As buyers become more budget constrained, risk averse and economic focused, the ability for sellers to communicate and quantify your differentiating value is important to getting your proposal considered, and vital to getting executive approval.

In this interview with Mike Wilkerson (consultant, author and well known as “The Value Selling Expert”), we discuss the important need for value selling, and four easy steps you can use to optimize how your sellers engage with value: Qualify the Value, Value Discovery, Value Demonstration and Delivery of Value.

https://www.linkedin.com/in/mikewilkinson-valueexpert/

#valueselling #businessvalue #valuediscovery #RealizedROI #realizedvalue #valuemanagement #customersuccess #productmarketing #interactivecontent #salesenablement #salestech #salestechnology

Tanya Carpenter is the Chief Revenue Officer at Leapgen, a Workforce Management Consulting Firm focused on Digital Transformation.

In this interview we focus on the challenges of selling human capital management advisory and consulting services and the need to evolve from pitching services to articulating outcomes and business

https://www.linkedin.com/in/tanyacarpenter/value

#LeapGen #HCM #WorkforceManagement #EmployeeExperience #WorkforceExperience #b2b #advisory #consulting #services #salesenablement #marketing #productmarketing #valueselling #valuemarketing #salesreadiness #CRO #SalesLeadership

The Death of the B2B Sales Rep, key research conducted five years ago under Peter O’Neill’s tenure as Vice President & Research Director for Forrester.

In this session we interview Peter to learn more about these predictions, how accurate they turned out to be, and what new challenges he sees moving forward for sales enablement and marketing.

https://www.linkedin.com/in/poneillxforr/

#b2b #sales #salesenablement #salesengagement #salesreadiness #salesautomation #salesoptimization #salesperformance #SellerExperience #BusinessConsumer #marketingautomation #ecommerce #insidesales #salestech #salestechnology #salestools #sellingtools #deathofb2bsalesrep

Chris Holgate is the Founder & Managing Director of Success in MPS a provider of Worldwide Managed Print Consulting and Sales Training, and a veteran business and sales leader from Ikon / Ricoh, Sharp Electronics and Canon Europe.

In this interview, we discuss the unique challenges of selling services, how to improve discovery, articulate differentiating business value, and how to best train and enable sellers to transition from pitching products to consulting on services.

https://www.linkedin.com/in/chrisholgate/

#MPS #Printers #Printing #PrintServices #ManagedPrintServices #ValueSelling #ValueMessaging #ValueStory #ValueMap #ValueManagement #RealizedROI #OutcomeSelling #ROI #TotalCostofOwnership #TCO #SalesTraining #SalesReadiness #WIFM #SalesEnablement #SalesPerformance #SalesOptimization

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 practice, his guiding principles for excellence, how he proves the value of his practice, and his plans for future growth and scale.

https://www.linkedin.com/in/greggnichols/

#ValueSelling #ValueConsulting #ValueEngineering #ValueManagement #OutcomeSelling #BusinessValue #TCO #ROI #TCOCalculator #ROICalculator #RealizedROI #RealizedValue #SalesEnablement #SalesPerformance #SalesOptimization #SalesTools #SellingTools #InteractiveContent #Insights #Benchmarks #SaaS #Citrix

Sales Enablement has quite a history. And what better person to interview on this topic than Craig Nelson. Currently, Craig is the VP of Global Training and Enablement for SAP, but his roots in Sales Enablement go way back. First as a practitioner for NetIQ, LBMS and 3M, and then as co-founder and leader for one of the first Sales Enablement platform companies iCentera (which was acquired by Callidus Cloud and then SAP).

We met Craig over a decade ago, when he co-founded led one of the first Sales Enablement companies, iCentera. He successfully sold this company to CallidusCloud, which was then acquired by SAP a few years ago.

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 own improvement efforts.

https://www.linkedin.com/in/cnelson7/

#SAP #CX #iCentera #CallidusCloud #SalesEnablement #SalesReadiness #ContinuousLearning #ContinuousEnablement #ContinuousCoaching #BuyerEnablement #Salestech #Salestechnology #ContentManagement #ContentMarketing #BuyersJourney #SalesPlaybook #SalesTool #SellingTools

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.

In this interview we discuss the sales technology landscape, exploring the best tools you can use to enable buyers, communicate and quantify value and capture expand selling opportunities.

https://www.linkedin.com/in/nancynardin

#salesenablement #sellingtools #salestools #salestechnology #salestech #salesautomation #salesperformance #interactivecontent #businessvalue #valueselling #buyerenablement

She’s a sales coach, keynote speaker, social personality and author. In this interview we speak with Tanya Kunze, CEO of SWIFT Coaching on how to optimize sales performance through self awareness, neuroscience, seller and customer profiling.

https://www.linkedin.com/in/tanya-kunze-a5a70312/

#salesperformance #salesleadership #sellerprofiling #salesenmablement #customerprofiling #neuroscience #salescoaching #salestraining #salesreadiness

When you have over 40 years of high-tech sales performance, CRM application consulting, alliances and business development experiences, you know there’s some perspective to explore and predictions to garner.

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, Axciom, Siebel (now Oracle), Hewitt Associates (now Aon Consulting).

We discuss all things CRM: The biggest changes, what’s remained the same, and what still needs to be improved. Mike also reveals one his best techniques for improving sales performance – leveraging the Buyer’s Journey Map and how to leverage it in your own sales enablement plans.

https://www.linkedin.com/in/mikejortberg/

#B2b #sales #salesperformance #salesoptimization #salesleadership #salesenablement #CRM #BuyersJourney #customerexperience #salestools #sellingtools #valueselling #salesconsulting

The best sales leaders have a performance mindset: A different way of thinking. A way to make it happen no matter what. A way to more quickly transform, scale and grow.

Jason (Jay) Lovelace has such a mindset, and he knows how to instill it in the groups he leads. As the Chief Commercial Office for SPINS, a wellness data technology provider to retailers and brands. over his 18 years as a key executive for Career Builder, and throughout his advertising agency days, Jay has created and honed a way to get more from the people he leads, processes he optimizes and technology he leverages.

Dive into the performance mindset of a successful Chief Commercial Office / Revenue Officer as Jay shares his mantras and methods

https://www.linkedin.com/in/jason-%E2%80%9Cjay%E2%80%9D-lovelace-06547a/

#salesperformance #salesoptimization #salesleadership #salesenablement #salesprocess #salesplaybook #salesreadiness #valueselling #CPG #salescoaching #buyerenablement #CRM #CRO #CSO #chiefrevenueofficer #chiefsalesofficer #chiefcommercialofficer

Not too long ago, Total Cost of Ownership was pronounced as a dead method to analyze, compare and select amongst different solution options. So to see if this prognosis was true, I went to the source – to my friend Bill Kirwin, the originator of the IT TCO model for Gartner.

In this interview we discuss 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 that will resonate with skeptical buyers.

https://www.linkedin.com/in/billkirwin/

#TCO #totalcostofownership #TVO #tcocalculator #tcotool #valueselling #valuemarketing #businessvalue #ROI #ROIcalculator #IT #Gartner #salestools #sellingtools

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 sales training approaches and why implementing a modern sales readiness is so critical for driving quota performance, improving forecast consistency and delivering sales success.

We dive into specific sales readiness recommendations to improve on-boarding, advance “middlers”, enable front-line managers and drive channel partner success.

https://www.linkedin.com/in/bryannaas/

#salesenablement #salesreadiness #salesperformance #salesleadership #onboarding #salestraining

The integration of CRM and sales enablement is essential to improved sales success, according to this interview with integration partner expert Tony Kavadas, but all integrations are not created equal. There are several integration use cases that deliver more value, and should be a part of your sales enablement evaluations and plans.

https://www.linkedin.com/in/tonykavadas/

#evolvedelling #salesenablement #AI #ML #salestechnology #salestech #salesstack #CRM #integration #salesoperatingsystem #salesautomation #salesperformance #salesoptimization #customerintelligence #ROI #valueselling #roicalculator #tcocalculator

As a VP of Marketing for the leading provider of natural flavors worldwide, one of Eric’s first tasks was selecting and rolling out a new sales enablement platform. In this edition, he shares his experiences, challenges and learnings, as well as what his team wants to tackle next.

https://www.linkedin.com/in/eric-spenske-53532014

#evolvedselling #salesenablement #contentmarketing #contentmanagement #valueselling #valuemessaging #salesplaybook #buyerenablement #buyersjourney #CRM #salesperformance #salesoptimization #CPG

Although most organizations achieve their sales revenue targets, why does individual sales performance continue to struggle, with almost half of sellers still not meeting quota goals and less than half of deals forecasted actually closing. Consistency and predictability remain a challenge.
Modern sales readiness offers a potential answer, this according to my interview with Gop, helping your team evolve from traditional boot camps and in-person traditional training to leveraging a platform for continuous, ongoing learning of “on message” and “on task” capabilities needed for every individual seller to succeed.

In this session, we discuss the current sales performance challenges, ways sales readiness can help bridge the gap, and how MindTickle leverages their Readiness Value Assessment Tool to better communicate and quantify the value of readiness to frugal prospects.

https://www.linkedin.com/in/gopkiranrao/

#salesenablement #salesreadiness #salesperformance #training #sales #salesleadership #readinessplatform #aalestech #salestechnology #ROI #businessvalue #assessment #microlearning #AI #evolvedselling #valueselling #valuemarketing

You started selling when you were a teen. You cut your teeth at Ingram Micro, Egghead and Aldus. You led a team responsible for $350M in revenue at Microsoft. You write the first book on Social Selling, create and run a sales transformation company, and in your spare time launch 3 successful podcasts, including the latest dedicated to promoting Women in Sales.

You are Barbara Giamanco, and were we ever excited to learn from you.

In this interview we ask Barbara how to best break through to busy execs, why you need to “Ditch the Pitch” to add value in every engagement, and the one thing you need to do today to drive significantly better sales performance.

https://www.linkedin.com/in/barbaragiamanco/

#WomeninSales #socialselling #salesenablement #evolvedselling #salesperformance #salestransformation #reciprocity #valuemessaging #valueselling #nopitch #ditchthepitch

Upwards of 70% of global revenue comes from third-party channels, making channels incredibly important, However, most organizations haven’t reshaped their channel programs to meet changing buyer trends and the need for proper channel sales enablement .

In this interview with Jay mcBain, Principal Analyst for Global Channels at research and advisory firm Forrester., we discuss significant channel enablement research findings from Jay and his team, what strategic changes leaders are making now to address new opportunities, and why the Forrester team believes 2020 is THE year for Channel Enablement.

https://www.linkedin.com/in/jaymcbain/

#Forrester #channelsales #channelenablement #salesenablement #contentmarketing #influencermarketing #valueselling #resellers #indirectsales #salestools #sellingtools #salestech #salestechnology #evolvedselling #research #insights

When it comes to optimizing sales performance, the often overlooked front-line sales manager is key to achieving goals, this according to David Brock, author of the: “Sales Manager Survival Guide,” a veteran sales leader at IBM and Tektronix, and currently CEO at global sales consultancy: “Partners In EXCELLENCE”.

In this interview, we explore why front-line sales managers are so important, what it takes to get sales management right.

https://www.linkedin.com/in/davebrock/

#salesenablement #salesreadiness #salesoptimization #salesperformance #valueselling #salesmanagement #salesleadership #frontlinemanagers #evolvedselling

Clive Miller is the founder of sales consultancy SalesSense and a veteran sales leader for Blackboard, SGI and SUN. In this interview we discuss the changing buyer landscape and the three big challenges facing sales enablement today: Moving sellers from Solutions + Benefits to Challenges + Business Value, Increasing Sales Productivity and Improving Forecast Accuracy. Clive provides some great advice on how to recognize and address each of these selling challenges.

https://www.linkedin.com/in/clivemiller/?originalSubdomain=uk

#SalesSense #evolvedselling #salesleadership #salestech #salestechnology #salesenablement #buyersjourney #facilitation #buyerenablment #salesreadinsss #salesmethodology #salesskills #salesforecasting #valueselling #ROI #businessvalue #interactivecontent #DiagnosticAssessments #Insights #Datadriven #CLOSE #BePrepared #MeasuretoManage

In this interview we talk to successful financial services sales leader turned entrepreneur Stan Carpenter about his experienced going from tennis pro, to sales leader, and eventually to entrepreneur. We dig into what he learned along the way, and some of the techniques he uses to lead his team and drive growth.

https://www.linkedin.com/in/stan-carpenter-9a37a66/

#b2b #financialservices #sales #salesenablement #salesleadership #Entrepreneur #salesreadiness #valueselling #evolvedselling #growth

As the former director of WW channels for Microsoft, a leading indirect sales expert at KPMG, and a co-founder of a channel recruiting and optimization startup, there aren’t many who know more about what it takes to create and grow a successful channel program than Nigel Postings. In this interview, we explore the challenges facing channel program managers today, and what it takes to grow, optimize and enable channel programs for success.

https://www.linkedin.com/in/nigelpostings/

#indirectsales #channelenablement #salesenablement #channelsales #channelmarketing #PartnerPrograms #channeloptimization #PartnerRecruiting #MSP #ISV #CSP #Bizcise #Healthcheck #Assessment #evolvedselling #valuemessaging #Valueselling

This important interview with Forrester analyst Mary Shea discusses the latest Sales Enablement research, revealing the latest findings on the Death of the B2B Sales Rep, 2020 sales technology predictions and the roadmap to achieve superior ROI leveraging modern Sales Enablement.tools.

https://www.linkedin.com/in/maryshea/

https://www.forrester.com/Mary-Shea

#Forrester #MaryShea #b2b #Sales #SalesEnablement #SalesReadiness #EvolvedSelling #ContentMarketing #ContentManagement #DeathofB2BSalesRep #ChanhnelSales #Salestech #Salestechnology #TEI #salestools #sellingtools #CRM #CSO #Research #ROI #CustomerSuccess #ValueSelling #ValueMarketing

Starting a new Business Value program from scratch isn’t easy, but when you are able to pull one together, the business impacts can be substantial. In this interview we deconstruct what it took for Aaron Froberg to create a new Business Value program at content management firm Egnyte.

We discuss everything from establishing the goals and missions of the program, the first successful steps, how he scaled the program to success, specific impacts on the business ,and what he still has on his roadmap to accomplish. If you are thinking about creating and scaling a Business Value program of your own, this interview is a can’t miss.

https://www.linkedin.com/in/aaron-froberg/

#evolvedselling #Egnyte #businessvalue #ROI #valueselling #valuemarketing #valueengineer #valueconsulting #salestools #sellingtools #salesenablement #contentmanagement #assessment #businesscase #financialjustification #outcome #realizedvalue #interactivecontent #costofdonothing #nopitch

Latane Conant is a CMO extraordinaire for 6Sense, a leading Account Based Marketing platform provider. In this interview, we discuss Latane’s new value program: how she leveraged value marketing tools, sales tools and even reports from the 6Sense platform to help prove and improve the value and ROI customers receive from 6Sense solutions.

https://www.linkedin.com/in/latane-conant/

#evolvedselling #ROI #ABM #6Sense #LataneConant #AccountBasedMarketing #Marketing #ROMI #salesenablement #funnel #demandwaterfall #MarketingROI #salesreadiness #valueselling #valuemarketing #interactivecontent #salestool #sellingtools #contentmarketing #contentmanagemnet #realizedvalue #nopitch

In this interview with Liz McChrystal, VP of customer experience with Accent Technologies, we discuss 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 is all about data, integration, intelligence and AI.  Liz, who has a PhD in Industrial and Organizational Psychology and a decade of experience working with sales enablement leaders on their programs, provides examples of how companies are leveraging sales enablement and data from  CRM and other systems, combined with Artificial Intelligence and Machine Learning processing to improve sales efficiency and effectiveness.

https://www.linkedin.com/in/liz-mcchrystal-ph-d-6215a9/

#evolvedselling #intelligence #salesenablement #data #AI #ML #CRM #sellingtools #salestools #integration

What do ultrarunning and value consulting have in common? In this episode, we interview Zach Rickenbach, a value consultant for identify and access management firm Okta, to learn how he and the Okta team scaled their value selling program to engage over 2,000 prospects and customers each year.

https://www.linkedin.com/in/zach-rickenbach-6159b967/

#evolvedselling #salesenablement #valueselling #valuemarketing #valueconsulting #valueengineer #ROI #RealizedValue #derived value #scale #salestools #sellingtool #salestech #nopitch #financialjustification #salesforce #valuestory

As more solution providers move to a subscription model, securing that next renewal and figuring out how to up and cross sell to each customer becomes as, if not more important than new logo acquisition.

Often customers need tangible proof that the purchase produced a return on investment in order to renew or expand the relationship,  however most solution providers don’t do a good job of being able to quantify the realized value provided.

In this interview, we discuss the importance of Realized Value, what providers are struggling with today, and the best practices on implementing the right way.

https://www.linkedin.com/in/jackkeen/

#valueselling #realizedvalue #derivedvalue #valueconsultant #vsrcouncil #valueengineer #ROI #SaaS #cloud #TSIA #expandselling #evolvedselling

#theROIguy

Kate Migon is a successful leader, honing her sales craft since her first sales job in high school. But every once in a while, you face that challenging situation. One which tests your mettle and makes you even more passionate about wanting to do well.

In this episode, explore just such a situation, the lessons Kate learned, and how it helped her become an even better sales leader today.

#b2b #sales #salesreadiness #valueselling #evolvedselling #buyerenablement #IOT #data #insights #tribe #salesleadership #salesstrategy #german #whiteboardselling

https://www.linkedin.com/in/katemigon/

When a B2B company’s sales and marketing are misaligned, it can cost 10% of revenue or more per year. What is misalignment, how do you know you have the symptoms and how do you avoid this huge cost?

In this podcast, I interview Jeff Davis, a sales and marketing alignment expert, author and international keynote speaker. We discuss his book: Create Togetherness: Aligning Sales and Marketing to Drive Revenue Growth, to provide practical tips to help you identify and begin to address your sales and marketing alignment issues.

#b2b #align #sales #marketing #alignment #salesstrategy #marketingstrategy #JeffDavis #CreateTogetherness #salesenablement #valueselling #contentmarketing #evolvedselling #salestools ##salesplaybook #ROI #theROIguy

https://www.jeffdavis2.com/

This episode features Carson Conant, the CEO of sales enablement firm Mediafly, and a lively discussion where we pull the covers back on four Sales Enablement myths. Fear doesn’t need to hold you back, as we debunk each of these myths one by one.

https://www.linkedin.com/in/carsonconant/

#evolvedselling #Mediafly #CarsonConant #CEO #Founder #sales #b2b #b2c #salesenablementforall #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valueselling #valuestory #sellingtools #salestools #salestech #storytelling #salesplaybook #buyerenablement #guidedselling

You have to get over a thousand sellers and partners to evolve from pitching products to selling with value, all with a three person team. This was the challenge facing Bill Weinberg at MicroFocus. Find out how he and his team took the value selling challenge head on, the value messaging and ROI tools he used to scale the program, and the valuable lessons he learned along the way.

https://www.linkedin.com/in/wwweinberg/

#evolvedselling #ROIselling #Microfocus #ITvalue #salesenablement #salestech #bestpractices #contentmarketing #valuemarketing #valueselling #valuestory #realizedvalue #assessments #interactivecontent #productmarketing #sellingtools #salestools #storytelling #ROI #TCO #theROIguy #frugalnomics #thevaluegap #businesscase #financialjustification #valuestory

When you’re a sales leader for some of the best, like Oracle, Ariba, and GE, you learn a thing or two about engaging prospects and enabling sales teams. In this session with Matt Suggs, EVP of sales for sales enablement leader Mediafly, we dove into real world examples from Pepsico, Miller Coors and Coupa, to illustrate best practices across each pillar of the Evolved Selling Journey – Inspiring, influential, interactive, and intelligence.

https://www.linkedin.com/in/mattsuggs/

#evolvedselling #Mediafly #MattSuggs #CSO #ChiefSalesOfficer #sales #b2b #b2c #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valuemarketing #valueselling #valuestory #interactivecontent #sellingtools #salestools #storytelling #nopitch #ROI #salesplaybook #buyerenablement #guidedselling

When it comes to successful sales leaders in financial services, it’s hard to beat Neil Menard’s track record. In this episode, we get to learn from one of the best, as he discusses lessons learned evolving an old school sales approach and how to build a world class sales organization.

https://www.linkedin.com/in/neil-menard-5726b57/

#evolvedselling #NeilMenard #FinancialSelling #FinancialSales #sales #b2b #b2c #salesenablement #salesleadership #salesreadiness #salestraining #salespresentations #salestech #bestpractices #valueselling #valuemessaging #sellingtools #salestools #storytelling #nopitch

In this inaugural episode we feature Dan Sixsmith, sales leader, consultant and host of the Sales is King podcast. Dan and I discuss one of the big quota busters, the Value Gap, and how to get your sellers to better communicate and quantify your unique business value to prospects and customers.

https://www.linkedin.com/in/dansixsmith/

#evolvedselling #ROIselling #SalesIsKing #DanSixsmith #Mediafly #salesenablement #salestech #bestpractices #contentmarketing #valuemarketing #valueselling #valuestory #realizedvalue #assessments #interactivecontent #productmarketing #sellingtools #salestools #storytelling #ROI #TCO #theROIguy #frugalnomics #thevaluegap

The Evolved Selling institute is an independent community of analysts, thought leaders and practitioners, assembled to collaborate on the people, process and technology improvements needed to improve sales performance, optimize content marketing and elevate sales enablement initiatives.

The Evolved Selling Institute develops exclusive research, podcasts and tools to help you assess your current performance, prioritize improvements and justify sales transformation investments. Live events and community resources are designed to help each member share experiences, to directly learn from the challenges and successes of peers.

“When we launched the Evolved Selling book we wanted to create a collaborative community of kindred spirits, who were leveraging the content and practices to drive significant performance improvements. We wanted to provide believers with a collaborative platform, where those who were planning could learn from those who had already been there before.” – Tom Pisello, Founder of the Evolved Selling Institute

https://www.linkedin.com/in/tompisello/

#evolvedselling #evolvedsellinginstitute #sales #b2b #b2c #salesenablement #salesleadership #salesreadiness #salestraining #salespresentation #salestech #bestpractices #contentmarketing #contentmanagement

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.