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A CMO who continues to rely on spam, forms and cold calls is so yesterday. Buyers demand more, and there is a better way to connect, engage and sell by doing less. This according to my interview with Latane Conant, the CMO for leading account-based marketing firm 6sense and a new author with an important book that was the basis of our discussion. Latane was direct, frank and for a change, she kept our talk G-rated! If you are a marketing leader, you have to get Latane's take on how to outperform by leveraging ABM in a new way to optimize your marketing and sales.

https://www.linkedin.com/in/latane-conant/

#CMO #b2b #marketing #accountbasedmarketing #accountbasedselling #ABM #ABS #buyersjourney #marketingoptimization #salesoptimization #salesperformance #salesenablement #marketingtech #salestech

Why is the Chief Customer Officer so important now to growth success, and what should your strategy focus on for 2021 sales, marketing, customer success and service success? In this interview with Yamini Rangan, the CCO of Hubspot, we discuss the accelerated shift to digital, remote and economic focused buyers and the leadership and strategy you need to execute in 2021 to be prepared and succeed.

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

#CRM #CCO #ChiefCustomerOfficer #marketing #sales #customersuccess #service #nurturing #leadership #salesoptimization #assessment #salestechnology #salestech #marketingtechnology #martech #salestools #sellingtools #digitalselling #remoteselling #valueselling #RealizedROI

Virtual selling is here to stay, it is certainly not new, and there is no excuse for poor virtual engagements any longer. This according to my interview with Alice Heiman, one of the most experienced sales consultants and readiness professionals. In fact, according to Alice, the winners in 2021 and beyond will be those organizations that not only embrace virtual, but strive to build a world class virtual selling organization. So how do you get virtual selling right, and what is world class all about?

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

#digitalselling #virtualselling #salesperformance #engagementexperience #CEx #remoteselling #salesreadiness #salestraining #salesoptimization #salesstrategy #valueselling #salesenablement #buyerenablement

When the crisis first hit, many companies realized that their best strategy was to circle the wagons, focusing on existing customers and key accounts. Some of these key accounts are at risk, with many facing budget lockdowns, cutbacks and pressure to consolidate vendors. Others are not cutting back, but accelerating business and digital transformations. How do you make sure you don’t end up in the discount bin or the chopping block, evolving from being tactical to being more strategic and capturing new opportunities? These are just a couple of questions we pose to two key members from the Key Account Management Forum, a research group from the Cranfield School of Management: Dr Javier Marcos Cuevas and Mark Davies. Learn how proving value delivered and inspiring value opportunities is so important to Key Account Management success into the recovery. KAM best practices forum:

https://www.cranfield.ac.uk/som/research-clubs/key-account-management-best-practice-forum

#KAM #KAMForum #keyaccountmanagement #strategicaccountmanagement #b2b #sales #salesleadership #salesoptimization #salestransformation #salesenablement #valueselling #customersuccess #revenueenablement #valuediscovery #RealizedROI #Realizedvalue #salestechnology #salestech

As a front-line marketer, what should you be doing now to be ready for a better 2021? In this interview we connect with Shannon McNealy, a rare mix of creative artist and smooth operator, recently named the Senior Marketing Manager for the Schiele Group, one of the largest print companies in the Midwest, and ex-marketing manager and sales enablement pro for ABCOMRENTS.COM, a leading trade show rental provider. Shannon has worked for two different organizations in the past 12 months who have had to quickly adapt and pivot, and through this all, you learn a few things - about yourself, your capabilities and what it takes to survive and thrive. Checkout her journey here -

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

#b2b #marketing #sales #print #events #contentmarketing #salesenablement #digitalselling #remoteselling #demandgeneration #valuemessaging

Now that we are mostly remote sellers, how do you maximize your time, optimize your sales performance, all while keeping your sanity? In this interview with CRM expert Jeroen Corthout (co-founder of SalesFlare), we explore how you can take advantage of the remote environment to elevate capabilities and success.

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

#CRM #salesenablement #remoteselling #digitalselling #virtualselling #salesleadership #salesoptimization #extrovert #salestransformation #valueselling #salesperformance

The ability to communicate and quantify your unique business value to prospects and customers is essential with today's economic-focused buyer,, and getting a value program developed, launched and scaled is an imperative. So how do you do this quickly and effectively? In this interview with the Head of Business Value Consulting for sales performance management firm Xactly, Michael Ketchmere discusses his journey to develop and scale an effective business value program in less than six weeks. We discuss it all including the rapid development process, five steps to assure successful launch, sales process integration, adoption, outcomes and evolution.

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

#valueselling #valuemarketing #valuemanagement #businessvalue #valueassessment #jumpstartroi #CLOSE #valuestory #valuestorytelling #valueconsulting #valueengineering #ROI #Valuecalculator #ROIcalculator #salesenablement #salestool #sellingtool #salestech #salestechnology

Having the right sales content solution can make all the difference to transforming your sales capabilities and dealing with change. According to a couple of amazing sales enablement practitioners from Morrison Healthcare, delivering vital healthcare services in this time of COVID 19, having a good sales content platform helped them to more easily launch visual selling campaigns, pivot conversations, and enable sellers to be more consultative to stressed customers and a changing marketplace.

This interview with Casey Clarkson, the Director of Retail Programming, and Gina Groome, the Quality Assurance Manager for Morrison Healthcare’s Retail Team, discusses their role and leverage of a sales content solution to enhance field support and evolve capabilities through virtual coaching and sales enablement initiatives and transformation.

#healthcare #foodservices #retail #salesperformance #salestransformation #salesenablement #remoteselling #digitalselling #salestools #sellingtools #visualpresentations #visualstorytelling #salestechnology #salesintelligence

How do you build rapport with prospects, even though you are now limited to a 13" virtual meeting screen? How do you make sure you are not losing buyer engagement? How do you pivot from pitching to blueprinting business value? In this interview, co-author of the book Virtual Selling and sales training expert Dave Shaby we answer these questions, as he provides the research and advice you need to accelerate your seller's digital success.

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

#virtualselling #digitalselling #remoteselling #salesenablement #salesreadiness #RAINGroup #rapport #aspirations #afflictions #impact #newreality #valueselling #businessvalue #businesscase #valuemanagement #salesengagement #engagementexperience #ROI #ValueGap

Sellers are facing a tough go-forward environment. Spending freezes, lower executive clip levels, and the dreaded cross functional approval board, the COVID committee. AS a result, 47% of buyers indicate they’ve already put off one or more purchases due to the crisis, with more to come. The increased need for a value-focused approach is certainly upon us, and in fact in a recent survey, 66% of buyers say the value and ROI of a proposed solution are important to sign-off. However, less than 16% of sellers are adept at delivering business value assessments and ROI analysis. How important is this value gap and what could this be costing your organization in stalled deals and lost sales? In this interview with Julie Thomas, CEO of Value Selling Associates, we discuss the importance of taking a value first approach to selling today, and the importance of proper discovery, communication and quantification of business, organizational and personal value to bridge the value gap.

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

#b2b #selling #digitalselling #salesenablement #salestraining #salesreadiness #valueselling #valuetraining #valuesellingtraining #valuemanagement #businessvalue #personalvalue #organizationalvalue #ROI #businesscase #valuestory #financialjustification #valuediscovery #salestransformation #salescoaching

Now that our customer conversations are remote and virtual, how do you engage as effectively as you did when in person? For answers, I turned to MariAnne Vanella, CEO and Founder of the lead gen consultancy Vanella Group, best selling author of the award-winning book "42 Rules of Cold Calling Executives , a recipient of the "20 Women Leaders in Business" award, a Top 50 Women Martech Influencers, and a Top 3 on the "40 Most Inspirational C-Level Leaders in Sales Lead Management". In this interview we explore how you can better connect with executives and engage leveraging a new toolkit, skillset and mindset.

https://www.linkedin.com/in/telesales20/

#salesenablement #prospecting #leadgen #martech #salestech #salestechnology #valueselling #salesperformance #digitalselling #salestransformation #remoteselling #virtualselling #salescoaching #salesleadership

As organizations look forward to 2021, getting sales quotas, compensation and enablement right is essential, but difficult with accelerated transformation, uncertainty and potential risks.

In this interview with prolific author Mark Donnolo, Managing Partner of Sales Globe, we discuss what changes organizations have made post crisis, and what sales performance improvements to prioritize for 2021 success.

https://www.linkedin.com/in/mark-donnolo/

#b2b #sales #salesperformance #salesincentives #salesquotas #salescompensation #salesmanagement #salesleadership #salesreadiness #salesoptimization #salesenablement #salestransformation #digitalselling #remoteselling #valueselling

Doing a good job of discovery and listening are so important to buyers, yet so many sellers are struggling to get this right, especially in today's now digital and remote selling environment.

In this interview with Deb Calvert, an Inductee in the Sales Hall of Fame, Keynote Speaker and Sales Effectiveness Consultant as President of People First Productivity Solutions, we discuss what makes for "good discovery", especially how it is more a dialogue person to person than a qualification or diagnostic. In her thoughtful answers, Deb outlines the five essential discovery elements, and exactly how to make sure your sellers get discovery right.

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

#b2b #salesenablement #discovery #diagnosticassessment #dialogicassessment #needsassessment #Socratic #BANT #saleseffectiveness #salestransformation #valueselling #ChallengerSelling #digitalselling #remoteselling

Sell More with Better Value Communication and Quantification Right from his LinkedIn profile you can tell John Bossong is different. He's a seller that clearly takes a value-first approach, has created a podcast and personal brand, not to sell more but to help his customers.

John is the epitome of the Modern Seller, and in this interview episode we learn what makes him so different and successful.

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

#b2b #sales #leasevsbuy #fleet #salesrep #salestransformation #personalbranding #valuestory #valuemessaging #valueselling #financialjustification #costofinaction #salesoptimization #salesleadership #salestools #sellingtools

When you were the VP of Global Enablement for Marketo, Head of Global Sales Enablement for Oracle Marketing Cloud, and had key sales enablement and training leadership stints with Salesforce, 3PAR, PayPal, NetApp and Siebel you might have learned a thing or two.

And indeed, Roderick knows enablement, and has a knack for codifying what many perceive as a difficult and complex set of practices into a set of straight-forward rules and guides. We discuss what it takes to get your sales enablement right - the correct mindset, skillset and toolset you need to succeed.

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

#b2b #sales #salesenablement #salestransformation #salestech #salestechnology #digitalselling #remoteselling #valueselling #valuemessaging #salesoptimization #salesreadiness #valuestory #agileselling #ditchthepitch #orchestrator #businessvalue #personalvalue

Now that selling is more digital and remote, how do you better connect, build trust, and win the business?

My interview with author, podcaster, keynote speaker and selling expert David Fisher has so many gems of advice, to help guide a better sales enablement, transformation and performance success.

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

#digitalselling #remoteselling #salestransformation #salesoptimization #salesperformance #salestools #sellingtools #trust

Shimon Abouzaglo, is the founder of the Value Selling & Realization Council, an organization dedicated to the practice and practitioners of value, and has had a long career as a business value practice leader and practitioner with IBM, Hewlett Packard Enterprise, SAP, Infor and Accenture Interactive. Who better to discuss where we are today regarding business value assessment and realized ROI practices, how long he practice has come and how much more needs to be done.

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

#VSRcouncil #valueselling #valuemarketing #valuemessaging #valuestorytelling #valuemanagement #outcomeselling #realizedvalue #realizedROI #ROI #TCO #ROIcalculator #valueconsultant #valueconsulting #valueengineer #salesenablement #salestransformation #customersuccess

Being a hunter sales leader in these times is not easy.

One way to outperform the competition?

Think about your next on-line meeting less as a presentation and more as a collaborative conversation and experience.

In this interview with VP of Sales for sales enablement provider Dustin Zweck we discuss some of the best practices he recommends to clients and uses with his own teams to transform on-line virtual customer meetings into a compelling digital selling experience.

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

#digitalselling #remoteselling #salestransformation #salesenablement #revenueenablement #discovery #assessment #financialjustification #salesperformance #salescoaching #interactiuvepresentation #interactivecontent #contentmanagement #valueselling #valuestory #storytelling #customerintelligence #marketingperformance #ROI

Where are sellers and sales leaders falling short today, and what are the new skills you need to thrive and accelerate into 2021? In this interview with author, podcaster and B2B sales consultant Steven Norman , we discuss seven steps you can use today to transform sales team performance and build a bulletproof sales machine.

https://www.linkedin.com/in/growth-coach

https://growthacumen.com.au/sales-assessment-tool-3/

#b2b #sales #salesperformance #salescoaching #salesenablement #salesleadership #salesreadiness #salestransformation #salesoptimization #diagnosticassessment #valueselling #revenueenablement #digitalselling #remoteselling #saleshiring #prospecting #qualification

Cold calling is dead, this according to Colleen Francis, a #1 LinkedIn Sales Influencer, renowned author and sales consultant. In this interview, we explore just how much prospecting has changed post-crisis, and what your sellers need to do in order to have better reach-outs, engagements and performance.

We touch on specific techniques such as the Tempo Triad, how to build a trusted personal brand on social media, and how to be sure you and your sales reps transcend the gerbil wheel of selling.

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

https://www.engageselling.com/

#b2b #sales #Nonstopsalesboom #salesleadership #salesenablement #salesoptimization #salestransformation #leadgen #prospecting #salesperformance #socialselling #personalization #personalbrand #trust #coldcalling #salesintelligence

If you get your new sales hire right it can mean great things for hitting your growth targets. But get it wrong, or worse, hire a toxic troublemaker, and the costs can be over a million for each error.

So, how do you make sure you are only hiring the best for your organization and customers, and you on-board and enable them correctly? We explored these tough questions with sales performance author, podcaster and expert C. Lee Smith in this informative podcast session.

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

Book link: https://www.amazon.com/Hire-Smarter-Sell-More-Troublemakers/dp/1616993561

#b2b #sales #hiring #onboarding #salescoaching #salesleaders #salesonboarding #salesperformance #salestransformation #digitalselling #remoteselling #salesleadership

Imagine you are a sales leader responsible for selling leading apparel, footwear and sports equipment brands such as Salomon, Atomic, Wilson, Precor and Louisville Slugger. Now imagine how you and your team's world was turned upside down by the COVID-19 shutdown and crisis. impacting team sports, ski resorts and retail stores to name just a few business drivers.

This is exactly what we explore in our interview with VP of US Sales, Matt Navarro, discussing how he was able to help his team maintain a winning attitude and quickly pivot to digital selling.

https://www.linkedin.com/in/matt-navarro-a527b612/

#sportinggoods #retail #ecommerce #sales #salesenablement #salestransformation #salesoptimization #crisisselling #digitalselling #remoteselling #salestechnology #salestech #salestools #sellingtools #insightselling #contentmanagement #customerexperience #customerengagement

Many of you have heard about Revenue Enablement, and might be wondering what it is all about, and why we need another type of enablement beyond just Sales Enablement?

Who better to explain than Stephen Diorio, creator of the Revenue Enablement Institute. In this informative session, we define what Revenue Enablement is all about and why it is so important.

https://www.linkedin.com/in/stephen-diorio-1339011/

#b2b #sales #customersuccess #marketing #customersuccess #salesenablement #revenueenablement #digitalselling #remoteselling #salestech #salestechnology #salestransformation #valueselling #salestools #sellingtools

When you've cut your teeth at, run and created value consulting and selling programs at companies like Salesforce, Adobe, Deloitte Consulting and SAP, you've learned a thing or two about what makes a good program and delivers a great customer experience.

We dig into the best elements in these most successful value consulting and selling programs, including how to overcome adoption and customer engagement challenges, and the hardest lessons learned.

https://www.linkedin.com/in/anuraggoel2/

#valueselling #valueconsulting #valuemanagement #RealizedROI #ROIcalculator #valueassessment #salesenablement #revenueenablement #salestools #sellingtools #salestechnology #salestech

What is a trusted advisor, why is becoming one to your customer so important, and how do you achieve it?

According to sales veteran Greg Brown (Salesforce, Peoplesoft, E.piphany and Apptus) it comes down to a simple formula: Rapport, Credibility and Value.

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

#salesenablement #salesperformance #salesoptimization #salestransformation #digitalselling #remoteselling #valueselling #valuemanagement #trust #ethos

In times of uncertainty, emotions are charged. This can lead to indecision, not a good thing when you are trying to move a buying committee and your champion through the buyers journey to "Yes".

So why does this happen, and as a seller, what can you do to ease the anxiety and achieve success?

In this interview with #1 LinkedIn sales expert, author and consultant Anita Neilsen, we explore the neuroscience of decision making in today's post-crisis world and specific strategies sellers and sales enablement can take to leverage the current conditions and accelerate success.

www.linkedin.com/in/anitanielsen/

#b2b #sales #DecisionScience #Neuroscience #Perveyorofhope #trust #reptilianbrain #salesenablement #salesperformance #salestransformation #saleseffectiveness #salesoptimization #digitalselling #remoteselling #valueselling #valuemessaging

Where are customers seeking value from their Cloud investments? Have the value priorities changed post crisis? And how do companies like VMware collaborate with customers to prove and improve the business value of Cloud?

These are just a few of the questions we explored with Craig Stanley, Group Product Line Marketing Manager and Cloud Economics expert for VMware.

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

#VMware #Cloud #CloudEconomics #TCO #ROI #roicalculator #tcocalculator #aalueassessment #businessvalue #IT #valuemanagement #maturityassessment #maturitymodel #valueselling #valuemarketing

What is the secret to selling? David Priemer says it's simple. Just sell the way you buy.

David is an expert in the neuroscience of selling, and he leverages his background as a research scientist along with his accidental career in sales with Influitive, Salesforce, Varicent and Infor to decompose the best way to connect, engage and win over your customer.

In this interview we discuss what makes a great remote selling experience, the best way to do discovery and demos, and the important difference between ROI and value.

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

#cerebralselling #neuroscience #decisioneconomic#decisionscience #salesperformance #salestraining #salesmethodology #salesenablement #salescoaching #salestransformation #discovery #ditchthepitch #dayinthelife #buyersjourney #neuroselling #neuroseller #valueselling #valuemanagement #valuemessaging #roi #businessvalue #digitalselling #remoteselling #revenueenablement

Focusing on existing customers is key to success for many organizations through the crisis. How do you optimize your growth sales and customer success teams to better engage with existing customers now that all meetings are remote, buyers are more frugal and you get more "No" than "Yes"?

Who better to ask than Mediafly's own Andrew Miehl. See what he is doing to better retain and expand existing customers, focusing on enabling better remote selling, realized value and maintaining a fun, winning attitude.

https://www.linkedin.com/in/andrew-miehl/

#salesenablement #revenueenablement #growthsales #customersuccess #realizedvalue #realizedROI #buyerengagement #salesplaybook #salesprocess #salesoptimization #salesperformance #salestechnology #salestech #digitalselling #remoteselling

If you have a start-up or early stage company you know how hard it can be to get to "Yes" in normal times. Throw in a health crisis, economic shutdown and a bunch more uncertainty through recovery and "good luck".

Well, you don't need luck, you need a sales process and system, this according to our latest guest: Scott Sambucci, accomplished consultant, podcaster and author of the book "Stop Hustling, Start Scaling".

In this interview we discuss how to stay positive through all the issues, the importance of refining your process and forecasting indicators, and especially the need to better qualify opportunities. Any start-up or early-stage founder, sales and marketing leader needs to tune in and download this episode.

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

#SalesQualia #b2b #tech #startup #sales #marketing #qualification #salesprocess #salessystem #salesdemo #salesperformance #salesoptimization #salesleadership #BDR #salestechnology #salestech

When the next billion dollar SaaS company for investment firm Emergence Capital needs to redo their strategy and playbook, Doug Landis is the growth partner they tap to deliver the goods. You can imagine how busy he is during this uncertain time.

We were more than excited to grab him for an interview, to discuss what he is seeing and recommending to portfolio companies, and the importance of visibility, empathetic messaging and a "spectrum of value".

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

#emergencecapital #technologysales #valuemessaging #valueselling #salesenablement #buyerenablement #revenueenablement #CRM #salestech #salestechnology #salesplaybook #salestools #sellingtools #conversationintelligence #salesinsights #RealizedROI #valuemanagement #salescoaching #remoteselling #digitalselling #empathy #idealcustomerprofile #salesleadership #salesstrategy #salesoptimization

Unless your deal is tied to support both strategic objectives and tactical priorities, unless it is tied to tangible value and business outcomes, it won't get considered much less approved. This according to sales and marketing consultant Bob Apollo in this latest podcast interview.

Hear what Bob had to say and why it is so critical.

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

#salesenablement #valuemessaging #valueselling #salesplaybook #Challenger #Salesperformance #salesoptimization #salesleadership #productmarketing #contentmarketing #ValueStory #financialjustification #valuemanagement #businesscase #nopitch

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 #insidese #valueselling #contentmanagement #contentmarketing #productm#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 #evolveselling #insidese #valueselling #contentmanagement #contentmarketing #productm#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 Wilkerson (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

The Death of the B2B Sales Rep, key research conducted five years ago under Peter O’Neill's tenure as Vice President & Research Director for Forrester.

In this session we interview Peter to learn more about these predictions, how accurate they turned out to be, and what new challenges he sees moving forward for sales enablement and marketing.

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

#b2b #sales #salesenablement #salesengagement #salesreadiness #salesautomation #salesoptimization #salesperformance #SellerExperience #BusinessConsumer #marketingautomation #ecommerce #insidesales #salestech #salestechnology #salestools #sellingtools #deathofb2bsalesrep

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/

#evolvedelling #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

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

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

As the former director of WW channels for Microsoft, a leading indirect sales expert at KPMG, and a co-founder of a channel recruiting and optimization startup, there aren't many who know more about what it takes to create and grow a successful channel program than Nigel Postings. In this interview, we explore the challenges facing channel program managers today, and what it takes to grow, optimize and enable channel programs for success.

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

#indirectsales #channelenablement #salesenablement #channelsales #channelmarketing #PartnerPrograms #channeloptimization #PartnerRecruiting #MSP #ISV #CSP #Bizcise #Healthcheck #Assessment #evolvedselling #valuemessaging #Valueselling

This important interview with Forrester analyst Mary Shea discusses the latest Sales Enablement research, revealing the latest findings on the Death of the B2B Sales Rep, 2020 sales technology predictions and the roadmap to achieve superior ROI leveraging modern Sales Enablement.tools.

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

https://www.forrester.com/Mary-Shea

#Forrester #MaryShea #b2b #Sales #SalesEnablement #SalesReadiness #EvolvedSelling #ContentMarketing #ContentManagement #DeathofB2BSalesRep #ChanhnelSales #Salestech #Salestechnology #TEI #salestools #sellingtools #CRM #CSO #Research #ROI #CustomerSuccess #ValueSelling #ValueMarketing

Starting a new Business Value program from scratch isn't easy, but when you are able to pull one together, the business impacts can be substantial. In this interview we deconstruct what it took for Aaron Froberg to create a new Business Value program at content management firm Egnyte.

We discuss everything from establishing the goals and missions of the program, the first successful steps, how he scaled the program to success, specific impacts on the business ,and what he still has on his roadmap to accomplish. If you are thinking about creating and scaling a Business Value program of your own, this interview is a can't miss.

https://www.linkedin.com/in/aaron-froberg/

#evolvedselling #Egnyte #businessvalue #ROI #valueselling #valuemarketing #valueengineer #valueconsulting #salestools #sellingtools #salesenablement #contentmanagement #assessment #businesscase #financialjustification #outcome #realizedvalue #interactivecontent #costofdonothing #nopitch

Latane Conant is a CMO extraordinaire for 6Sense, a leading Account Based Marketing platform provider. In this interview, we discuss Latane's new value program: how she leveraged value marketing tools, sales tools and even reports from the 6Sense platform to help prove and improve the value and ROI customers receive from 6Sense solutions.

https://www.linkedin.com/in/latane-conant/

#evolvedselling #ROI #ABM #6Sense #LataneConant #AccountBasedMarketing #Marketing #ROMI #salesenablement #funnel #demandwaterfall #MarketingROI #salesreadiness #valueselling #valuemarketing #interactivecontent #salestool #sellingtools #contentmarketing #contentmanagemnet #realizedvalue #nopitch

In this interview with Liz McChrystal, VP of customer experience with Accent Technologies, we discuss how the first wave of Sales Enablement, a world of content management, sales readiness and point solutions, is quickly being replaced  with a second wave, which is all about data, integration, intelligence and AI.  Liz, who has a PhD in Industrial and Organizational Psychology and a decade of experience working with sales enablement leaders on their programs, provides examples of how companies are leveraging sales enablement and data from  CRM and other systems, combined with Artificial Intelligence and Machine Learning processing to improve sales efficiency and effectiveness.

https://www.linkedin.com/in/liz-mcchrystal-ph-d-6215a9/

#evolvedselling #intelligence #salesenablement #data #AI #ML #CRM #sellingtools #salestools #integration

What do ultrarunning and value consulting have in common? In this episode, we interview Zach Rickenbach, a value consultant for identify and access management firm Okta, to learn how he and the Okta team scaled their value selling program to engage over 2,000 prospects and customers each year.

https://www.linkedin.com/in/zach-rickenbach-6159b967/

#evolvedselling #salesenablement #valueselling #valuemarketing #valueconsulting #valueengineer #ROI #RealizedValue #derived value #scale #salestools #sellingtool #salestech #nopitch #financialjustification #salesforce #valuestory

Kate Migon is a successful leader, honing her sales craft since her first sales job in high school. But every once in a while, you face that challenging situation. One which tests your mettle and makes you even more passionate about wanting to do well.

In this episode, explore just such a situation, the lessons Kate learned, and how it helped her become an even better sales leader today.

#b2b #sales #salesreadiness #valueselling #evolvedselling #buyerenablement #IOT #data #insights #tribe #salesleadership #salesstrategy #german #whiteboardselling

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

When a B2B company's sales and marketing are misaligned, it can cost 10% of revenue or more per year. What is misalignment, how do you know you have the symptoms and how do you avoid this huge cost?

In this podcast, I interview Jeff Davis, a sales and marketing alignment expert, author and international keynote speaker. We discuss his book: Create Togetherness: Aligning Sales and Marketing to Drive Revenue Growth, to provide practical tips to help you identify and begin to address your sales and marketing alignment issues.

#b2b #align #sales #marketing #alignment #salesstrategy #marketingstrategy #JeffDavis #CreateTogetherness #salesenablement #valueselling #contentmarketing #evolvedselling #salestools ##salesplaybook #ROI #theROIguy

https://www.jeffdavis2.com/

This episode features Carson Conant, the CEO of sales enablement firm Mediafly, and a lively discussion where we pull the covers back on four Sales Enablement myths. Fear doesn't need to hold you back, as we debunk each of these myths one by one.

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

#evolvedselling #Mediafly #CarsonConant #CEO #Founder #sales #b2b #b2c #salesenablementforall #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valueselling #valuestory #sellingtools #salestools #salestech #storytelling #salesplaybook #buyerenablement #guidedselling

You have to get over a thousand sellers and partners to evolve from pitching products to selling with value, all with a three person team. This was the challenge facing Bill Weinberg at MicroFocus. Find out how he and his team took the value selling challenge head on, the value messaging and ROI tools he used to scale the program, and the valuable lessons he learned along the way.

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

#evolvedselling #ROIselling #Microfocus #ITvalue #salesenablement #salestech #bestpractices #contentmarketing #valuemarketing #valueselling #valuestory #realizedvalue #assessments #interactivecontent #productmarketing #sellingtools #salestools #storytelling #ROI #TCO #theROIguy #frugalnomics #thevaluegap #businesscase #financialjustification #valuestory

When you're a sales leader for some of the best, like Oracle, Ariba, and GE, you learn a thing or two about engaging prospects and enabling sales teams. In this session with Matt Suggs, EVP of sales for sales enablement leader Mediafly, we dove into real world examples from Pepsico, Miller Coors and Coupa, to illustrate best practices across each pillar of the Evolved Selling Journey - Inspiring, influential, interactive, and intelligence.

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

#evolvedselling #Mediafly #MattSuggs #CSO #ChiefSalesOfficer #sales #b2b #b2c #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valuemarketing #valueselling #valuestory #interactivecontent #sellingtools #salestools #storytelling #nopitch #ROI #salesplaybook #buyerenablement #guidedselling

When it comes to successful sales leaders in financial services, it's hard to beat Neil Menard's track record. In this episode, we get to learn from one of the best, as he discusses lessons learned evolving an old school sales approach and how to build a world class sales organization.

https://www.linkedin.com/in/neil-menard-5726b57/

#evolvedselling #NeilMenard #FinancialSelling #FinancialSales #sales #b2b #b2c #salesenablement #salesleadership #salesreadiness #salestraining #salespresentations #salestech #bestpractices #valueselling #valuemessaging #sellingtools #salestools #storytelling #nopitch

In this inaugural episode we feature Dan Sixsmith, sales leader, consultant and host of the Sales is King podcast. Dan and I discuss one of the big quota busters, the Value Gap, and how to get your sellers to better communicate and quantify your unique business value to prospects and customers.

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

#evolvedselling #ROIselling #SalesIsKing #DanSixsmith #Mediafly #salesenablement #salestech #bestpractices #contentmarketing #valuemarketing #valueselling #valuestory #realizedvalue #assessments #interactivecontent #productmarketing #sellingtools #salestools #storytelling #ROI #TCO #theROIguy #frugalnomics #thevaluegap

The Evolved Selling institute is an independent community of analysts, thought leaders and practitioners, assembled to collaborate on the people, process and technology improvements needed to improve sales performance, optimize content marketing and elevate sales enablement initiatives.

The Evolved Selling Institute develops exclusive research, podcasts and tools to help you assess your current performance, prioritize improvements and justify sales transformation investments. Live events and community resources are designed to help each member share experiences, to directly learn from the challenges and successes of peers.

“When we launched the Evolved Selling book we wanted to create a collaborative community of kindred spirits, who were leveraging the content and practices to drive significant performance improvements. We wanted to provide believers with a collaborative platform, where those who were planning could learn from those who had already been there before.” – Tom Pisello, Founder of the Evolved Selling Institute

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

#evolvedselling #evolvedsellinginstitute #sales #b2b #b2c #salesenablement #salesleadership #salesreadiness #salestraining #salespresentation #salestech #bestpractices #contentmarketing #contentmanagement

The views expressed and advice provided on the podcasts and in blog articles are those of our guests and do not necessarily reflect the opinions or recommendations of Evolved Selling Institute.

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