Today’s B2B buyer is part of a growing internal committee that must answer critical questions throughout the purchase decision cycle journey – to get from a spark of an idea to committed purchase. As the buyer’s journey progresses, the champion and...
Hootsuite wanted to help their prospects and customers better understand where they were on their social media journey, and what next steps they should consider to drive improvement. The key, to help customers answer: Where are you today? How do you compare? Where...
EVOLVER Spotlight: 6va – The business value of better ABM Latane Conant, 6sense’s CMO wanted to separate her ABM solution from the pack, using tangible business value as one of the key differentiators. In order to get prospects to prioritize their challenges and...
I am excited to have an upcoming live event with Mary Shea PhD from Forrester, and as I was prepping my interview questions, I was taken aback by several of Forrester’s recent research results. First, B2B sellers are seriously struggling with internal purchase...
Adoption, Scale, Reporting, Security, Intelligence … Just a few of the issues. How you can evolve your existing business value spreadsheets to create compelling, interactive tools that will help you improve adoption and scale your value efforts? Join Dan Sixsmith...
In an interview with the incomparable Mary Shea of Forrester, we discussed the changing climate of sales and sales enablement. One of the many topics she provided clear and valuable insight on was the seemingly steady merge of transacting and engaging both on and off...
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...
Often customers need tangible proof that the purchase produced a return on investment in order to renew or expand the relationship, however most solution providers don’t do a good job of being able to quantify the realized value provided. In this interview, we...
We spoke to Bill Weinberg of MicroFocus and learned how important value selling tools are to him and his team. He created a wonderfully effective system that helped his three person team get over a thousand sellers to EVOLVE!! On selling products vs. value… “One...
Better quota achievement. Better win rates. Bigger deal size. Accelerated sales cycles. Every company, regardless of size or digital maturity, can benefit from sales enablement and value selling technology, yet less than 8% have taken the leap. Why? Last week, Tom...
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, planning and preparing, as well as enabling sales teams. In this session with Matt Suggs, EVP of Sales for sales enablement leader Mediafly,...
In today’s buying cycle, sellers are tasked with providing valuable information on their solutions or services while addressing the concerns and needs of decision-makers. What was once a single decision-maker per company often expands to multiple...
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