In this interview with marketing and channel expert, Lorin Coles, we tap into his experiences developing major go-to-market strategies and campaigns for Equifax, RedHat, Cisco, and Microsoft, to gain advice on how to shape your sales and channel enablement programs from crisis response to recovery and new opportunities. We explore how to make your customer the center of all your strategies, how to empower a "value exchange" and what you should be doing with your direct and channel enablement to assure success.

https://www.linkedin.com/in/lorin-coles-880404/

#b2b #sales #channel#salesenablement #channelenablement #salesperformance #valueselling #valuemessaging #interactivecontent #salesproposals #indirect #valuemanagement #buyerenablement #podcast

If you are in Consumer Product Goods, your world has been turned upside down with stores and establishment closures, and permanently changing consumer preferences and behaviors. As the leader for sales enablement and transformation at Heineken, Devin Long is in the thick of these changes. His belief: This is not the time to pull-back and be timid, in fact just the opposite. The crisis is a great catalyst for advancing your sales transformation programs, and implementing much needed Digital Selling tools and technology. In this interview we explore Devin's Digital Selling vision as he dishes advice on where to best begin, how to set a vision, key sales tech components, how to gather executive and field support, and how to measure and prove success.

https://www.linkedin.com/in/devin-long-17b2725/

#Heineken #CPG #Beverage #Nielsen #wholesale #salesenablement #digitaltransformation #digitalselling #remoteselling #salesperformance #salesoptimization #salesplaybook #4Ps #Product #Price #Placement #Promotion #contentmanagement #contentmarketing #assetvaluegap #storeanalytics #consumerintelligence #consumeranalytics #calculator #interactivecontent

Uncertainty can create opportunities. Those that are able to use this time to self-examine and reinvent their offering, positioning, marketing and sales approach could be the new winners. In this interview with experienced marketing consultant and podcaster Paul Mosenson we explore what you should do now to evaluate your approach and capture this unique opportunity.

https://www.linkedin.com/in/pmosenson/

#b2b #marketing #leadgen #remoteselling #digitalselling #salesenablement #valueselling #valuemessaging #valuemarketing #ecommerce

Although most sellers try to present your organization and solutions as perfect, with a "we can solve all your challenges" approach, research clearly shows that embracing imperfections leads to much greater success. This from the author of the award-winning & international best-seller, The Transparency Sale, Todd Caponi. In this interview we dig into his authenticity findings, the neuroscience of trust and why being "flawsome" is your ticket to accelerated decisions and more wins.

https://www.linkedin.com/in/toddcaponi/

#salesmelon #salesenablement #salesperformance #reviews #customerreferences #salesoptimization #valuemessaging #valuemap #valueselling #transparency #authenticity #trust #flawsome #salestools #sellingtools #contentmarketing #neuroscience #decisioneconomics #salesleadership #salesreadiness #digitalselling #buyerenablement

Paul Liberatore is the Director of Sales Enablement for Tricentis, and a practitioner and consultant in the space for 30+ years. He knows a thing or two, often taped as the go-to guy to create sales enablement programs from scratch. I was so pleased when he agreed to join me for an interview. We talk about his state of sales enablement, lessons learned from his best successes and challenging failures, and the best way to navigate your sales enablement practice through tough times.

https://www.linkedin.com/in/cpaulliberatore/

#Tricentis #research #salesenablement #evolveselling #valueselling #contentmanagement #contentmarketing #productmarketing #hypecycle #salesoptimization #salesperformance #salesautomation #salestechnology #salestech #salestools #sellingtools #ses #ROI #frugalnomics

How do you make the best choice when you are looking at over 600 different sales technology providers?
This is where Dan Cilley and Vendor Neutral come into play.
They certify the top 100 vendors, and work with organizations to help streamline their selection process. In this interview we discuss the sales tech landscape, RFP and selection process and ways to optimize sales enablement success.

https://www.linkedin.com/in/dancilley/

Company: https://www.linkedin.com/company/vendor-neutral

See a review at: https://vendorneutral.com/mediafly/

#salestechnology #salestech #certifiedvendor #VendorNeutral #RFP #selection #salesenablement #valueselling #comparison #vendorselection #salestools #sellingtools #salesperformance #salesoptimization #CRM

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. In this interview we discuss the keys for field sales reps and managers to survive the current uncertainty and drive performance despite the challenges.

https://www.linkedin.com/in/stevenbenson/

#salesenablement #mapping #salesautomation #salesoptimization #outsidesales #fieldsales #salesmanagement #salescoaching #salestechnology #salestech #salestools #sellingtools #salesplanning #valueselling #financialjustification #ROI

Getting through and flourishing through uncertain times may all come down to one thing, having a winning mindset. In this interview of author and sales performance coach Michael Sadeghpour, we discuss the key elements used by elite athletes that sellers can leverage to drive better performance. These include Attitude, Effort and Ownership. Checkout how to leverage these three components to improve your sales performance and enablement practices:

https://www.linkedin.com/in/michael-sadeghpour-a738199/

#sales #salesenablement #salesperformance #salesoptimization #salescoaching #salesleadership #salesmanagement #winningmindset

Why is it so important to move from sales enablement practitioner to strategic leader? In this interview with Dr. Brian Lambert, author, co-founder of the Sales Enablement Society, and Inside Sales Enablement podcaster, we explore how important sales enablement is to growth success, why the practice hasn't advanced as quickly as anticipated, and what can be done to drive better success.

https://www.linkedin.com/in/brianlambert/

#salesmanagement #salesleadership #salesreadiness #salesperformance #salesenablement #salesenablementsociety #SES #evolvedselling #valueselling #deathoftheB2Bsalesrep #Forrester #CSOinsights #InsideSalesEnablement #GrowthMatters

Customer Intelligence, Machine Learning and AI are all important considerations for sales enablement practices. In this interview with Pete McChrystal, CEO and founder of sales enablement firm Accent Technologies, we discuss CRM integration, best use cases and the art of the possible.

https://www.linkedin.com/in/pete-mcchrystal-56637949/

#salesenablement #CRM #AI #ML #customerintelligence #insights #salesautomation #contentmanagement #salesleadership #salesplaybook #guidedselling

What does it take to migrate your sellers from using a spreadsheet to leveraging an interactive value assessment tool? In this interview we talk with experienced value consultant Clayton Slagle about his business value selling tool and program at PTC. We walk through the entire lifecycle of the program from conception, through development and launch, to achieving substantial business benefits.

https://www.linkedin.com/in/claytonslagle/

#PTC #valueconsultant #valueengineer #valueselling #valuemarketing #interactivecontent #valueassessment #valuemanagement #businessvalue #ROI #ROIcalculator #TCO #Salestool #sellingtool #salestechnology #salestech #salesenablement #salesreadiness

What is the state of Sales Enablement today?
Is it thriving as a healthy practice, or faltering post hype-cycle? Ever the protagonist, this interview with Scott Santucci (former Forrester analyst, consultant and podcaster) will certainly cause debate and a rethinking of your sales enablement strategy and plans.

https://www.linkedin.com/in/scottsantucci/

#Forrester #research #salesenablement #evolvedselling #insidese #valueselling #contentmanagement #contentmarketing #productmarketing #hypecycle #salesoptimization #salesperformance #salesautomation #salestechnology #salestech #salestools #sellingtools #ses #ROI #frugalnomics

Digital selling is now a requirement, and you have to grab and keep a buyers attention, made more difficult that many in person meetings are now remote and online. So how do you get your presentations to grab a buyer's attention and inspire engagement? This interview of visual presentation expert Nathan Jackson, Managing Director of Presentify provides practical advice as to how to reshape your traditional presentations into more effective visual storytelling tools.

https://www.linkedin.com/in/nathanjacksonuk/

#presentations #remoteselling #digitalselling #remotepresentations #salesenablement #PowerPoint #visual #storytelling #salestechnology #salestech #salestools #sellingtools #valueselling #valuemessaging

As buyers become more budget constrained, risk averse and economic focused, the ability for sellers to communicate and quantify your differentiating value is important to getting your proposal considered, and vital to getting executive approval. In this interview with Mike Wilkinson (consultant, author and well known as "The Value Selling Expert"), we discuss the important need for value selling, and four easy steps you can use to optimize how your sellers engage with value: Qualify the Value, Value Discovery, Value Demonstration and Delivery of Value.

https://www.linkedin.com/in/mikewilkinson-valueexpert/

#valueselling #businessvalue #valuediscovery #RealizedROI #realizedvalue #valuemanagement #customersuccess #productmarketing #interactivecontent #salesenablement #salestech #salestechnology

Tanya Carpenter is the Chief Revenue Officer at Leapgen, a Workforce Management Consulting Firm focused on Digital Transformation. In this interview we focus on the challenges of selling human capital management advisory and consulting services and the need to evolve from pitching services to articulating outcomes and business

https://www.linkedin.com/in/tanyacarpenter/value

#LeapGen #HCM #WorkforceManagement #EmployeeExperience #WorkforceExperience #b2b #advisory #consulting #services #salesenablement #marketing #productmarketing #valueselling #valuemarketing #salesreadiness #CRO #SalesLeadership