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:
https://www.linkedin.com/in/billliebler/
#ROI #TCO #valueselling #valuemanagement #valueacceleration #valuestory
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.
https://www.linkedin.com/in/udiledergor/
#revenueintelligence #salesenablement #salescoaching
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
https://www.linkedin.com/in/paulhenderson5/
#businessoutcomes #valueselling #valueacceleration #valuemanagement
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.
https://www.linkedin.com/in/andyspringer/
#virtualselling #remoteselling #digitalselling #salesenablement #engagementgap #valueselling #valueacceleration
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.
https://www.linkedin.com/in/timwackel/
#salesenablement #remoteselling #digitalselling #virtualselling #salestransformation #salesperformance
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.
https://www.linkedin.com/in/scottsendel/
#valueacceleration #valueselling #valueconsulting #ROI #valuemanagement #salesenablement
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.
https://www.linkedin.com/in/bmiller715/
#productmarketing #valueselling #valuemarketing #salesenablement #digitalselling #interactivecontent #TCO #ROI #valueacceleration #valuemanagement
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.
https://www.linkedin.com/in/nbishara/
#publicsector #ROI #valueselling #valueacceleration #valuemanagement #valueconsulting #valueengineering
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.
https://www.linkedin.com/in/gbennett9197/
#roicalculator #tcocalculator #valuemarketing #valueselling #interactivecontent
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
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.
https://www.linkedin.com/in/lisabobbsemple/
#salesenablement #salesoperations #digitalselling #remotesellling
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.
https://www.linkedin.com/in/tienspalding/
#salesenablement #contentmarketing #CMO #digitalselling #virtualselling
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.
https://www.linkedin.com/in/matt-denton-682a3b1/
#valueselling #valuemarketing #valuemanagement #valuestory
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.
https://www.linkedin.com/in/mikekunkle/
#salestransformation #salesenablement #buyercentricselling
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.
https://www.linkedin.com/in/douglehman/
#salesenablement #digitalselling #virtualselling
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?).
https://www.linkedin.com/in/aaron-froberg/
#valueacceleration #valuemanagement #valueselling #valuemarketing #valueconsulting
