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...
Today’s buyer is as “Cold as ICE”. So how do you break through and get frozen buyers and decision cycles moving from “do nothing” to purchase? Checkout this new podcast and our 4-part sales enablement / content marketing framework to thaw...
According to Forrester, a meager 10% of buyers report that sales reps are value-focused, with most still using a less-than-effective “product pitch.” How do you transition from pitch to “purpose”? The advice: Leverage the 3 buy buttons in the...
With the purchasing power moving from seller to buyer, buyers are becoming “Cold as Ice” meaning they are more in-control, cautious and economically-focused. So, what does this mean for B2B sellers? Checkout the advice from the ROI Guy, Tom Pisello, in...
In this interview with Pat Helmers on the Sales Babble podcast, Tom Pisello, the ROI guy, reveals the latest research on just how broken b2b buying is, and how sellers have a unique opportunity to jump in and be the heroes. Checkout the podcast here: Return on...
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