There’s a common saying that time is money, and in no other industry is that truer than in sales and marketing. With a limited amount of time to introduce a concept and get the audience interested, sales professionals have a hard task ahead of them. Luckily, by...
I had the pleasure of interviewing Chris Holgate of Success in MPS. His infectious personality and wealth of knowledge made the interview seamless and enjoyable. In response to my question “What does MPS (Manage Print Services) Look like today?”, he had this to say…...
I was honored to join hosts Audrey Strong and C. Lee Smith diving into what it takes to better enable sales and drive sales transformation in our session: ”Tips for Boosting Your Sales team’s ROI”. One important tip in this new digital / remote selling environment:...
I had the pleasure of being interviewed by John Golden and the folks at Sales Pop. Today, buyers are totally stressed out, with much uncertainty, budget lockdowns and constraints. My interview: From Pitch to Purpose – Evolving with Value and Outcomes, is all about how...
Many companies are using the crisis to reconsider the priority of proposed projects, realign their budgets and slash spending. Goldman Sachs reports that the biggest US companies will cut spending by a record 33% during 2020, including a sharp 27% reduction in capital...
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...
I was shadowing a virtual meeting last week and it was quite typical. The seller was walking the prospects through the corporate presentation deck:the agenda, who we are, here are our customers … you know the one. I watched the prospects via their video feeds, and...
When I was a performance driving instructor, we used mnemonics to help our students remember the most important elements of how to go faster and keep the shiny side up. When it came to taking a corner, the advice we gave to students on how to best handle a turn was...
Personalization is so important when trying to connect and engage with buyers, especially now that most engagements are remote. So how do you improve your presentations to advance beyond the traditional linear presentation and canned sales pitch? See Tom...
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...
I recently had the chance to be interviewed by Paul Mosenson of NuSparkConsulting, and the host of the Fix the Convince podcast. We discussed everything Sales Enablement, and the responses could be helpful as you build your digital selling and sales transformation...
It should come as no surprise with the current economic conditions and uncertainty, that finance leaders are looking for ways to reduce costs, consolidate vendors and do more with less. According to a CFO Pulse survey from PwC: 67% of surveyed executives indicate that...
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