Chris Holgate is the Founder & Managing Director of Success in MPS a provider of Worldwide Managed Print Consulting and Sales Training, and a veteran business and sales leader from Ikon / Ricoh, Sharp Electronics and Canon Europe. In this interview, we discuss the unique challenges of selling services, how to improve discovery, articulate differentiating business value, and how to best train and enable sellers to transition from pitching products to consulting on services.
https://www.linkedin.com/in/chrisholgate/
#MPS #Printers #Printing #PrintServices #ManagedPrintServices #ValueSelling #ValueMessaging #ValueStory #ValueMap #ValueManagement #RealizedROI #OutcomeSelling #ROI #TotalCostofOwnership #TCO #SalesTraining #SalesReadiness #WIFM #SalesEnablement #SalesPerformance #SalesOptimization
Gregg recently joined Citrix as the Global Head of Value Engineering, chartered to build a worldwide team to help prospects and customers assess the business value of running on Citrix technology. In this interview, we discuss his challenges launching this new practice, his guiding principles for excellence, how he proves the value of his practice, and his plans for future growth and scale.
https://www.linkedin.com/in/greggnichols/
#ValueSelling #ValueConsulting #ValueEngineering #ValueManagement #OutcomeSelling #BusinessValue #TCO #ROI #TCOCalculator #ROICalculator #RealizedROI #RealizedValue #SalesEnablement #SalesPerformance #SalesOptimization #SalesTools #SellingTools #InteractiveContent #Insights #Benchmarks #SaaS #Citrix
Sales Enablement has quite a history. And what better person to interview on this topic than Craig Nelson. Currently, Craig is the VP of Global Training and Enablement for SAP, but his roots in Sales Enablement go way back. First as a practitioner for NetIQ, LBMS and 3M, and then as co-founder and leader for one of the first Sales Enablement platform companies iCentera (which was acquired by Callidus Cloud and then SAP). We met Craig over a decade ago, when he co-founded led one of the first Sales Enablement companies, iCentera. He successfully sold this company to CallidusCloud, which was then acquired by SAP a few years ago. In this interview we discuss the roots of sales enablement, and the lessons learned from the early days that can guide us into the future. Craig outlines six key Sales Enablement use cases that SAP CX is focusing on in 2020, which can serve as a great guide for your own improvement efforts.
https://www.linkedin.com/in/cnelson7/
#SAP #CX #iCentera #CallidusCloud #SalesEnablement #SalesReadiness #ContinuousLearning #ContinuousEnablement #ContinuousCoaching #BuyerEnablement #Salestech #Salestechnology #ContentManagement #ContentMarketing #BuyersJourney #SalesPlaybook #SalesTool #SellingTools
Many of you have read her articles or watched her videos about sales technology. Nancy Nardin is the founder of the valuable sales tech resource site Smart Selling Tools. In this interview we discuss the sales technology landscape, exploring the best tools you can use to enable buyers, communicate and quantify value and capture expand selling opportunities.
https://www.linkedin.com/in/nancynardin
#salesenablement #sellingtools #salestools #salestechnology #salestech #salesautomation #salesperformance #interactivecontent #businessvalue #valueselling #buyerenablement
She's a sales coach, keynote speaker, social personality and author. In this interview we speak with Tanya Kunze, CEO of SWIFT Coaching on how to optimize sales performance through self awareness, neuroscience, seller and customer profiling.
https://www.linkedin.com/in/tanya-kunze-a5a70312/
#salesperformance #salesleadership #sellerprofiling #salesenmablement #customerprofiling #neuroscience #salescoaching #salestraining #salesreadiness
When you have over 40 years of high-tech sales performance, CRM application consulting, alliances and business development experiences, you know there's some perspective to explore and predictions to garner. In this podcast we interview Mike Jortberg, Global Sales Director for Customer Experience and Salesforce for Slalom Consulting and veteran business development leader and consultant for Salesforce, Axciom, Siebel (now Oracle), Hewitt Associates (now Aon Consulting).
We discuss all things CRM: The biggest changes, what's remained the same, and what still needs to be improved. Mike also reveals one his best techniques for improving sales performance - leveraging the Buyer's Journey Map and how to leverage it in your own sales enablement plans.
https://www.linkedin.com/in/mikejortberg/
#B2b #sales #salesperformance #salesoptimization #salesleadership #salesenablement #CRM #BuyersJourney #customerexperience #salestools #sellingtools #valueselling #salesconsulting
The best sales leaders have a performance mindset: A different way of thinking. A way to make it happen no matter what. A way to more quickly transform, scale and grow. Jason (Jay) Lovelace has such a mindset, and he knows how to instill it in the groups he leads. As the Chief Commercial Office for SPINS, a wellness data technology provider to retailers and brands. over his 18 years as a key executive for Career Builder, and throughout his advertising agency days, Jay has created and honed a way to get more from the people he leads, processes he optimizes and technology he leverages. Dive into the performance mindset of a successful Chief Commercial Office / Revenue Officer as Jay shares his mantras and methods
https://www.linkedin.com/in/jason-%E2%80%9Cjay%E2%80%9D-lovelace-06547a/
#salesperformance #salesoptimization #salesleadership #salesenablement #salesprocess #salesplaybook #salesreadiness #valueselling #CPG #salescoaching #buyerenablement #CRM #CRO #CSO #chiefrevenueofficer #chiefsalesofficer #chiefcommercialofficer
Not too long ago, Total Cost of Ownership was pronounced as a dead method to analyze, compare and select amongst different solution options. So to see if this prognosis was true, I went to the source - to my friend Bill Kirwin, the originator of the IT TCO model for Gartner. In this interview we discuss the origins of the original TCO model, what makes it so powerful and relevant still today, and how to create and deliver TCO models and tools that will resonate with skeptical buyers.
https://www.linkedin.com/in/billkirwin/
#TCO #totalcostofownership #TVO #tcocalculator #tcotool #valueselling #valuemarketing #businessvalue #ROI #ROIcalculator #IT #Gartner #salestools #sellingtools
Bryan Naas is the Director of Sales Enablement for learning management system company Lessonly, and a veteran of Salesforce, where he served as Director of Product Enablement and Readiness for the Marketing Cloud. In this episode, we discuss the challenges with legacy sales training approaches and why implementing a modern sales readiness is so critical for driving quota performance, improving forecast consistency and delivering sales success. We dive into specific sales readiness recommendations to improve on-boarding, advance "middlers", enable front-line managers and drive channel partner success.
https://www.linkedin.com/in/bryannaas/
#salesenablement #salesreadiness #salesperformance #salesleadership #onboarding #salestraining
The integration of CRM and sales enablement is essential to improved sales success, according to this interview with integration partner expert Tony Kavadas, but all integrations are not created equal. There are several integration use cases that deliver more value, and should be a part of your sales enablement evaluations and plans.
https://www.linkedin.com/in/tonykavadas/
#evolvedselling #salesenablement #AI #ML #salestechnology #salestech #salesstack #CRM #integration #salesoperatingsystem #salesautomation #salesperformance #salesoptimization #customerintelligence #ROI #valueselling #roicalculator #tcocalculator
As a VP of Marketing for the leading provider of natural flavors worldwide, one of Eric's first tasks was selecting and rolling out a new sales enablement platform. In this edition, he shares his experiences, challenges and learnings, as well as what his team wants to tackle next.
https://www.linkedin.com/in/eric-spenske-53532014
#evolvedselling #salesenablement #contentmarketing #contentmanagement #valueselling #valuemessaging #salesplaybook #buyerenablement #buyersjourney #CRM #salesperformance #salesoptimization #CPG
Although most organizations achieve their sales revenue targets, why does individual sales performance continue to struggle, with almost half of sellers still not meeting quota goals and less than half of deals forecasted actually closing. Consistency and predictability remain a challenge. Modern sales readiness offers a potential answer, this according to my interview with Gop, helping your team evolve from traditional boot camps and in-person traditional training to leveraging a platform for continuous, ongoing learning of "on message" and "on task" capabilities needed for every individual seller to succeed. In this session, we discuss the current sales performance challenges, ways sales readiness can help bridge the gap, and how MindTickle leverages their Readiness Value Assessment Tool to better communicate and quantify the value of readiness to frugal prospects.
https://www.linkedin.com/in/gopkiranrao/
#salesenablement #salesreadiness #salesperformance #training #sales #salesleadership #readinessplatform #aalestech #salestechnology #ROI #businessvalue #assessment #microlearning #AI #evolvedselling #valueselling #valuemarketing
You started selling when you were a teen. You cut your teeth at Ingram Micro, Egghead and Aldus. You led a team responsible for $350M in revenue at Microsoft. You write the first book on Social Selling, create and run a sales transformation company, and in your spare time launch 3 successful podcasts, including the latest dedicated to promoting Women in Sales. You are Barbara Giamanco, and were we ever excited to learn from you. In this interview we ask Barbara how to best break through to busy execs, why you need to "Ditch the Pitch" to add value in every engagement, and the one thing you need to do today to drive significantly better sales performance.
https://www.linkedin.com/in/barbaragiamanco/
#WomeninSales #socialselling #salesenablement #evolvedselling #salesperformance #salestransformation #reciprocity #valuemessaging #valueselling #nopitch #ditchthepitch
Upwards of 70% of global revenue comes from third-party channels, making channels incredibly important, However, most organizations haven't reshaped their channel programs to meet changing buyer trends and the need for proper channel sales enablement . In this interview with Jay mcBain, Principal Analyst for Global Channels at research and advisory firm Forrester., we discuss significant channel enablement research findings from Jay and his team, what strategic changes leaders are making now to address new opportunities, and why the Forrester team believes 2020 is THE year for Channel Enablement.
https://www.linkedin.com/in/jaymcbain/
#Forrester #channelsales #channelenablement #salesenablement #contentmarketing #influencermarketing #valueselling #resellers #indirectsales #salestools #sellingtools #salestech #salestechnology #evolvedselling #research #insights
When it comes to optimizing sales performance, the often overlooked front-line sales manager is key to achieving goals, this according to David Brock, author of the: "Sales Manager Survival Guide," a veteran sales leader at IBM and Tektronix, and currently CEO at global sales consultancy: “Partners In EXCELLENCE”. In this interview, we explore why front-line sales managers are so important, what it takes to get sales management right.
https://www.linkedin.com/in/davebrock/
#salesenablement #salesreadiness #salesoptimization #salesperformance #valueselling #salesmanagement #salesleadership #frontlinemanagers #evolvedselling
Clive Miller is the founder of sales consultancy SalesSense and a veteran sales leader for Blackboard, SGI and SUN. In this interview we discuss the changing buyer landscape and the three big challenges facing sales enablement today: Moving sellers from Solutions + Benefits to Challenges + Business Value, Increasing Sales Productivity and Improving Forecast Accuracy. Clive provides some great advice on how to recognize and address each of these selling challenges
https://www.linkedin.com/in/clivemiller/?originalSubdomain=uk
#SalesSense #evolvedselling #salesleadership #salestech #salestechnology #salesenablement #buyersjourney #facilitation #buyerenablment #salesreadinsss #salesmethodology #salesskills #salesforecasting #valueselling #ROI #businessvalue #interactivecontent #DiagnosticAssessments #Insights #Datadriven #CLOSE #BePrepared #MeasuretoManage
