Value (formerly at)ServiceNow, we discuss the latest trends and best practices in value engineering and management, and what Matt recommends you do over the next 12 months to drive success. #valueselling #valuemarketing #valuemanagement #valuestory
March 17, 2021
100: Evolving to Buyer-Centric Selling for 2021 Success w/ Mike Kunkle (VP Sales Effectiveness Services)
In his 25 years of sales transformation and performance consulting, Mike Kunkle has learned a thing or two (or three). In this inspiring interview with this esteemed author and speaker, we discuss the identity crisis that Sales Enablement has had, the growing engagement gap between buyer and seller, and the steps you need to develop a buyer-centric approach to selling and sales enablement in order to overcome these challenges. #salestransformation #salesenablement #buyercentricselling
March 15, 2021
99: Video Advantage: Leverage Video Presence and Storytelling to Guide Your Buyer's Journey w/ Doug Lehman (Lehman's Terms)
Virtual selling is here to stay, and you have to work on your presence and building trust with your prospects and customers in on-line engagements and after each meeting with the broader buying committee. You may have experimented with video for initial reach out and prospecting, and it can be used as a tool for so much more. In this interview we discuss the best ways to succeed in this new selling environment and especially ways to leverage video messages throughout the buyer's decision making process to inspire change and gain greater trust. #salesenablement #digitalselling #virtualselling
March 08, 2021
98: Accelerating Value: Evolving Your Business Value Program From Art to Science w/Aaron Froberg (Egnyte)
We've seen an incredible increase from buyers to be able to effectively communicate and quantify differentiating value to clients. But how do you create a value program ... step by step, one that uses more science than art, and is scalable from day one? In this interview with Aaron Froberg, the Sr. Director of Value Acceleration at Egnyte, we discuss exactly how to build a scalable value consulting and selling program from the start, how to expand it from just selling with value, to accelerating with value, and the measurements and performance you can expect when you get it right (does a 2.6x increase in win rate sound good?). #valueacceleration #valuemanagement #valueselling #valuemarketing #valueconsulting
March 01, 2021
97: Maximizing Productivity and Effectiveness of your Remote Sellers w Omer Minkara (VP & Principal Analyst at Aberdeen Group)
This interview with Omer Minkara, author, VP & Principal Analyst at Aberdeen Group, explores the latest research, insights and advice on Remote Sellers. In this session Omer outlines three ways to get the most productivity from your sellers now that they are remote and digital selling, and six new Sales Tech elements to drive improved selling effectiveness. #salesenablement #remoteselling #digitalselling
February 22, 2021
96: Product Marketing: How to Best Articulate Your Differentiating Value - w/ Steven Siegel (Product Marketing Expert)
When you've developed and launched go-to-market programs for tech leaders like ServiceNow, SGI, EMC, Nokia, and startups such as Clumio, you learn a thing or two (or three). In this interview with product marketing veteran Steve Siegel we discuss how to put value at the center of your go-to-market, and what it takes to launch a successful program to better communicate and quantify differentiating value to your prospects and customers. #salesenablement #valuemarketing #valueselling
February 17, 2021
95: The Need for a 21st Century Commercial Model- w Stephen Diorio (The Revenue Enablement Institute)
There are six big trends driving sales transformation: the rise of virtual selling, a new generation of leaders and new buyers, the need for integration and measurement and the explosion of AI, With these trends in mind, Stephen Diorio and his team at the Revenue Enablement Institute published new research and a framework for creating a new Commercial Model and selecting the best sales technology to support the transformation. In this interview, Stephen discusses the driving trends and outlines the 9-elements of the 21st Century Commercial Model. Mediafly's profile in the Revenue Enablement 100 (including interview with CEO Carson Conant) #salesenablement #revenueenablement #salestransformation #salestechnology #salestech #contentmanagement #interactivecontent
February 10, 2021
94: Winning with the Right Sales Content and Engagement Experiences w/ Thomas Stubbs (PepsiCo)
Tom Stubbs, is a Sales Transformation leader at PepsiCo where he has led CPG sales knowledge management, enablement and transformation for over 25 years. In this interview we got his unique perspective on this dynamic post-crisis environment, his take on the future of CPG sales and enablement, and what you need to invest in now to be successful in 2021 and beyond. #CPG #salestransformation #salesenablement #salestech
February 08, 2021
93: Challenger Evolved: Inspiring Change AND Sense Making w/ Spencer Wixom (Challenger)
B2B buyers indicated just how important selling experience is in creating customer loyalty, far more than brand, delivery and price, and those sellers who create a better experience are leverage these five key traits. We had the opportunity to interview Challenger's  Senior Vice President of Marketing, Spencer Wixom, to get all the details on this new research, how the Challenger Sales Methodology has evolved as a result, and what you need to do now to meet elevated buyer expectations and deliver a better selling experience. #salesenablement #salestraining #challengersale #valueselling
February 02, 2021
92: Minding the Buyer-Seller Engagement Gap: w/ Gert Scholts ("The Best Sales Coach")
The buyer's decision making process has become much more complex, and too many decisions are ending up at "No Decision". This is a challenge, but also represents an incredible opportunity for the seller who knows how to help the buyer navigate a more complex process. In this interview "The Best Sales Coach" , podcaster and consultant Gert Scholts discusses his take and the three things you need to do now as a seller or sales and enablement leader to capture the opportunity. https  #salesenablement #digitalselling #valueselling #salescoaching
February 01, 2021
90: Scaling and Growing your Business Value Practice w/ Giuliano DaSilva (Genesys)
When you are running a business value practice that is 12 years in the making, and has been optimized so that 5 value consultants support over 1,000 field reps and value in almost all significant deals, you know your stuff. And more importantly, you likely have some advice that could be helpful In this interview with Giuliano da Silva the Senior Director of Value Consulting for communication, collaboration and customer experience firm Genesys, we discuss the best ways to scale and drive business value practice success. #valueselling #valuemanagement #businessvalue #valueconsultant  #ROI 
January 19, 2021
89: Existing Customer Focus: The Revival of Key Account Management w/ Liz Heiman (CEO and Chief Sales Strategist for sales consultancy Regarding Sales)
Before early 2020, we saw the majority of sales and marketing teams focused on new account acquisition to fuel growth. Then the crisis hit, and many companies “circled the wagons” around existing customers, and all of a sudden key account management became vital again. So why this renewed focus and how do you get key account management right ? In this interview with Liz Heiman, CEO and Chief Sales Strategist for sales consultancy Regarding Sales, she answers these questions and many more in order to assure expansion revenue and growth from your key account management sales and enablement. #salesenablement #keyaccountmanagement #expandselling #valueselling
January 13, 2021
88: Marketing Predictions for 2021: Optimizing Digital and Remote w Matt Heinz (Heinz Marketing/Podcaster/Author/Host)
When it comes to Marketing strategy, one of the go to researchers and consultants has some special insights and strong opinions on how to become more engaging, especially now that b2b selling is more digital and remote. In this interview with Matt Heinz, we discuss his predictions for 2021, and his specific advice on how to be more engaging, value-focused and agile in the New Year. #salesenablement #contentmarketing #digitalselling #virtualselling
January 12, 2021
87: Top Three Practices to Achieve Software Sales Excellence in 2021 w/ Tim Brömme and Jan-Erik Jank (Sales Excellence Podcast)
Getting pre-sales enablement right when buyers are more digital and all remote is a challenge, however, these two professionals know a thing or two (or three) about best practices, especially when it comes to software sales. In this interview we explore the challenges and three practical solutions to improve your software sales performance with Tim Bromme and Jan-Erik hosts of the Sales Excellence Podcast and expert pre-sales practitioners. -  Jan-Erik - -  Tim Broemme - -  Sales Excellence Podcast - #salesenablement  #digitalselling  #valueselling
January 07, 2021
86: Design Thinking: How to Evolve from Selling to Co-creation in a Virtual Meeting- w/ Ashley Welch (Author/Naked Sales)
What is Design Thinking and how can you apply it to make your next virtual sales engagement collaborative and amazing? We explored how to leverage a three step approach of Discovery, Insight and Acceleration, with the expert on Design Thinking for sales, Ashley Welch, co-author of the book Naked Sales - How Design Thinking Reveals Customer Motives and Drives Revenue. In this interview we discussed how anyone in sales, even if they don't have drawing skills, can leverage a Design Thinking approach to improve empathy, gain trust, co-create a solution and accelerate buyers from "do nothing" to "Yes". #designthinking #salestransformation #salesenablement 
January 04, 2021
Best of the Year, 2020!
Well, 2020 has been a year for the memory books, that’s for certain! We are so grateful to you, our EVOLVERS family. We have created almost 90 episodes and a ton of free consumable content for you to peruse and enjoy. We created this “Best of the Year 2020” episode with some of our most notable guests, such as Anita Nielsen (LDK Advsory Services), David Priemer (Cerebral Selling), and Mary Shea (Forrester) to name a few. They had so much incredible insight to share, it was hard to choose moments and guests to feature! But, choose them we did… So please listen and enjoy! We cannot wait to continue to bring you more in 2021! Have a wonderful Holiday Season and a Happy Happy New Year! Here is to better times ahead. Keep Evolving EVOLVERS! Until next time… #salesenablement #valueselling #ROI
December 22, 2020
85: Leveraging Storytelling to Create a Sales Experience that Doesn’t Suck w/Melissa Madian (Chief Fabulous Officer and Sales Enablement Frontierswoman )
Checkout a typical sales presentation or Success Story and you'll notice the solution provider is often the center of attention, but this is not what the best storytellers show us as a different, more effective path. A good story makes the buyer the hero, bringing us along on a journey of purpose from pain and despair to happily ever after. In this interview with Chief Fabulous Officer and sales enablement frontierswoman Melissa Madian we explore how to leverage visuals and storytelling, to sell like Netflix.  #salesenablement #storytelling #valuestory #digitalselling
December 16, 2020
84: Harder to Connect and Engage? Start by Getting Your Messaging Right w/Ryan Rhoten (Careerbrand)
In this interview with Ryan Rhoten of brand messaging consultancy Careerbrand, author of the book CareerKred: 4 Simple Steps to Build Your Personal Brand & Boost Credibility in Your Career, and the host of “The BRAND New You” podcast we discuss the importance of having clear messaging, leveraging storytelling and refining and promoting your personal brand as a seller. We are in a world now and forever more where selling will be overwhelmingly digital and remote, and as a result having the right messaging is more important than ever, unfortunately we still see too many organizations pitching their products and services with features and jargon instead of delivering the simplicity and clarity buyers want and need. So what are the key elements that make for good messaging, and how do you leverage storytelling and personal brand to get the word out? #b2b #messaging #sales #personalbrand #marketing #valuemessaging #storytelling #valueselling #valuestory #CLOSE #neuromarketing #neuroselling #digitalselling #virtualselling #remoteselling #LinkedIN
December 08, 2020
83: Do Buyers Need Sales People at All? w/ Ton Verleg (DHL)
There is a big question looming over b2b sales into 2021. With most  buyers leveraging digital and engaging remotely, do we even need sellers at all? This question is one we posed to the VP of Global Sales Development at global transportation and logistics firm DHL.  We discuss how sellers are more important than ever, if they are able to evolve and make an important and critical pivot, and the key role sales enablement plays in creating a new toolset, skillset and mindset for success in 2021. #sales #transportation #logistics #shipping #salesenablement #digitalselling #remoteselling #virtualselling #valueselling #valuestory #storytelling #engagementexperience #CEx #trust #insights #salesreadiness #salescoaching #salestechnology #salestech #sellingtools #salestools
December 03, 2020
82: Strong Sales Enablement in 2021: w/ Clark Green (Xactly)
What are the most important strategies and tools to implement for sales enablement going into 2021? In this interview we talk to Clark Green, the Vice President of Operations & Enablement at Xactly Corp. about his teams dynamic sales growth, transformation and tactics to succeed. #sales #incentivemanagement #performancemanagement #forecasting #salesenablement #digitalselling #virtualselling #remoteselling #revenueenablement #valueselling #ROI #engagementexperience #CEx #contentmanagement #salestech #salestechnology #salestraining #salestools #sellingtools
November 30, 2020
81: A new way to CMO: No Forms. No Spam. No Cold Calls w/Latane Conant (6Sense)
A CMO who continues to rely on spam, forms and cold calls is so yesterday. Buyers demand more, and there is a better way to connect, engage and sell by doing less. This according to my interview with Latane Conant, the CMO for leading account-based marketing firm 6sense and a new author with an important book that was the basis of our discussion. Latane was direct, frank and for a change, she kept our talk G-rated! If you are a marketing leader, you have to get Latane's take on how to outperform by leveraging ABM in a new way to optimize your marketing and sales. #CMO #b2b #marketing #accountbasedmarketing #accountbasedselling #ABM #ABS #buyersjourney #marketingoptimization #salesoptimization #salesperformance #salesenablement #marketingtech #salestech
November 19, 2020
80: A Chief Customer Officer Accelerating into 2021 and Beyond w/ Yamini Rangan (Hubspot)
Why is the Chief Customer Officer so important now to growth success, and what should your strategy focus on for 2021 sales, marketing, customer success and service success? In this interview with Yamini Rangan, the CCO of Hubspot, we discuss the accelerated shift to digital, remote and economic focused buyers and the leadership and strategy you need to execute in 2021 to be prepared and succeed. #CRM #CCO #ChiefCustomerOfficer #marketing #sales #customersuccess #service #nurturing #leadership #salesoptimization #assessment #salestechnology #salestech #marketingtechnology #martech #salestools #sellingtools #digitalselling #remoteselling #valueselling #RealizedROI
November 13, 2020
79: A Template for 2021: The World Class Virtual Selling Organization: w Alice Heiman (Alice Heiman, LLC)
Virtual selling is here to stay, it is certainly not new, and there is no excuse for poor virtual engagements any longer. This according to my interview with Alice Heiman, one of the most experienced sales consultants and readiness professionals. In fact, according to Alice, the winners in 2021 and beyond will be those organizations that not only embrace virtual, but strive to build a world class virtual selling organization. So how do you get virtual selling right, and what is world class all about? #digitalselling #virtualselling #salesperformance #engagementexperience #CEx #remoteselling #salesreadiness #salestraining #salesoptimization #salesstrategy #valueselling #salesenablement #buyerenablement
November 12, 2020
78: Crisis Selling: Focusing on Key Account Management to Win Bigger and Better: w/Mark Davies and Javier Marcos- Cuevas (KAM Forum)
When the crisis first hit, many companies realized that their best strategy was to circle the wagons, focusing on existing customers and key accounts. Some of these key accounts are at risk, with many facing budget lockdowns, cutbacks and pressure to consolidate vendors. Others are not cutting back, but accelerating business and digital transformations. How do you make sure you don’t end up in the discount bin or the chopping block,  evolving from being tactical to being more strategic and capturing new opportunities? These are just a couple of questions we pose to two key members from the Key Account Management Forum, a research group from the Cranfield School of Management: Dr Javier Marcos Cuevas and Mark Davies. Learn how proving value delivered and inspiring value opportunities is so important to Key Account Management success into the recovery. KAM best practices forum: #KAM #KAMForum #keyaccountmanagement #strategicaccountmanagement #b2b #sales #salesleadership #salesoptimization #salestransformation #salesenablement #valueselling #customersuccess #revenueenablement #valuediscovery #RealizedROI #Realizedvalue #salestechnology #salestech
November 06, 2020
77: Marketers Perspective: Leveraging Content and Sales Enablement to Accelerate through the Turn w/ Shannon McNealy (Schiele Group)
As a front-line marketer, what should you be doing now to be ready for a better 2021? In this interview we connect with Shannon McNealy,  a rare mix of creative artist and smooth operator, recently named the Senior Marketing Manager for the Schiele Group, one of the largest print companies in the Midwest, and ex-marketing manager and sales enablement pro for ABCOMRENTS.COM, a leading trade show rental provider. Shannon has worked for two different organizations in the past 12 months who have had to quickly adapt and pivot, and through this all, you learn a few things - about yourself, your capabilities and what it takes to survive and thrive. Checkout her journey here - #b2b #marketing #sales #print #events #contentmarketing #salesenablement #digitalselling #remoteselling #demandgeneration #valuemessaging
October 30, 2020
76: Remote Selling: How to Sell Successfully from Wherever You Are w/ Jeroen Corthout (Co-Founder SalesFlare)
Now that we are mostly remote sellers, how do you maximize your time, optimize your sales performance, all while keeping your sanity? In this interview with CRM expert Jeroen Corthout (co-founder of SalesFlare), we explore how you can take advantage of the remote environment to elevate capabilities and success. #CRM #salesenablement #remoteselling #digitalselling #virtualselling #salesleadership #salesoptimization #extrovert #salestransformation #valueselling #salesperformance
October 26, 2020
75: Jumpstart ROI: Developing and Scaling a Business Value Program in Less Than Six Weeks w/ Michael Ketchmere (Xactly)
The ability to communicate and quantify your unique business value to prospects and customers is essential with today's economic-focused buyer,, and getting a value program developed, launched and scaled is an imperative. So how do you do this quickly and effectively? In this interview with the Head of Business Value Consulting for sales performance management firm Xactly, Michael Ketchmere discusses his journey to develop and scale an effective business value program in less than six weeks. We discuss it all including the rapid development process, five steps to assure successful launch, sales process integration, adoption, outcomes and evolution. #valueselling #valuemarketing #valuemanagement #businessvalue #valueassessment #jumpstartroi #CLOSE #valuestory #valuestorytelling #valueconsulting #valueengineering #ROI #Valuecalculator #ROIcalculator #salesenablement #salestool #sellingtool #salestech #salestechnology
October 19, 2020
74: Digital Selling: Leveraging Sales Enablement to Accelerate Through Crisis (Casey Clarkson and Gina Groome/Morrison Healthcare)
Having the right sales content solution can make all the difference to transforming your sales capabilities and dealing with change. According to a couple of amazing sales enablement practitioners from Morrison Healthcare, delivering vital healthcare services in this time of COVID 19, having a good sales content platform helped them to more easily launch visual selling campaigns, pivot conversations, and enable sellers to be more consultative to stressed customers and a changing marketplace. This interview with Casey Clarkson, the Director of Retail Programming, and Gina Groome, the Quality Assurance Manager for Morrison Healthcare’s Retail Team, discusses their role and leverage of a sales content solution to enhance field support and evolve capabilities through virtual coaching and sales enablement initiatives and transformation. #healthcare #foodservices #retail #salesperformance #salestransformation #salesenablement #remoteselling #digitalselling #salestools #sellingtools #visualpresentations #visualstorytelling #salestechnology #salesintelligence
October 16, 2020
73: Virtual Selling: Building Relationships, Differentiating and Winning Sales Remotely W/ Dave Shaby (Rain Group)
How do you build rapport with prospects, even though you are now limited to a 13" virtual meeting screen? How do you make sure you are not losing buyer engagement? How do you pivot from pitching to blueprinting business value? In this interview, co-author of the book Virtual Selling and sales training expert Dave Shaby we answer these questions, as he provides the research and advice you need to accelerate your seller's digital success. #virtualselling #digitalselling #remoteselling #salesenablement #salesreadiness #RAINGroup #rapport #aspirations #afflictions #impact #newreality #valueselling #businessvalue #businesscase #valuemanagement #salesengagement #engagementexperience #ROI #ValueGap
October 13, 2020
72: Value Selling: Engaging with Customers, Value First w/ Julie Thomas (Value Selling Associates)
Sellers are facing a tough go-forward environment. Spending freezes, lower executive clip levels, and the dreaded cross functional approval board, the COVID committee. AS a result, 47% of buyers indicate they’ve already put off one or more purchases due to the crisis, with more to come. The increased need for a value-focused approach is certainly upon us, and in fact in a recent survey, 66% of buyers say the value and ROI of a proposed solution are important to sign-off. However, less than 16% of sellers are adept at delivering business value assessments and ROI analysis. How important is this value gap and what could this be costing your organization in stalled deals and lost sales? In this interview with Julie Thomas, CEO of Value Selling Associates, we discuss the importance of taking a value first approach to selling today, and the importance of proper discovery, communication and quantification of  business, organizational and personal value to bridge the value gap. #b2b #selling #digitalselling #salesenablement #salestraining #salesreadiness #valueselling #valuetraining #valuesellingtraining #valuemanagement #businessvalue #personalvalue #organizationalvalue #ROI #businesscase #valuestory #financialjustification #valuediscovery #salestransformation #salescoaching
October 06, 2020
71: Selling Remotely: How to Maximize Every Customer Conversation, Even When Virtual w/ MariAnne Vanella (Vanella Group)
Now that our customer conversations are remote and virtual, how do you engage as effectively as you did when in person? For answers, I turned to MariAnne Vanella, CEO and Founder of the lead gen consultancy Vanella Group, best selling author of the award-winning book "42 Rules of Cold Calling Executives , a recipient of the "20 Women Leaders in Business" award, a Top 50 Women Martech Influencers, and a Top 3 on the "40 Most Inspirational C-Level Leaders in Sales Lead Management". In this interview we explore how you can better connect with executives and engage leveraging a new toolkit, skillset and mindset. #salesenablement #prospecting #leadgen #martech #salestech #salestechnology #valueselling #salesperformance #digitalselling #salestransformation #remoteselling #virtualselling #salescoaching #salesleadership
September 30, 2020
70: Accelerating into 2021: Quotas, Compensation, and Enablement with Mark Donnolo (Sales Globe)
As organizations look forward to 2021, getting sales quotas, compensation and enablement right is essential, but difficult with accelerated transformation, uncertainty and potential risks. In this interview with prolific author Mark Donnolo, Managing Partner of Sales Globe, we discuss what changes organizations have made post crisis, and what sales performance improvements to prioritize for 2021 success. #b2b #sales #salesperformance #salesincentives #salesquotas #salescompensation #salesmanagement #salesleadership #salesreadiness #salesoptimization #salesenablement #salestransformation #digitalselling #remoteselling #valueselling
September 24, 2020
69: Good Discovery: Evolving from Qualifying Questions to a Dialogic Needs Assessment w Deb Calvert (People First)
Doing a good job of discovery and listening are so important to buyers, yet so many sellers are struggling to get this right, especially in today's now digital and remote selling environment. In this interview with Deb Calvert, an Inductee in the Sales Hall of Fame, Keynote Speaker and Sales Effectiveness Consultant as President of People First Productivity Solutions, we discuss what makes for "good discovery", especially how it is more a dialogue person to person than a qualification or diagnostic. In her thoughtful answers, Deb outlines the five essential discovery elements, and exactly how to make sure your sellers get discovery right. #b2b #salesenablement #discovery #diagnosticassessment #dialogicassessment #needsassessment #Socratic #BANT #saleseffectiveness #salestransformation #valueselling #ChallengerSelling #digitalselling #remoteselling
September 21, 2020
68: Sell More with Better Value Communication and Quantification: w/ John Bossong (The Sales Vitamin Podcast)
Sell More with Better Value Communication and Quantification Right from his LinkedIn profile you can tell John Bossong is different. He's a seller that clearly takes a value-first approach, has created a podcast and personal brand, not to sell more but to help his customers. John is the epitome of the Modern Seller, and in this interview episode we learn what makes him so different and successful. #b2b #sales #leasevsbuy #fleet #salesrep #salestransformation #personalbranding #valuestory #valuemessaging #valueselling #financialjustification #costofinaction #salesoptimization #salesleadership #salestools #sellingtools
September 16, 2020
67: Sales Enablement 3.0 (The NEXT Normal) w/ Roderick Jefferson (Sales Enablement Expert)
When you were the VP of Global Enablement for Marketo, Head of Global Sales Enablement for Oracle Marketing Cloud,  and  had key sales enablement and training leadership stints with Salesforce, 3PAR, PayPal, NetApp and Siebel you might have learned a thing or two. And indeed, Roderick knows enablement, and has a knack for codifying what many perceive as a difficult and complex set of practices into a set of straight-forward rules and guides. We discuss what it takes to get your sales enablement right - the correct mindset, skillset and toolset you need to succeed. #b2b #sales #salesenablement #salestransformation #salestech #salestechnology #digitalselling #remoteselling #valueselling #valuemessaging #salesoptimization #salesreadiness #valuestory #agileselling #ditchthepitch #orchestrator #businessvalue #personalvalue
September 09, 2020
66: Catching the Beat of the Digital Selling Drum w/ David "D Fish" Fisher (Sales Speaker, Author, and Coach)
Now that selling is more digital and remote, how do you better connect, build trust, and win the business? My interview with author, podcaster, keynote speaker and selling expert David Fisher has so many gems of advice, to help guide a better sales enablement, transformation and performance success. #digitalselling #remoteselling #salestransformation #salesoptimization #salesperformance #salestools #sellingtools #trust
August 31, 2020
65: We’ve Come a Long Way Baby: Value Selling and Realization w/ Shimon Abouzaglo (Value Selling and Realization Council)
Shimon Abouzaglo, is the founder of the Value Selling & Realization Council, an organization dedicated to the practice and practitioners of value, and has had a long career as a business value practice leader and practitioner with IBM, Hewlett Packard Enterprise, SAP, Infor and Accenture Interactive. Who better to discuss where we are today regarding business value assessment and realized ROI practices, how far the practice has come and how much more needs to be done. #VSRcouncil #valueselling  #valueconsultant #salesenablement #salestransformation 
August 28, 2020
64: Digital Selling: Ditch the PowerPoint Pitch and Create an Interactive Experience (w/ Dustin Zweck of Mediafly)
Being a hunter sales leader in these times is not easy.  One way to outperform the competition?  Think about your next on-line meeting less as a presentation and more as a collaborative conversation and experience. In this interview with VP of Sales for sales enablement provider Mediafly, Dustin Zweck, we discuss some of the best practices he recommends to clients and uses with his own teams to transform on-line virtual customer meetings into a compelling digital selling experience. #digitalselling #remoteselling #salestransformation #salesenablement #revenueenablement #discovery #assessment #financialjustification #salesperformance #salescoaching #interactivepresentation #interactivecontent #contentmanagement #valueselling #valuestory #storytelling #customerintelligence #marketingperformance #ROI
August 25, 2020
63: Future-Proof Your Selling in Uncertain Times? w/ Steven Norman of Growth Acumen
Where are sellers and sales leaders falling short today, and what are the new skills you need to thrive and accelerate into 2021? In this interview with author, podcaster and B2B sales consultant Steven Norman , we discuss seven steps you can use today to transform sales team performance and build a bulletproof sales machine. #b2b #sales #salesperformance #salescoaching #salesenablement #salesleadership #salesreadiness #salestransformation #salesoptimization #diagnosticassessment #valueselling #revenueenablement #digitalselling #remoteselling #saleshiring #prospecting #qualification #
August 20, 2020
62: Reaching and Engaging Customers in a Distanced Selling Environment w/ Colleen Francis (Engage Selling Solutions)
Cold calling is dead, this according to Colleen Francis, a #1 LinkedIn Sales Influencer, renowned author and sales consultant. In this interview, we explore just how much prospecting has changed post-crisis, and what your sellers need to do in order to have better reach-outs, engagements and performance. We touch on specific techniques such as the Tempo Triad, how to build a trusted personal brand on social media, and how to be sure you and your sales reps transcend the gerbil wheel of selling. #b2b #sales #Nonstopsalesboom #salesleadership #salesenablement #salesoptimization #salestransformation #leadgen #prospecting #salesperformance #socialselling #personalization #personalbrand #trust #coldcalling #salesintelligence
August 15, 2020
61: Hire Smarter to Sell More w/ C. Lee Smith (CEO - Sales Fuel)
If you get your new sales hire right it can mean great things for hitting your growth targets. But get it wrong, or worse, hire a toxic troublemaker, and the costs can be over a million for each error. So, how do you make sure you are only hiring the best for your organization and customers, and you on-board and enable them correctly? We explored these tough questions with sales performance author, podcaster and expert C. Lee Smith in this informative podcast session. Book link: #b2b #sales #hiring #onboarding #salescoaching #salesleaders #salesonboarding #salesperformance #salestransformation #digitalselling #remoteselling #salesleadership
August 06, 2020
60: Learning Through Crisis and Accelerating Beyond Uncertainty (Matt Navarro VP Sales with AmerSports)
Imagine you are a sales leader responsible for selling leading apparel, footwear and sports equipment brands such as Salomon, Atomic, Wilson, Precor and Louisville Slugger. Now imagine how you and your team's world was turned upside down by the COVID-19 shutdown and crisis. impacting team sports, ski resorts and retail stores to name just a few business drivers. This is exactly what we explore in our interview with VP of US Sales, Matt Navarro, discussing how he was able to help his team maintain a winning attitude and quickly pivot to digital selling. #sportinggoods #retail #ecommerce #sales #salesenablement #salestransformation #salesoptimization #crisisselling #digitalselling #remoteselling #salestechnology #salestech #salestools #sellingtools #insightselling #contentmanagement #customerexperience #customerengagement
August 03, 2020
58: Revenue Enablement: The Next Big Thing? w/ Stephen Diorio (Revenue Enablement Institute)
Many of you have heard about Revenue Enablement, and might be wondering what it is all about, and why we need another type of enablement beyond just Sales Enablement? Who better to explain than Stephen Diorio, creator of the Revenue Enablement Institute. In this informative session, we define what Revenue Enablement is all about and why it is so important. #b2b #sales #customersuccess #marketing #customersuccess #salesenablement #revenueenablement #digitalselling #remoteselling #salestech #salestechnology #salestransformation #valueselling #salestools #sellingtools
July 23, 2020
57: The Evolution of Business Value Consulting and Selling - w/ Anurag Goel (Salesforce)
When you've cut your teeth at, run and created value consulting and selling programs at companies like Salesforce, Adobe, Deloitte Consulting and SAP, you've learned a thing or two about what makes a good program and delivers a great customer experience. We dig into the best elements in these most successful value consulting and selling programs, including how to overcome adoption and customer engagement challenges, and the hardest lessons learned. #valueselling #valueconsulting #valuemanagement #RealizedROI #ROIcalculator #valueassessment #salesenablement #revenueenablement #salestools #sellingtools #salestechnology #salestech
July 15, 2020
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. #salesenablement #salesperformance #salesoptimization #salestransformation #digitalselling #remoteselling #valueselling #valuemanagement #trust #ethos
July 08, 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. #b2b #sales #DecisionScience #Neuroscience #Purveyorofhope #trust #reptilianbrain #salesenablement #salesperformance #salestransformation #saleseffectiveness #salesoptimization #digitalselling #remoteselling #valueselling #valuemessaging
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. #VMware #Cloud #CloudEconomics #TCO #ROI #roicalculator #tcocalculator #aalueassessment #businessvalue #IT #valuemanagement #maturityassessment #maturitymodel #valueselling #valuemarketing
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. #cerebralselling #neuroscience #decisioneconomic#decisionscience #salesperformance #salestraining #salesmethodology #salesenablement #salescoaching #salestransformation #discovery #ditchthepitch #dayinthelife #buyersjourney #neuroselling #neuroseller #valueselling #valuemanagement #valuemessaging #roi #businessvalue #digitalselling #remoteselling #revenueenablement
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. #salesenablement #revenueenablement #growthsales #customersuccess #realizedvalue #realizedROI #buyerengagement #salesplaybook #salesprocess #salesoptimization #salesperformance #salestechnology #salestech #digitalselling #remoteselling
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. #SalesQualia #b2b #tech #startup #sales #marketing #qualification #salesprocess #salessystem #salesdemo #salesperformance #salesoptimization #salesleadership #BDR #salestechnology #salestech
June 02, 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". #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
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. #salesenablement #valuemessaging #valueselling #salesplaybook #Challenger #Salesperformance #salesoptimization #salesleadership #productmarketing #contentmarketing #ValueStory #financialjustification #valuemanagement #businesscase #nopitch
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. #b2b #sales #channel#salesenablement #channelenablement #salesperformance #valueselling #valuemessaging #interactivecontent #salesproposals #indirect #valuemanagement #buyerenablement #podcast
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. #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 
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. #b2b #marketing #leadgen #remoteselling #digitalselling #salesenablement #valueselling #valuemessaging #valuemarketing #ecommerce
May 07, 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. #salesmelon #salesenablement #salesperformance #reviews #customerreferences #salesoptimization #valuemessaging #valuemap #valueselling #transparency #authenticity #trust #flawsome #salestools #sellingtools #contentmarketing #neuroscience #decisioneconomics #salesleadership #salesreadiness #digitalselling #buyerenablement
May 06, 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. #Tricentis #research #salesenablement #evolveselling  #valueselling #contentmanagement #contentmarketing #productmarketing #hypecycle #salesoptimization #salesperformance #salesautomation #salestechnology #salestech #salestools #sellingtools #ses #ROI #frugalnomics
May 01, 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 Company: See a review at:
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. #salesenablement #mapping #salesautomation #salesoptimization #outsidesales #fieldsales #salesmanagement #salescoaching #salestechnology #salestech #salestools #sellingtools #salesplanning #valueselling #financialjustification #ROI
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: #sales #salesenablement #salesperformance #salesoptimization #salescoaching #salesleadership #salesmanagement #winningmindset
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. #salesmanagement #salesleadership #salesreadiness #salesperformance #salesenablement #salesenablementsociety #SES #evolvedselling #valueselling #deathoftheB2Bsalesrep #Forrester #CSOinsights #InsideSalesEnablement #GrowthMatters
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. #salesenablement #CRM #AI #ML #customerintelligence #insights #salesautomation #contentmanagement #salesleadership #salesplaybook #guidedselling
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. #PTC #valueconsultant #valueengineer #valueselling #valuemarketing #interactivecontent #valueassessment #valuemanagement #businessvalue #ROI #ROIcalculator #TCO #Salestool #sellingtool #salestechnology #salestech #salesenablement #salesreadiness
April 09, 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. #Forrester #research #salesenablement #evolvedselling #insidese #valueselling #contentmanagement #contentmarketing #productmarketing #hypecycle #salesoptimization #salesperformance #salesautomation #salestechnology #salestech #salestools #sellingtools #ses #ROI #frugalnomics
April 06, 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. #presentations #remoteselling #digitalselling #remotepresentations #salesenablement #PowerPoint #visual #storytelling #salestechnology #salestech #salestools #sellingtools #valueselling #valuemessaging
April 01, 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. #valueselling #businessvalue #valuediscovery #RealizedROI #realizedvalue #valuemanagement #customersuccess #productmarketing #interactivecontent #salesenablement #salestech #salestechnology
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 #LeapGen #HCM #WorkforceManagement #EmployeeExperience #WorkforceExperience #b2b #advisory #consulting #services #salesenablement #marketing #productmarketing #valueselling #valuemarketing #salesreadiness #CRO #SalesLeadership
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. #b2b #sales #salesenablement #salesengagement #salesreadiness #salesautomation #salesoptimization #salesperformance #SellerExperience #BusinessConsumer #marketingautomation #ecommerce #insidesales #salestech #salestechnology #salestools #sellingtools #deathofb2bsalesrep
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. #MPS #Printers #Printing #PrintServices #ManagedPrintServices #ValueSelling #ValueMessaging #ValueStory #ValueMap #ValueManagement #RealizedROI #OutcomeSelling #ROI #TotalCostofOwnership #TCO #SalesTraining #SalesReadiness #WIFM #SalesEnablement #SalesPerformance #SalesOptimization
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. #ValueSelling #ValueConsulting #ValueEngineering #ValueManagement #OutcomeSelling #BusinessValue #TCO #ROI #TCOCalculator #ROICalculator #RealizedROI #RealizedValue #SalesEnablement #SalesPerformance #SalesOptimization #SalesTools #SellingTools #InteractiveContent #Insights #Benchmarks #SaaS #Citrix
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.  #SAP #CX #iCentera #CallidusCloud #SalesEnablement #SalesReadiness #ContinuousLearning #ContinuousEnablement #ContinuousCoaching #BuyerEnablement #Salestech #Salestechnology #ContentManagement #ContentMarketing #BuyersJourney #SalesPlaybook #SalesTool #SellingTools
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. #salesenablement #sellingtools #salestools #salestechnology #salestech #salesautomation #salesperformance #interactivecontent #businessvalue #valueselling #buyerenablement
March 09, 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. #salesperformance #salesleadership #sellerprofiling #salesenmablement #customerprofiling #neuroscience #salescoaching #salestraining #salesreadiness
March 02, 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. #B2b #sales #salesperformance #salesoptimization #salesleadership #salesenablement #CRM #BuyersJourney #customerexperience #salestools #sellingtools #valueselling #salesconsulting
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 #salesperformance #salesoptimization #salesleadership #salesenablement #salesprocess #salesplaybook #salesreadiness #valueselling #CPG #salescoaching #buyerenablement #CRM #CRO #CSO #chiefrevenueofficer #chiefsalesofficer #chiefcommercialofficer
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. #TCO #totalcostofownership #TVO #tcocalculator #tcotool #valueselling #valuemarketing #businessvalue #ROI #ROIcalculator #IT #Gartner #salestools #sellingtools
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. #salesenablement #salesreadiness #salesperformance #salesleadership #onboarding #salestraining
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. #evolvedselling #salesenablement #AI #ML #salestechnology #salestech #salesstack #CRM #integration #salesoperatingsystem #salesautomation #salesperformance #salesoptimization #customerintelligence #ROI #valueselling #roicalculator #tcocalculator
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. #evolvedselling #salesenablement #contentmarketing #contentmanagement #valueselling #valuemessaging #salesplaybook #buyerenablement #buyersjourney #CRM #salesperformance #salesoptimization #CPG
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. #salesenablement #salesreadiness #salesperformance #training #sales #salesleadership #readinessplatform #aalestech #salestechnology #ROI #businessvalue #assessment #microlearning #AI #evolvedselling #valueselling #valuemarketing
February 04, 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. #WomeninSales #socialselling #salesenablement #evolvedselling #salesperformance #salestransformation #reciprocity #valuemessaging #valueselling #nopitch #ditchthepitch
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. #Forrester #channelsales #channelenablement #salesenablement #contentmarketing #influencermarketing #valueselling #resellers #indirectsales #salestools #sellingtools #salestech #salestechnology #evolvedselling #research #insights
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. #salesenablement #salesreadiness #salesoptimization #salesperformance #valueselling #salesmanagement #salesleadership #frontlinemanagers #evolvedselling
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. #SalesSense #evolvedselling #salesleadership #salestech #salestechnology #salesenablement #buyersjourney #facilitation #buyerenablment #salesreadinsss #salesmethodology #salesskills #salesforecasting #valueselling #ROI #businessvalue #interactivecontent #DiagnosticAssessments #Insights #Datadriven #CLOSE #BePrepared #MeasuretoManage
January 09, 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. #b2b #financialservices #sales #salesenablement #salesleadership #Entrepreneur #salesreadiness #valueselling #evolvedselling #growth
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. #indirectsales #channelenablement #salesenablement #channelsales #channelmarketing #PartnerPrograms #channeloptimization #PartnerRecruiting #MSP #ISV #CSP #Bizcise #Healthcheck #Assessment #evolvedselling #valuemessaging #Valueselling
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 #Forrester #MaryShea #b2b #Sales #SalesEnablement #SalesReadiness #EvolvedSelling #ContentMarketing #ContentManagement #DeathofB2BSalesRep #ChanhnelSales #Salestech #Salestechnology #TEI #salestools #sellingtools #CRM #CSO #Research #ROI #CustomerSuccess #ValueSelling #ValueMarketing
December 09, 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. #evolvedselling #Egnyte #businessvalue #ROI #valueselling #valuemarketing #valueengineer #valueconsulting #salestools #sellingtools #salesenablement #contentmanagement #assessment #businesscase #financialjustification #outcome #realizedvalue #interactivecontent #costofdonothing #nopitch
December 09, 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. #evolvedselling #ROI #ABM #6Sense #LataneConant #AccountBasedMarketing #Marketing #ROMI #salesenablement #funnel #demandwaterfall #MarketingROI #salesreadiness #valueselling #valuemarketing #interactivecontent #salestool #sellingtools #contentmarketing #contentmanagemnet #realizedvalue #nopitch
December 04, 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. #evolvedselling #intelligence #salesenablement #data #AI #ML #CRM #sellingtools #salestools #integration
December 04, 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. #evolvedselling #salesenablement #valueselling #valuemarketing #valueconsulting #valueengineer #ROI #RealizedValue #derived value #scale #salestools #sellingtool #salestech #nopitch #financialjustification #salesforce #valuestory
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. #valueselling #realizedvalue #derivedvalue #valueconsultant #vsrcouncil #valueengineer #ROI #SaaS #cloud #TSIA #expandselling #evolvedselling #theROIguy
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
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
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
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
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
November 05, 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
November 04, 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
November 01, 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
October 31, 2019