Where are customers seeking value from their Cloud investments? Have the value priorities changed post crisis? And how do companies like VMware collaborate with customers to prove and improve the business value of Cloud?

These are just a few of the questions we explored with Craig Stanley, Group Product Line Marketing Manager and Cloud Economics expert for VMware.

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

#VMware #Cloud #CloudEconomics #TCO #ROI #roicalculator #tcocalculator #aalueassessment #businessvalue #IT #valuemanagement #maturityassessment #maturitymodel #valueselling #valuemarketing

What is the secret to selling? David Priemer says it's simple. Just sell the way you buy.

David is an expert in the neuroscience of selling, and he leverages his background as a research scientist along with his accidental career in sales with Influitive, Salesforce, Varicent and Infor to decompose the best way to connect, engage and win over your customer.

In this interview we discuss what makes a great remote selling experience, the best way to do discovery and demos, and the important difference between ROI and value.

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

#cerebralselling #neuroscience #decisioneconomic#decisionscience #salesperformance #salestraining #salesmethodology #salesenablement #salescoaching #salestransformation #discovery #ditchthepitch #dayinthelife #buyersjourney #neuroselling #neuroseller #valueselling #valuemanagement #valuemessaging #roi #businessvalue #digitalselling #remoteselling #revenueenablement

Focusing on existing customers is key to success for many organizations through the crisis. How do you optimize your growth sales and customer success teams to better engage with existing customers now that all meetings are remote, buyers are more frugal and you get more "No" than "Yes"?

Who better to ask than Mediafly's own Andrew Miehl. See what he is doing to better retain and expand existing customers, focusing on enabling better remote selling, realized value and maintaining a fun, winning attitude.

#salesenablement #revenueenablement #growthsales #customersuccess #realizedvalue #realizedROI #buyerengagement #salesplaybook #salesprocess #salesoptimization #salesperformance #salestechnology #salestech #digitalselling #remoteselling

If you have a start-up or early stage company you know how hard it can be to get to "Yes" in normal times. Throw in a health crisis, economic shutdown and a bunch more uncertainty through recovery and "good luck".

Well, you don't need luck, you need a sales process and system, this according to our latest guest: Scott Sambucci, accomplished consultant, podcaster and author of the book "Stop Hustling, Start Scaling".

In this interview we discuss how to stay positive through all the issues, the importance of refining your process and forecasting indicators, and especially the need to better qualify opportunities. Any start-up or early-stage founder, sales and marketing leader needs to tune in and download this episode.

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

#SalesQualia #b2b #tech #startup #sales #marketing #qualification #salesprocess #salessystem #salesdemo #salesperformance #salesoptimization #salesleadership #BDR #salestechnology #salestech

When the next billion dollar SaaS company for investment firm Emergence Capital needs to redo their strategy and playbook, Doug Landis is the growth partner they tap to deliver the goods. You can imagine how busy he is during this uncertain time.

We were more than excited to grab him for an interview, to discuss what he is seeing and recommending to portfolio companies, and the importance of visibility, empathetic messaging and a "spectrum of value".

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

#emergencecapital #technologysales #valuemessaging #valueselling #salesenablement #buyerenablement #revenueenablement #CRM #salestech #salestechnology #salesplaybook #salestools #sellingtools #conversationintelligence #salesinsights #RealizedROI #valuemanagement #salescoaching #remoteselling #digitalselling #empathy #idealcustomerprofile #salesleadership #salesstrategy #salesoptimization

Unless your deal is tied to support both strategic objectives and tactical priorities, unless it is tied to tangible value and business outcomes, it won't get considered much less approved. This according to sales and marketing consultant Bob Apollo in this latest podcast interview.

Hear what Bob had to say and why it is so critical. 

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

#salesenablement #valuemessaging #valueselling #salesplaybook #Challenger #Salesperformance #salesoptimization #salesleadership #productmarketing #contentmarketing #ValueStory #financialjustification #valuemanagement #businesscase #nopitch

In this interview with marketing and channel expert, Lorin Coles, we tap into his experiences developing major go-to-market strategies and campaigns for Equifax, RedHat, Cisco, and Microsoft, to gain advice on how to shape your sales and channel enablement programs from crisis response to recovery and new opportunities.

We explore how to make your customer the center of all your strategies, how to empower a "value exchange" and what you should be doing with your direct and channel enablement to assure success.

https://www.linkedin.com/in/lorin-coles-880404/

#b2b #sales #channel#salesenablement #channelenablement #salesperformance #valueselling #valuemessaging #interactivecontent #salesproposals #indirect #valuemanagement #buyerenablement #podcast

If you are in Consumer Product Goods, your world has been turned upside down with stores and establishment closures, and permanently changing consumer preferences and behaviors.

As the leader for sales enablement and transformation at Heineken, Devin Long is in the thick of these changes. His belief: This is not the time to pull-back and be timid, in fact just the opposite. The crisis is a great catalyst for advancing your sales transformation programs, and implementing much needed Digital Selling tools and technology.

In this interview we explore Devin's Digital Selling vision as he dishes advice on where to best begin, how to set a vision, key sales tech components, how to gather executive and field support, and how to measure and prove success.

https://www.linkedin.com/in/devin-long-17b2725/

#Heineken #CPG #Beverage #Nielsen #wholesale #salesenablement #digitaltransformation #digitalselling #remoteselling #salesperformance #salesoptimization #salesplaybook #4Ps #Product #Price #Placement #Promotion #contentmanagement #contentmarketing #assetvaluegap #storeanalytics #consumerintelligence #consumeranalytics #calculator #interactivecontent 

Uncertainty can create opportunities. Those that are able to use this time to self-examine and reinvent their offering, positioning, marketing and sales approach could be the new winners.

In this interview with experienced marketing consultant and podcaster Paul Mosenson we explore what you should do now to evaluate your approach and capture this unique opportunity.

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

#b2b #marketing #leadgen #remoteselling #digitalselling #salesenablement #valueselling #valuemessaging #valuemarketing #ecommerce

Although most sellers try to present your organization and solutions as perfect, with a "we can solve all your challenges" approach,  research clearly shows that embracing imperfections leads to much greater success.

This from the author of the award-winning & international best-seller, The Transparency Sale, Todd Caponi.

In this interview we dig into his authenticity findings, the neuroscience of trust and why being "flawsome" is your ticket to accelerated decisions and more wins.

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

#salesmelon #salesenablement #salesperformance #reviews #customerreferences #salesoptimization #valuemessaging #valuemap #valueselling #transparency #authenticity #trust #flawsome #salestools #sellingtools #contentmarketing #neuroscience #decisioneconomics #salesleadership #salesreadiness #digitalselling #buyerenablement