EVOLVERS Spotlight: Safeguard GEO Calculator
When you need to expand internationally, it can be very difficult to understand the total cost of employees to support that expansion. Safeguard realized how complex this can be, and worked with Mediafly to develop the GEO Calculator, providing executives and leaders...
EVOLVERS Spotlight: 8×8 ROI Calculator
Modern telecommunication and call center solutions are essential to organizations, especially with work from home through the crisis and flexible work requirements going forward. However the solutions space is competitive, with many different options and providers....
Communicating and Quantifying Value: Future Proof Selling Podcast with Steven Norman
So many sellers still go in and ‘pitch’ we really need to get them to ditch that pitch and tell a story around the value, while also quantifying the value... I was honored to appear on the Future Proof Selling Podcast with Steven Norman to discuss what selling larger...
How much do organizations spend on Sales Tools for Sales Reps?
According to a study by Smart Selling Tools, the average number of sales tools used by reps ihas grown to 5, including CRM, online meeting tools and esignature, along with more advanced sales enablement, learning management, presentation and interactive tools. For...
EVOLVERS Spotlight: Hexagon Ops Management Survey
Hexagon is a global leader in sensor, software and autonomous solutions, putting data to work to boost efficiency, productivity, and quality across industrial, manufacturing, infrastructure, safety, and mobility applications. Hexagon wanted to provide a way to better...
B2B selling in a COVID-19 economy – digital acceleration changed the status quo. Can ROI selling help?
Earlier this year, B2B sales teams ran into the Mack truck of the pandemic economy. Amidst the adversity, lessons on the digital future of B2B sales are emerging. But how do you sell when budgets are frozen? Checkout our ROI selling discussion with Jon Reed, featured...
Visual Storytelling: Grab Attention and Inspire Buying (w Nathan Jackson of Presentify)
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...
Value Messaging is THE Top Sales Enablement Priority
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...
EVOLVERS Spotlight: 6sense Value Assessment (6VA)
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 way to think...
Evolvers Spotlight – Skillsoft Digital Learning Value Estimator
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 "do...
My Take: Closing Out 2020 And Positioning Your Sales Org For 2021
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...
EVOLVERS Spotlight – CommVault Software-Defined Storage Assessment
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...
EVOLVERS Spotlight: Safeguard Global Fluency Assessment
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...
Guest Webinar: Removing Friction from Today’s Sales Process
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: How...
Set, Go, Ready? Evolve to Modern Readiness to Change the Sales Training Game w/ Bryan Nass (Lessonly)
Bryan Naas is the Director of Sales Enablement for learning management system company Lessonly, and a veteran of Salesforce, where he served as Director of Product Enablement and Readiness for the Marketing Cloud. In this episode, we discuss the challenges with legacy...
EVOLVERS Spotlight: Ansys Discovery Benefit Assessment
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...
ON DEMAND – Closing Out 2020 and Positioning Your Sales Org for 2021
When times are tough, it’s important to reflect and learn some lessons so we can improve moving forward. We can’t make the same mistakes we made this year and expect to hit our targets next year using the same strategy. Checkout this on-demand panel discussion with...
Three Sales Challenges: Value + Productivity + Forecasting – with Clive Miller
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 +...
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.