Evolvers

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).

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