Sales Technology: Engaging Better, Differentiating Further & Winning More – w/ Nancy Nardin, (Smart Selling Tools)
Many of you have read her articles or watched her videos about sales technology. Nancy Nardin is the founder of the valuable sales tech resource site Smart Selling Tools. I had the pleasure of interviewing Nancy for the EVOLVERS Podcast to discuss the sales technology...
Can you Financially Justify Your Solution to today’s Frugal Buyer?
It should come as no surprise with the current economic conditions and uncertainty, that finance leaders are looking for ways to reduce costs, consolidate vendors and do more with less. According to a CFO Pulse survey from PwC: 67% of surveyed executives indicate that...
Focusing on Existing Customers? Evolving Beyond Adoption to Realized ROI
Through the crisis, many executives are more focused than ever on existing vs. new customers. And there is a good economic reason for this. Did you know... 62% - of solution providers indicate their top priority is "Driving growth through existing customers"...
How to Differentiate? Research says to Leverage a Business Value Approach
To help sales and marketing understand what it takes to be more competitive, Forrester recently asked an important open-ended question of buyers – What most differentiates a solution provider from their competition? The top three responses reveal how important...
Sales Performance: A Mindset for Success w/ Jason Lovelace (SPINS)
In this episode, I interview Jason (Jay) Lovelace, Chief Commercial Office for SPINS, a wellness data technology provider to retailers and brands. Listen as he shares valuable mantras and methods stemming from his performance mindset as a successful Chief Commercial...
CRM: The Good, The Bad, The Ugly – w/ Mike Jortberg (Slalom Consulting)
In this podcast we interview Mike Jortberg, Global Sales Director for Customer Experience and Salesforce for Slalom Consulting and veteran business development leader and consultant for Salesforce, Acxiom, Siebel (now Oracle), Hewitt Associates (now Aon Consulting)....
TCO: Wanted. Dead or Alive w/ Bill Kirwin (ex – Gartner)
I recently interviewed my friend Bill Kirwin, the originator of the IT TCO model for Gartner. In this interview we discussed the origins of the original TCO model, what makes it so powerful and relevant still today, and how to create and deliver TCO models and tools...
EVOLVERS Spotlight: Highfive TCO Comparison Tool
Post-crisis, meetings have been changed forever. To make remote meetings as productive and collaborative as in-person requires the right video conferencing technology. But which one to choose? This interactive on-line calculator from Highfive (powered by Mediafly)...
Scaling your Value Selling Program? Why Spreadsheets Don’t Work for Value Assessment Tools
Value Assessment Tools are essential, to help you empower your sellers, customer success team and partners to create financial justification business cases - for new business AND renewals. A solid, credible justification is now a requirement for today's frugal, risk...
Outside Sales Talk Podcast: Don’t Panic! – Here’s How you Can Still Close Deals While Remote
Meeting quota goals under remote selling constraints and spending lockdowns isn't easy. However, if you don't panic, implement value selling and keep a winning mindset during this time you can punch through to better times. In this episode of the #OutsideSalesTalk...
The Death of Sales Enablement? Not if you Prove Your Value
I recently had the opportunity to interview Paul Liberatore, who is developing a new Sales Enablement practice at software test automation firm Tricentis. Paul has 30 years of experience in sales enablement (way before it was labeled as such) and is the go-to-guy to...
The Time is Now: From Paper-Based to Digital Selling
I was visiting with a Consumer Products company the other day, virtually of course, and the urgency was clear. For years their sellers had relied on selling with a paper-loaded binder. Even though their sellers were enabled with laptops, they would use the product...
Selling Power TV Interview of Tom Pisello: Talking Evolved Selling
Selling Power TV and host Gerhard Gschwandtner interview the ROI Guy, Tom Pisello about his Evolved Selling book and sales enablement best practices. See the video interview:...
EVOLVERS Spotlight: Lifesize TCO Calculator
Lifesize is a virtual meeting solution, and very much in need considering the new WFH and travel restricted environment. However, the market for video, tele and web conferencing solutions is very competitive, with several well known leaders that Lifesize needs to...
The Compelling Business Value of Modern Sales Readiness w/ Gop Rao (MindTickle)
In my interview with Gopkiran (Gop) Rao of Mind tickle, we discussed why it is so hard to get sales made, even with all of the hard work being put in by Professionals. He had a lot to say on the subject, and a few others as well… “You know, in my mind there is a...
A Failure to Launch
Many new campaign and product launches fail because sellers don’t understand the new solution or didn’t even know about the launch in the first place. An email outlining the new product, services and messaging is easy to overlook, leaving many sellers unable to fully...
Metrics that Matter: 100+ Insights for You
Want to know why sales enablement, content marketing and value selling efforts are so important, what others are doing, and how to prove your value to the organization? We have collected, and will continue to update and repurpose, over 100 research insights for you to...
How do you get Sales Enablement Adopted? w/ Eric Spenske (Givaudan)
In my interview with the charismatic and knowledgeable Eric Spenske of Givaudan, we discussed some of the challenges facing sales professionals today as well as some of the ways to address said challenges. Here is what Eric had to say on the Challenges he himself...
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.