Resources: Blog

The key to successful selling is knowing your audience. If you take the time to know your audience, you can use what you know about them to craft strategies and get them to take your desired action.  That’s why customer psychology is so important. Customer psychology seeks to comprehend how customers think and feel when

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 Tom tackled with Chad Sanderson, Managing Partner for leading sales training firm Value Selling Associates. In

As a sales leader, helping your sellers hit sales targets in 2022 is top of mind right now. B2B buying and selling experienced a tsunami of change over the last two years creating upheaval for revenue teams (Marketing, Sales, Post-sales). While this environment puts pressure on every person with revenue responsibilities, it presents unique challenges

Sales enablement exists because selling is hard. It always has been. But in the current selling environment, even with advanced sales enablement platforms, closing a deal can feel impossible. Can it be that traditional sales enablement solutions that focus primarily on learning and content management are missing something? The answer is yes, and the solution

In this our second interview with author, podcaster, keynote speaker and selling consultant David Fisher, better known as D-Fish, we discuss many topics, including how all is going with the transition to virtual in the Sales World. He had much insight on this and much more… David has written 9 books including the best-sellers “Hyper-Connected Selling”

Feedspot features EVOLVERs as Number 6 of 20 Top Sales Enablement Podcasts Feedspot crunches the numbers, and features the best Sales Enablement podcasts from thousands of podcasts on the web ranked by traffic, social media followers, domain authority & freshness. We are excited to make the list, at Number 6. Checkout all the great podcasts

Vendor Neutrals Guide Helps You Get It Right, When It Can Go So Wrong There isn’t an organization around that isn’t digitally transforming to help overcome today’s challenges like remote workforces, travel restrictions, supply chain constraints, raw materials inflation, the great resignation and more. As a result, enterprise software spending is estimated to leap 10%

Before you start crunching the numbers to plan an advertising campaign for your company’s latest product launch or an existing service, consider calling on your most loyal customers to create some initial buzz. In turn, rewarding clients for encouraging their family, friends and colleagues to get on board and support your company’s brand will reinforce

Each December, we ask industry analyst Forrester Research to help us identify the top B2B sales trends for the year ahead. The information is always insightful and motivating. But in the most challenging selling environment ever, this year’s list carries even more weight.  5 B2B Sales Trends Sales Leaders Need to Embrace in 2022 I

Scaling the communication and quantification of security business value throughout the buyer’s journey and customer lifecycle Ping Identity wanted to improve their ability to communicate and quantify the value of it’s identity and access management solutions – not just pre-sales, but in marketing outreach as well as most importantly, post-sale for renewals and expansions. Ping

When asked about our revenue enablement and operations predictions for 2022, the one priority that stands out the most to us, and what we believe 2022 will be all about is Revenue Intelligence. So, what is Revenue Intelligence and why is this so important that we are declaring 2022 to be the Year of Revenue

There is no question B2B buying behavior has evolved at an accelerated pace over the last two years. The shift to B2C-like behaviors means your buyers are even more comfortable completing their process digitally. Digital and hybrid selling models are here to stay, but not without creating an entirely new dynamic between buyers and revenue

Key trends in sales, content and value enablement and revenue Intelligence As you put 2021 behind you and look forward to the New Year, it’s important to understand the latest insights and key trends to set the right strategy. To help, Tom Pisello, the ROI Guy, had the opportunity to interview Rick Bradberry, a Forrester

Buyers Need ROI Help making Value Selling / Enablement a Selling Requirement It’s a weird world where both a buyer and seller are frustrated with the same sales process. Research tells us that 45% of buyers say sellers are unable to demonstrate an understanding of their business, 34% fail to apply their solution to their

Review of Value Enablement Challenges, Solutions and Mediafly’s ValueStory Solution Technology buyers require business cases for most purchases. In fact, Gartner research reports that that 92% of the time, line-of-business buyers must build business cases for any technology purchase. And if you leave it up to the buyers, you are sure to run into delays

How to Improve Your Growth Mindset, Sales Performance and Sales Enablement Practice For those of us in the Northern Hemisphere, the last week of the year is one of the darkest. New Year’s Day follows quickly on the heels of the winter solstice. In fact, the sun sets at about 4:25 here in the Chicago

Editors note: A Digital-First Present Prioritizes Personalized B2B Buyer Experiences is a guest article written by our friends at Qualified. Enjoy! We have officially arrived at the digital-first present and personalized B2B buyer experiences are a requirement. We’ve been making our way here—the pandemic happened to expedite our timeline. We can track changes in buyer

Discovery, Problem Alignment, Listening and Clear Value are all Critical Salespeople are still struggling to adapt to all of the changes that the Covid pandemic has brought about. Virtual selling is still largely at play, with some in-person interaction still sprinkled in. Tom Pisello believes that to adapt, you need to become laser-focused on helping

Driving Better Buyer Engagement by Upping Your Presence, Conversations and Presentations “In order to win the interaction game, you have to think less like a seller and more like a Netflix show producer.” – Tom Pisello How do you make every one of those additional buyer interactions stand out and count? In this daily sales

Sales, Content and Value Enablement Take Center Stage in these Predictions from the ROI Guy: Tom Pisello As we move into 2022, go-to-market teams will face customers that are heavily motivated and engaged in making investments to transform while at the same time being more risk-averse and frugal. What does this mean for your team?

Does your marketing team use a content management system to store, manage, and distribute content? Does the solution you have in place work in today’s digital selling environment? The majority of the buyer journey now happens digitally. And B2B buyers consume an average of 13 pieces of content before making a purchase. Today, it seems,

According to a 2021 Forrester survey, 62% of B2B buyers say they can now develop selection criteria or finalize a vendor list solely on the basis of digital content. But that’s not necessarily bad news for sales leaders. Digital buyers mean an explosion of data sales organizations can leverage to sell the way buyers want

“Improve sales forecast accuracy” is a top goal for many organizations in 2022. And why wouldn’t it be? Your sales forecast influences everything in your business, from hiring to resource allocation to revenue projections and production capacity decisions.  But today’s sales forecasting methodologies are not only inconsistent and ineffective, they’re also time-consuming as 25% of

We had the pleasure of interviewing the wonderful Jonathan Farrington (Sandler Research and founder of Top Sales World) last May. Sadly, we recently learned that he has passed on. We wanted to pay tribute to his wit, knowledge, and discoveries. Please take a moment to listen to this insightful, engaging, and educational episode, focused on,

Quantifying the savings and business value from Citrix virtual applications and desktop services Citrix wanted to launch a key go-to-market campaign to help prospects transition to Citrix Virtual Apps and Desktops Services. The key, helping potential buyers understand the savings and incremental business value opportunities that Citrix Virtual Apps and Desktop Services could deliver. In

The sales, content and value enablement initiatives you must consider over the next 12 months As we approach the New Year, we’ve been having more conversations with our EVOLVERs community about what 2022 has in store, in particular which top revenue enablement priorities and initiatives will garner the most attention and investments over the next

Webex wanted to help their customers and prospects better understand the challenges of optimizing remote work, returning to the office, creating a support culture and securing and managing a hybrid work environment to success. In order to do this, they wanted to provide a mechanism for prospects and customers to evaluate and benchmark your organization’s

If you’re struggling to attract and retain top tech talent, adding gimmicky perks to your benefits package is not the answer.  Benefits that Help Attract and Retain Top Tech Talent A competitive job market might tempt you to add trendy perks such as free snacks or game rooms to your office to attract a large

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 Tom asked the Outcomes Guy, Speaker and Author, Paul Henderson in this important interview for value and customer success leaders.

Most sales teams have gotten the basics of Digital Selling down by now. So how do you smooth out the remaining rough edges, differentiate, and elevate to the next Digital Selling level? In a live Roundtable, we’ll be discussing as a group the Digital Selling challenges we are facing, how to best resolve them with