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. I so enjoyed this interview with Steve, where we discussed the keys for field sales reps and managers to survive the current uncertainty and drive performance despite the challenges we
Articulate your differentiating value • Improve each customer interaction • Drive sales performance
The Evolved Selling institute™ provides you with independent insights, community and tools to help guide your sales enablement journey and fuel professional transformation.
THE Evolved Selling Journey
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.
Insights for You
2020 has sent most companies on a 1-way ticket to digital transformation. How have you digitized your processes and how will you optimize them going forward? On December 9th, Peter Ostrow from Forrester and Tom Pisello from Mediafly will dive into how best to address the impact of our ‘Zoom economy’ and cultivate your sales
When 80% of B2B selling now digital and remote, not just today but going forward, the world of sales and enablement are rapidly transforming. I had the pleasure to interview Mary Shea about these predictions and the dramatic acceleration in the toolsets, skillset and mindset you need to keep up and succeed in 2021. In
