Building a new Business Value Program from Scratch – with Aaron Froberg (Egnyte)
In this interview, I spoke with Aaron regarding the importance of a business value program, and the “whys and hows” of one. If you are thinking about creating and scaling a Business Value program of your own, this interview is a can't miss. Aaron had a lot to say but...
Developing An Effective Customer Journey Map: 16 Tips For Sales Pros
The buying behavior of a customer forms one of the most crucial pieces of knowledge for business development professionals. In business, the goal is to anticipate the consumer's desire and then use that to sell them a product or service. The best way to do this is to...
Forbes Expert Panel: 14 Sales Hacks To Maximize Each Prospect
There's a common saying that time is money, and in no other industry is that truer than in sales and marketing. With a limited amount of time to introduce a concept and get the audience interested, sales professionals have a hard task ahead of them. Luckily, by...
The End of B2B Sales as We Know it, and I Feel Fine! – w/Peter O’Neill
Not long ago, I spoke with Peter O’Neill, Independent Consultant of his firm, MARCHNATA (formerly of Forrester). We discussed the history of sales enablement, and the death of B2B sales. He had a wealth of knowledge to share on these subjects! On the “Death of the B2B...
How to Smoothly Transition to Remote Selling
I was proud to have my article How to Smoothly Transition to Remote Selling recently featured on Hubspot. Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. This new normal has left many sales...
Articulating the Business Value of Managed Services – with Chris Holgate (Success in MPS)
I had the pleasure of interviewing Chris Holgate of Success in MPS. His infectious personality and wealth of knowledge made the interview seamless and enjoyable. In response to my question “What does MPS (Manage Print Services) Look like today?”, he had this to say…...
Manage Smarter 124: Tips for Boosting Your Sales Team’s ROI
I was honored to join hosts Audrey Strong and C. Lee Smith diving into what it takes to better enable sales and drive sales transformation in our session: ”Tips for Boosting Your Sales team’s ROI”. One important tip in this new digital / remote selling environment:...
Sales Pop guest podcast interview: From Pitch to Purpose – Evolving with Value and Outcomes
I had the pleasure of being interviewed by John Golden and the folks at Sales Pop. Today, buyers are totally stressed out, with much uncertainty, budget lockdowns and constraints. My interview: From Pitch to Purpose – Evolving with Value and Outcomes, is all about how...
It’s Rough Out There, But Not Impossible to Sell
Many companies are using the crisis to reconsider the priority of proposed projects, realign their budgets and slash spending. Goldman Sachs reports that the biggest US companies will cut spending by a record 33% during 2020, including a sharp 27% reduction in capital...
On-Demand Webinar: How to Quickly Pivot Your Sales and Marketing Strategy in the Age of Social Distancing
ABCOMRENTS, a proven leader technology rentals services, needed to evolve from managing content via email and file shares, to empower sellers to better find and leverage important content across 4,000+ SKUs. This challenge became more urgent as ABCOMRENTS acquired a...
Guiding Principles to Launch and Scale your Value Selling Practice w/ Gregg Nichols (Citrix)
Gregg recently joined Citrix as the Global Head of Value Engineering, chartered to build a worldwide team to help prospects and customers assess the business value of running on Citrix technology. In this interview, we discuss his challenges launching this new...
Digital Selling Requirement: Pivot from Traditional Presentations to Interactive Conversations
I was shadowing a virtual meeting last week and it was quite typical. The seller was walking the prospects through the corporate presentation deck:the agenda, who we are, here are our customers … you know the one. I watched the prospects via their video feeds, and...
Go in Slow to Come out Fast
When I was a performance driving instructor, we used mnemonics to help our students remember the most important elements of how to go faster and keep the shiny side up. When it came to taking a corner, the advice we gave to students on how to best handle a turn was...
CPG Sales Enablement: Evolving from Pitching Products to Advising on Value
I was interviewing a leading CPG sales enablement leader recently about the impact of the crisis on their business. Sure, the lockdown had crushed their restaurant and bar business, but on-line and store sales were making up for the shortfall. Indeed, sellers weren’t...
SiriusDecisions Summit Case Study: Social Maturity Assessment Tool
How do you develop and successfully launch a new Assessment Tool for your prospects and customers? This was the question we posed to Colin Fenn, Senior Director of Enterprise Value at Hootsuite. In this interview, conducted as part of the Forrester / SiriusDecisions...
Forbes Expert Panel: 15 Effective Ways To Personalize A Sales Pitch
Personalization is so important when trying to connect and engage with buyers, especially now that most engagements are remote. So how do you improve your presentations to advance beyond the traditional linear presentation and canned sales pitch? See Tom Pisello's...
Sales Enablement: You’ve Come a Long Way Baby! with Craig Nelson (SAP)
In this interview we discuss the roots of sales enablement, and the lessons learned from the early days that can guide us into the future. Craig outlines six key Sales Enablement use cases that SAP CX is focusing on in 2020, which can serve as a great guide for your...
What Good is Sales Enablement? Tom Pisello interview on the Fix the Convince podcast
I recently had the chance to be interviewed by Paul Mosenson of NuSparkConsulting, and the host of the Fix the Convince podcast. We discussed everything Sales Enablement, and the responses could be helpful as you build your digital selling and sales transformation...
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.