EVOLVERS Virtual Meetup: Sales Enablement through the Crisis and Hangover w/ Mary Shea of Forrester
Although we had to move our first meetup in Chicago to a virtual event, this provided us the ability to record our Q&A with Forrester analyst Mary Shea. With so much uncertainty, we obtained much advice and insights from her on Digital Selling success. Checkout...
Gartner: The Growing Importance of Value Assessment Tools
A new study sought to answer the question from buyers: “Which content do you prefer to receive from a vendor you are interested in purchasing a solution from?”. The Gartner 2019 Buying Survey of over 1,300 buyers asked just this question and reveals the growing...
DPF: A New Acronym for Successful Selling in 2020
There is a distinct value gap between what buyers expect and what sellers deliver. Did you know ... 21% of buyers said that their interactions with sellers are “low-value” 80% of sellers still predominantly pitch products and services Only 20% are focused on what...
EVOLVERS Spotlight: Cloud Elements API Integration Capability Assessment
Cloud Elements wanted to engage customers with a diagnostic, to help prospects and customers understand where they were on their current API integration capability. From Cloud Elements website, prospects now leverage the API Integration Capability Assessment tool...
5 Steps to An Impeccable 2020 Sales Enablement Strategy
Today, the “sales enablement” title is linked to over 7,400 jobs on LinkedIn. It is safe to say most companies understand the need for an evolution in sales practices to best serve buyers’ ever-growing expectations. However, for many companies, the path to sales...
Good at Value Selling? Critical through Crisis and Hangover
We have written for the past two decades about the importance of value selling, now more important than ever during times of uncertainty and potential economic downturn. In times like these, risk tolerance declines and budgets restrict. As a result, executives tighten...
EVOLVERS Spotlight: IBM Services for Managed SAP Solutions Benefits Estimator
IBM wanted to guide users on their SAP Cloud migration options, helping prospects better understand opportunities for improvement and potential savings. The team worked with us to develop and deliver a customized Benefits Estimator (to better communicate and quantify...
Quotas Don’t Sleep: 3 Ways to Boost Sales Effectiveness with Digital Selling & Sales Enablement
There’s a lot of turmoil in the market, and you’d love to get away from it all. Unfortunately, quotas don’t sleep. As a leader, you certainly have to plan for the work disruptions and business challenges, but we encourage maintaining a different perspective. When I...
2020: The Year for Channel Enablement? With Jay McBain (Forrester)
Did you know that the latest Channel Research from Forrester indicates that upwards of 70% of global revenue comes from third-party channels, making channels incredibly important? “At Forrester, we are predicting 17% of all B2B transactions, and that’s about 13...
Attention Deficit: B2B Buyers Spending Less Time with Solution Providers
When a buying decision is being made, sellers think they have a lot of time with prospects to help them in reviewing potential options and making the purchase decision. However, Gartner research indicates this is far from the truth. With more stakeholders involved in...
Buyer Enablement: Evolving from Seller to Concierge
Today’s B2B buyer is part of a growing internal committee that must answer critical questions throughout the purchase decision cycle journey - to get from a spark of an idea to committed purchase. As the buyer’s journey progresses, the champion and decision-making...
Breaking Through to Busy Executive Prospects- with Stan Carpenter
I had the pleasure of interviewing successful sales leader turned entrepreneur Stan Carpenter. He is currently the founder and President of Alterna Capital Solutions, providing alternative funding for small businesses, and prior, a sales leader for LSQ Funding, Sara...
EVOLVER Spotlight: Hootsuite Social Media Maturity
Hootsuite wanted to help their prospects and customers better understand where they were on their social media journey, and what next steps they should consider to drive improvement. The key, to help customers answer: Where are you today? How do you compare? Where...
EVOLVER Spotlight: 6va – The business value of better ABM
EVOLVER Spotlight: 6va – The business value of better ABM Latane Conant, 6sense’s CMO wanted to separate her ABM solution from the pack, using tangible business value as one of the key differentiators. In order to get prospects to prioritize their challenges and...
B2B Buyers Go Digital: Are You Adding Value or Creating Friction?
I am excited to have an upcoming live event with Mary Shea PhD from Forrester, and as I was prepping my interview questions, I was taken aback by several of Forrester’s recent research results. First, B2B sellers are seriously struggling with internal purchase...
Talking Channel Partner Enablement, with Nigel Postings of Bizcise…
I had the pleasure of interviewing the very charming and informative Nigel Postings of Bizcise, and he shared some wonderful insights regarding the importance of Channel Partner Enablement. “96-97% of revenue from my stuff came through channel. And it is STILL the...
Dave Brock on the toughest and most important job in sales: Being a leader on the front lines…
After being in the biz and around the block at IBM, Tektronix, and writing a book, you learn a thing or two! Dave Brock, founder and CEO of Partners In EXCELLENCE, had some simple yet rock-solid advice for the new sales generation... “I would tend to say where I got...
“Death” By Power Point…
Has this happened to you? And what exactly IS It? Have you ever thought about how your go-to visual aid could actually be what’s keeping you from closing deals? You might have great sellers with an awesome product to present, but somehow your sales...
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.