On-Demand: How to Communicate and Quantify Your Unique ValueStory
How do you best differentiate your solution in a very competitive new market? In this interview with Latane Conant, CMO for 6Sense and Nathan Jackson, CEO of Presentify (now a Mediafly company), we dive into the complete journey of how 6sense was able to reimagine...
EVOLVERS Spotlight: Lenovo Server TCO Tool
When it comes time to upgrade and consolidate servers and workloads, it is often difficult for customers to understand that current servers might actually be costing more in total costs than modern replacement upgrades. Lenovo wanted a way for customers to assess how...
The Death of Sales Enablement? (w/ Scott Santucci: Top SE consultant, Inside Sales Enablement podcaster and former Forrester)
We were lucky enough to interview Scott Santucci a short while ago, and he is ever the protagonist! (In a good way, of course!) Scott sees things in a way that forces success, change, and forward movement. He had a lot of insight into the future of Sale Enablement as...
Evolving your Engagement Experience (EVOLVE 2020 Event Recap)
B2B selling was already going virtual, a trend that was instantly accelerated by the crisis. As we interviewed Mary Shea PhD, Principal Analyst of research firm Forrester to kickoff our annual EVOLVE 2020 Mediafly customer event, she gave us a unique perspective on...
Engaging Tech Buyers: Gartner Highlights the Growing Content Gap
Technology buyers are struggling through the crisis to make necessary purchase decisions, having to gain consensus from a larger group of stakeholders, executives who are now more directly involved in decisions, and a cross-functional COVID committee now scrutinizing...
On-Demand: Don’t Waste a Crisis: The Time is Now for Transformation
How much are leading companies accelerating their sales enablement programs and what are they launching to outperform in this digital and remote selling environment? Checkout this on-demand session from our EVOLVE 2020 event with host Andrew Miehl (Chief Customer...
EVOLVERS Spotlight: HPE Proliant Business Value Calculator
When HPE sells it's Proliant server solutions, it's easy to talk about performance and features, but not always easy to articulate the business value that customers can obtain with upgrading to the latest solutions. HPE wanted to improve the ability to not just better...
EVOLVERS Spotlight: IBM Services for Managed Oracle Solutions Cost-Benefit Estimator
IBM Services wanted to help their customers understand the potential cost savings and business value benefits of moving their Oracle workloads to the Cloud. IBM leveraged their two decade relationship with Mediafly (Alinean) to build the cost-benefit model and turn...
Tom Pisello Inducted into the Sales Hall of Fame
The Evolved Selling Institute is proud to announce that founder Tom Pisello, "the ROI Guy", has been inducted into the Sales Hall of Fame. He joins incredible sales leaders, authors and analysts, and is excited and humbled to join such an incredibly distinguished...
Sales and Marketing Magazine: How to Incorporate Value-Based or ROI Selling for Business Growth
Due to the current crisis, sales reps are facing a new set of challenges due to the economic uncertainty. A recent LinkedIn survey of more than 500 sales professionals indicates: 51% of customers are experiencing budget cuts. 45% of specific industries they sell into...
EVOLVERS Spotlight: FedEx Office & Parcel Operational Peer Comparison
FedEx wanted to provide their customers with a quick and easy way to assess their current print and parcel operations, in order to identify potential improvements and guide them to the right FedEx Office solutions. Customers can access the tool from FedEx's Office and...
EVOLVERS Spotlight: Dell Rugged PC TCO Calculator
With a rugged chassis, global delivery, enterprise services and support, and industry-leading systems management and security solutions, Dell's Rugged PCs are purpose-built for mission-critical applications. But how do you convince customers that the higher price is...
Forbes Biz Dev Council: 14 Tips to Better Align Sales and Marketing Teams
Sales and marketing teams are notoriously difficult to work together although they share the same ultimate objective of converting customers. In fact, one of the key elements that make a business successful is getting marketing and sales departments to share goals and...
On-Demand: The Permanent Selling Shift to Digital and Remote? SAP CX Live
According to Forrester research, 80% of B2B sales are now digital and remote, with no change expected post-crisis. How we break through, engage with and sell to customers has permanently changed. Are your sellers ready for this shift? Where should you focus your sales...
Leveraging the ‘Neuroscience of Sales’ to Boost Personal Performance – w/ Tanya Kunze (SWIFT Coaching)
In this interview we spoke with the wonderful Tanya Kunze, CEO of SWIFT Coaching, on how to optimize sales performance through self-awareness, neuroscience, seller and customer profiling. One of my favorite take-aways from this interview was Tanya’s insight on why...
Up and to the Right: Forrester Ranks Nine Sales Content Providers That Matter Most and Evaluates How They Stack Up
The Forrester Wave™ Sales Content Solutions, Q3 2020 report has been released, and it contains some significant findings to help guide your sales enablement transformation. For those who haven’t yet leveraged a Forrester Wave report, these unbiased assessment reports...
On-demand Webinar: Maximizing Success in a Remote Environment: How to Leverage Digital Selling and Remote Learning to Accelerate Sales Performance through Recovery
As we look past the crisis and ready our sellers for 2021, recognizing that there is no going back to the way things were before could be the secret to your success. After conducting some recent research, Forrester concluded that for now, and for the foreseeable...
The Game Changer Podcast interview on Evolved Selling w/ Tom Pisello
How can you help buyers navigate the complex B2B purchase journey? Providing the right content, tools and intelligence is required, to help facilitate the decision making committee of your prospect to reach consensus, and better communicate and quantify business value...
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.