In this interview with visual presentation expert Nathan Jackson, Managing Director of Presentify, he shared practical advice as to how to reshape your traditional presentations into more effective visual storytelling tools as we transition to digital selling being a...
What is the top sales enablement priority for the remainder of 2020 and through 2021? This is the question that analyst Jim Dickey and the team at SalesMastery asked of sales leaders, to see what they needed from Sales Enablement to help accomplish their top sales...
Account based marketing (ABM) is a very important technology, for buyers to leverage in order to focus precious marketing and sales resource on ideal accounts that are “in the market”, showing an affinity and need for your solutions. ABM is creating a new...
Skillsoft wanted a way to consultatively engage with prospects and customers about their skilled talent and learning strategies and practices. The goal, help prospects uncover challenges with their current strategies, and help them understand the high cost of...
I recently had the honor of appearing on a Vendor Neutral expert panel, to discuss the changes in buyer behavior and sales in 2020, and how we think this will play out into the New Year and beyond. Here’s a roundup of the questions, my advice, and what it means for...
Commvault helps customers around the world resolve a range of data-center, storage infrastructure and management issues. In order to more effectively market and sell these solutions, Commvault needed to become more consultative: to help prospects and customers...
Safeguard Global, a provider of workforce management data, technologies, services and local market expertise, were seeking a way to engage customers and prospects in a more consultative manner. What better way than through an interactive assessment? Global Fluency is...
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:...
Ansys had a great solution in Discovery, to help product organizations quickly iterate on designs, accelerate time to market and build better quality products wile improving the way teams managed and collaborated on product development. However, getting customers to...
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 +...
Budget lockdowns, Spending Freezes COVID committees oh my! Financial justification is a requirement, that is if you want to get your proposal considered, prioritized and approved. And not just for your biggest deals. You need to proactively provide a compelling and...
Linode wanted to help customers understand the different cost options of hosting workloads across various cloud providers. The key was to highlight the various cost savings, operational agility, and new market opportunities by migrating their workloads from a number...
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