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Independent insights, community & tools helping guide your sales enablement journey & professional transformation.

The Evolved Selling Journey

Companies of all sizes and industries are recognizing the urgency of enabling sellers with the right content and tools to help elevate and facilitate buyer engagement to improve experiences and drive better sales performance.

Traditional Selling

Traditional Selling
Unfortunately, where too many companies remain today:
• Sellers pitch your company, products and services with canned PowerPoint and paper-based sales collateral
• Value is not articulated
• Sellers waste time searching for content in multiple places, while Marketers struggle with requests, versioning and compliance
• Classroom-style sales training is the norm, costly and easily forgotten
• Little visibility into what is used, consumed and effective

Enabled Selling

Enabled Selling
Where initial efforts are already generating notable improvements:
• Content Management is deployed to centralize content, improve search, manage versions and compliance
• Traditional classroom sales training is replaced with digital training (LMS) and certifications
• Sellers begin the transition from product-led to challenge-centric selling
• Technology and content usage is measured

Evolved Selling

Evolved Selling
Where Sellers are empowered with new types of content to drive better engagements:
• Customized mobile sales apps to deliver a tailored, interactive presentation experience for buyers
• Interactive assessments, ROI and TCO tools to discover, communicate and quantify value
• Optimized digital learning with individual performance optimization and coaching
• Visibility into consumption and identifying what is most effective
• AI/ML-powered CRM integration to improve efficiency and deliver "next best" recommendations to drive effectiveness

Evolved Selling Book

What can you do to better enable your newest sellers and middlers to perform just like your best?

How can you better communicate and quantify the unique value of your solutions?

How can you improve your content to provocatively inspire buyers from “do nothing” to “Yes!”.

Check out the book: Evolved Selling to get answers to all your top sales content, leadership & enablement questions.

100 Metrics that matter

Metrics you should know for sales enablement, content management and value selling. For example:

  • 53% of workers who are currently remote hope they will be able to continue to work from home more often after the crisis is over.
  • 44% of US workers are glad their business travel has been cut back.

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Insights for You

Quantify the Value of Your Proposed Evolved Selling Programs

When you are considering an Evolved Selling program.- improving your content, sales enablement and value selling, how do you know the potential benefits and if the investment will generate returns? To quantify the potential business value benefits of proposed content improvements, sales enablement and value selling programs, we provide an interactive rapid value assessment tool.

Good Discovery: Evolving from Qualifying Questions to a Dialogic Needs Assessment

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

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