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
Articulate your differentiating value • Improve each customer interaction • Drive sales performance
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.
Insights for You
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
