Collaborate with the ROI Guy on your Value Communication and Quantification
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...
EVOLVERS Spotlight: Cloud Computing TCO Calculator (from Linode)
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...
Forbes Business Development Council: 16 Key Steps To Better Business Decision Making
Businesses are in an unenviable position of needing to be right about most of their decisions. Even the smallest choices they make can significantly impact their ability to compete. Making the wrong decisions can lead to fallout in several ways, from financial...
Inside: Sales Enablement – Weighing in on the Commercial Ratio
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 from...
Forbes Business Development Council: 12 Ways Machine Learning Can Revamp Your Sales Process
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
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 compiled...
Digital Selling: Ditch the Pitch and Create an Interactive Experience
EVOLVERS Virtual Meet-Up (Original record date: 6/23/20) With digital selling now "business as usual", how have buyer expectations shifted, and what do you need to do to meet these new challenges? Checkout this previously recorded on-demand EVOLVERS Virtual Meet-Up to...
Not all Bad News: The Crisis Glass is More than Half Full
I was talking to a top performing sales rep the other day and she was lamenting about how the crisis was impacting her clients and forecasted deals. Spending freezes, budget lockdowns and new approval committees were all she talked about. And for good reason. New...
“Ditch The Pitch” with Barbara Giamanco (Women In Sales)
I was so very lucky to call this wonderful lady my friend and colleague. We sadly said goodbye to Barb Giamanco far too soon and quite unexpectedly in May. I wanted to honor her memory by resharing this episode chock full of valuable insight and Barbara’s upbeat...
EVOLVERS Virtual Meet-Up – CPG: The Time Is Now for Your Digital Selling Transformation
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....
EVOLVERS Spotlight – Kronos Value Estimator
Kronos wanted to help prospects understand the potential value of their HR ands performance management technology and services. Kronos collaborated with Mediafly to create a self-service value estimator, to help prospects quickly understand their current improvement...
EVOLVERS Spotlight: HPE Aruba NaaS Value Creation Calculator
HPE Aruba wanted to help prospects quickly and easily understand the potential savings and business value they could achieve leveraging HPE Aruba's NaaS (network as a service) solutions to help address the challenges of a work from home / new remote workforce. HPE...
IndustrialTalk Podcast: The Digital Selling Transformation for Industrial Firms
In this guest interview with expert podcaster Scott MacKenzie., Tom Pisello discusses the impact of the crisis on Industrial sales and marketing, and how this has boosted the need for digital transformation and value selling....
EVOLVERS Spotlight: VMWare Cloud Management Maturity Assessment
VMWare wanted to provide customers with a consultative assessment, helping users understand their readiness to move to the cloud and how VMWare could potentially help with that journey. Mediafly collaborated with VMWare to provide an on-line interactive assessment,...
A New Reality: Overcoming Frugalnomics?
There is a new reality that your sales reps are facing as a result of the COVID 19 lockdown and resultant economic uncertainty. In fact, a LinkedIn survey of more than 500 sales professionals found that: 51% of their customers were experiencing budget cuts 45%...
Intelligence: Leveraging Data to Optimize Content and Sales Effectiveness – with Liz McChrystal (Accent Technologies)
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...
EVOLVERS Spotlight: Gigamon Value Calculator
Gigamon wanted to better connect and engage prospects with the value of their performance monitoring and security solutions. Gigamon collaborated with Mediafly to create a self-service interactive value assessment tool. Leveraged in reach out marketing campaigns and...
EVOLVER Spotlight: Egnyte TCO Calculator
Egnyte, a provider of intelligent content management and collaboration services, sought help in evolving the engagement of prospects and customers in a more diagnostic, value-focused way. Mediafly worked with Egnyte's sales enablement and value engineering team to...
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.