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Guest Webinar: Removing Friction from Today’s Sales Process

Guest Webinar: Removing Friction from Today’s Sales Process

by Tom Pisello | Aug 12, 2020 | Influential, Intelligent, Interactive

Despite the changing landscape, reps have to put up the numbers, sales leaders still have to nail the forecast, and Ops and Enablement must be ahead at every step. Quotas don’t sleep. As a result, you should be asking your team and be able to confidently answer:...
Three Sales Challenges: Value + Productivity + Forecasting – with Clive Miller

Three Sales Challenges: Value + Productivity + Forecasting – with Clive Miller

by Pushker Pandey | Aug 1, 2020 | Influential, Inspiring, Intelligent, Interactive

Clive Miller is the founder of sales consultancy SalesSense and a veteran sales leader for Blackboard, SGI and SUN. In this interview we discussed the changing buyer landscape and the three big challenges facing sales enablement today: Moving sellers from Solutions +...
Inside: Sales Enablement – Weighing in on the Commercial Ratio

Inside: Sales Enablement – Weighing in on the Commercial Ratio

by Tom Pisello | Jul 28, 2020 | Influential, Inspiring, Intelligent, Interactive

Do you know what the Commercial Ratio is all about, why it’s a great sales and marketing alignment measure, and how it can get you a seat at the big table? Scott and I discuss each of these topics in depth, and as you’d expect from us both, not shying away...
Forbes Business Development Council: 12 Ways Machine Learning Can Revamp Your Sales Process

Forbes Business Development Council: 12 Ways Machine Learning Can Revamp Your Sales Process

by Tom Pisello | Jul 28, 2020 | Influential, Intelligent

It seems that every day, there are more and more tech tools at our disposal. Many technologies, including artificial intelligence (AI), can seriously help a business’s bottom line. Adoption of AI and machine learning allows companies to make needed improvements in the...
Your EVOLVERS Summer Reading List

Your EVOLVERS Summer Reading List

by Tom Pisello | Jul 27, 2020 | Influential, Inspiring, Intelligent, Interactive

What summer is complete without sitting in the park, by the pool or on the beach reading or listening to a great book. For EVOLVERS this means mixing in some great lessons to establish a better mindset, learn some new tricks and expand our horizons. We’ve...
EVOLVERS Virtual Meet-Up – CPG: The Time Is Now for Your Digital Selling Transformation

EVOLVERS Virtual Meet-Up – CPG: The Time Is Now for Your Digital Selling Transformation

by Tom Pisello | Jul 21, 2020 | Influential, Inspiring, Intelligent, Interactive

Listen and EVOLVE to this previously recorded webinar as Matt Navarro (Amer Sports Corporation) and Devin Long (The Heineken Company) discuss ways they are leveraging digital selling and accelerating sales transformation in a time of remote sales and uncertainty....
Intelligence: Leveraging Data to Optimize Content and Sales Effectiveness – with Liz McChrystal (Accent Technologies)

Intelligence: Leveraging Data to Optimize Content and Sales Effectiveness – with Liz McChrystal (Accent Technologies)

by Tom Pisello | Jul 12, 2020 | Intelligent

A while back, I spoke with Liz McChrystal, VP of customer experience with Accent Technologies. We discussed 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...
On-Demand Webinar: How to Quickly Pivot Your Sales and Marketing Strategy in the Age of Social Distancing

On-Demand Webinar: How to Quickly Pivot Your Sales and Marketing Strategy in the Age of Social Distancing

by Tom Pisello | Jun 5, 2020 | Influential, Intelligent

ABCOMRENTS, a proven leader technology rentals services, needed to evolve from managing content via email and file shares, to empower sellers to better find and leverage important content across 4,000+ SKUs. This challenge became more urgent as ABCOMRENTS acquired a...
Guiding Principles to Launch and Scale your Value Selling Practice w/ Gregg Nichols (Citrix)

Guiding Principles to Launch and Scale your Value Selling Practice w/ Gregg Nichols (Citrix)

by Tom Pisello | Jun 4, 2020 | Influential, Inspiring, Intelligent, Interactive

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...
Digital Selling Requirement: Pivot from Traditional Presentations to Interactive Conversations

Digital Selling Requirement: Pivot from Traditional Presentations to Interactive Conversations

by Tom Pisello | Jun 2, 2020 | Influential, Inspiring, Intelligent, Interactive

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...
Go in Slow to Come out Fast

Go in Slow to Come out Fast

by Tom Pisello | May 28, 2020 | Influential, Inspiring, Intelligent, Interactive

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...
CPG Sales Enablement: Evolving from Pitching Products to Advising on Value

CPG Sales Enablement: Evolving from Pitching Products to Advising on Value

by Tom Pisello | May 26, 2020 | Influential, Intelligent, Interactive

I was interviewing a leading CPG sales enablement leader recently about the impact of the crisis on their business. Sure, the lockdown had crushed their restaurant and bar business, but on-line and store sales were making up for the shortfall. Indeed, sellers weren’t...
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