Evolvers

Having the right sales content solution can make all the difference to transforming your sales capabilities and dealing with change. According to a couple of amazing sales enablement practitioners from Morrison Healthcare, delivering vital healthcare services in this time of COVID 19, having a good sales content platform helped them to more easily launch visual selling campaigns, pivot conversations, and enable sellers to be more consultative to stressed customers and a changing marketplace.

This interview with Casey Clarkson, the Director of Retail Programming, and Gina Groome, the Quality Assurance Manager for Morrison Healthcare’s Retail Team, discusses their role and leverage of a sales content solution to enhance field support and evolve capabilities through virtual coaching and sales enablement initiatives and transformation.

#healthcare #foodservices #retail #salesperformance #salestransformation #salesenablement #remoteselling #digitalselling #salestools #sellingtools #visualpresentations #visualstorytelling #salestechnology #salesintelligence

How do you build rapport with prospects, even though you are now limited to a 13" virtual meeting screen?

How do you make sure you are not losing buyer engagement?

How do you pivot from pitching to blueprinting business value?

In this interview, co-author of the book Virtual Selling and sales training expert Dave Shaby we answer these questions, as he provides the research and advice you need to accelerate your seller's digital success.

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

#virtualselling #digitalselling #remoteselling #salesenablement #salesreadiness #RAINGroup #rapport #aspirations #afflictions #impact #newreality #valueselling #businessvalue #businesscase #valuemanagement #salesengagement #engagementexperience #ROI #ValueGap

Sellers are facing a tough go-forward environment. Spending freezes, lower executive clip levels, and the dreaded cross functional approval board, the COVID committee. AS a result, 47% of buyers indicate they’ve already put off one or more purchases due to the crisis, with more to come.

The increased need for a value-focused approach is certainly upon us, and in fact in a recent survey, 66% of buyers say the value and ROI of a proposed solution are important to sign-off. However, less than 16% of sellers are adept at delivering business value assessments and ROI analysis. How important is this value gap and what could this be costing your organization in stalled deals and lost sales?

In this interview with Julie Thomas, CEO of Value Selling Associates, we discuss the importance of taking a value first approach to selling today, and the importance of proper discovery, communication and quantification of  business, organizational and personal value to bridge the value gap.

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

#b2b #selling #digitalselling #salesenablement #salestraining #salesreadiness #valueselling #valuetraining #valuesellingtraining #valuemanagement #businessvalue #personalvalue #organizationalvalue #ROI #businesscase #valuestory #financialjustification #valuediscovery #salestransformation #salescoaching

Now that our customer conversations are remote and virtual, how do you engage as effectively as you did when in person?

For answers, I turned to MariAnne Vanella, CEO and Founder of the lead gen consultancy Vanella Group, best selling author of the award-winning book "42 Rules of Cold Calling Executives , a recipient of the "20 Women Leaders in Business" award, a Top 50 Women Martech Influencers, and a Top 3 on the "40 Most Inspirational C-Level Leaders in Sales Lead Management".

In this interview we explore how you can better connect with executives and engage leveraging a new toolkit, skillset and mindset.

https://www.linkedin.com/in/telesales20/

#salesenablement #prospecting #leadgen #martech #salestech #salestechnology #valueselling #salesperformance #digitalselling #salestransformation #remoteselling #virtualselling #salescoaching #salesleadership

As organizations look forward to 2021, getting sales quotas, compensation and enablement right is essential, but difficult with accelerated transformation, uncertainty and potential risks.

In this interview with prolific author Mark Donnolo, Managing Partner of Sales Globe, we discuss what changes organizations have made post crisis, and what sales performance improvements to prioritize for 2021 success.

https://www.linkedin.com/in/mark-donnolo/

#b2b #sales #salesperformance #salesincentives #salesquotas #salescompensation #salesmanagement #salesleadership #salesreadiness #salesoptimization #salesenablement #salestransformation #digitalselling #remoteselling #valueselling

Doing a good job of discovery and listening are so important to buyers, yet so many sellers are struggling to get this right, especially in today's now digital and remote selling environment.

In this interview with Deb Calvert, an Inductee in the Sales Hall of Fame, Keynote Speaker and Sales Effectiveness Consultant as President of People First Productivity Solutions, we discuss what makes for "good discovery", especially how it is more a dialogue person to person than a qualification or diagnostic.

In her thoughtful answers, Deb outlines the five essential discovery elements, and exactly how to make sure your sellers get discovery right.

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

#b2b #salesenablement #discovery #diagnosticassessment #dialogicassessment #needsassessment #Socratic #BANT #saleseffectiveness #salestransformation #valueselling #ChallengerSelling #digitalselling #remoteselling

Sell More with Better Value Communication and Quantification

Right from his LinkedIn profile you can tell John Bossong is different. He's a seller that clearly takes a value-first approach, has created a podcast and personal brand, not to sell more but to help his customers.

John is the epitome of the Modern Seller, and in this interview episode we learn what makes him so different and successful.

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

#b2b #sales #leasevsbuy #fleet #salesrep #salestransformation #personalbranding #valuestory #valuemessaging #valueselling #financialjustification #costofinaction #salesoptimization #salesleadership #salestools #sellingtools

When you were the VP of Global Enablement for Marketo, Head of Global Sales Enablement for Oracle Marketing Cloud,  and  had key sales enablement and training leadership stints with Salesforce, 3PAR, PayPal, NetApp and Siebel you might have learned a thing or two.

And indeed, Roderick knows enablement, and has a knack for codifying what many perceive as a difficult and complex set of practices into a set of straight-forward rules and guides.

We discuss what it takes to get your sales enablement right - the correct mindset, skillset and toolset you need to succeed.

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

#b2b #sales #salesenablement #salestransformation #salestech #salestechnology #digitalselling #remoteselling #valueselling #valuemessaging #salesoptimization #salesreadiness #valuestory #agileselling #ditchthepitch #orchestrator #businessvalue #personalvalue

Now that selling is more digital and remote, how do you better connect, build trust, and win the business?

My interview with author, podcaster, keynote speaker and selling expert David Fisher has so many gems of advice, to help guide a better sales enablement, transformation and performance success.

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

#digitalselling #remoteselling #salestransformation #salesoptimization #salesperformance #salestools #sellingtools #trust

Shimon Abouzaglo, is the founder of the Value Selling & Realization Council, an organization dedicated to the practice and practitioners of value, and has had a long career as a business value practice leader and practitioner with IBM, Hewlett Packard Enterprise, SAP, Infor and Accenture Interactive.

Who better to discuss where we are today regarding business value assessment and realized ROI practices, how far the practice has come and how much more needs to be done.

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

#VSRcouncil #valueselling  #valueconsultant #salesenablement #salestransformation