Evolvers

Well, EVOLVERS, we made it to the end! Please take a few minutes to listen to this years Best Of moments with Tom and just a select few of our wonderful guests, such as Spencer Wixom of Challenger, Caroline Tien-Spalding of Aptology, and Jeff Collins of Coupa. 

Enjoy, and have a wonderful transition into 2022! 

#Salesenablement #digitalsales #evolveinto2022

When you have 20 years of experience in creating and scaling value selling programs, you learn a thing or two. In this interview with Scott Jeffries, Director of Value Consulting for Slack, we tap his extensive experiences in his current role, and with Netsuite, TFP and SAP, as he outlines his proven formula for allocating the right resources and investments, hiring the best value consultants, and scaling the program for selling and partner success,

Checkout his proven roadmap to help you create, launch and evolve your own value enablement practice:

https://www.linkedin.com/in/scottjeffries19/

#valueenablement #valueselling #valuemanagement #realizedvalue

Post pandemic, most sales enablement teams are leveraging learning management systems (LMS) to help remote and hybrid sales teams become better trained, competent and engaged.

To better understand the best practices which sales enablement pros are leveraging to accomplish this, I had the pleasure of interviewing Jennifer Kling, Vice President of Marketing, for LMS solution provider SAP Litmos.

In this interview, Jennifer discusses the "art of the possible" in remote training, video and mobile learning, and coaching, and outlines the three key priorities for 2022: 1) Mobile learning,  2) Sales leader advancement and growth, 3) Enabling hybrid workforce training / learning.

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

#LMS #salestraining #salescoaching #mobilelearning

When you develop a business value program, where do you best start, and what are the exact steps you can use to achieve scale and excellence?

In this interview with Gino Colonico, Digital Transformation lead for PTC and key developer of PTC’s value enablement / management office and tools, we explored these questions and more, with Gino sharing his personal journey and lessons learned.

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

#valueenablement #valuemanagement #valueselling

When you implement a new sales enablement solution, how do you make the right choice and optimize the impact it has?

In this interview with John Ross. Director of ServiceNow Solutions for spend management platform provider Sakon, we explore his journey over the past year to procure and implement new sales, content and value enablement programs for direct sellers and partners. He discusses what criteria went into selecting their solution providers, the content issues they uncovered, and the steps they took to garner greater success (think simple).

https://www.linkedin.com/in/jjross1/

#salesenablement #contentenablement #valueenablement #revenueintelligence

We all get those presumptive outreach emails or in-mails. Have any of these ever worked on you? So why is our reaction to get our own marketing and sales teams to do these at scale?

In this interview we discuss these challenges and so many more with Peter Strohkorb, author of the books “Smarketing - Sell Smarter, Not Harder” , and “The OneTEAM Method", founder and CEO of Peter Strohkorb Advisory, and sales exec and leader experience with Sony, Dell, DXC, Canon and 3M.

Peter discusses the outdated traditional sales funnel (which actually dates to the late 1800s) and how to best tune your marketing content, sales and commercial engagements to best accelerate your sales performance and customer lifetime value.

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

#salesenablement #contentenablement #salesoptimization

When you are selling digital transformation to manufacturing, product and engineering firms, it is essential that there be a solid business case made for change, and business value outcomes tracked and achieved over time.

Shawn Tsetsilas is the Digital Transformation lead for PTC, a leading provider of CAD, PLM, IoT, and AR solutions, and I had the opportunity to talk to him about the Value Enablement program he is helping PTC develop and launch to do just this type of assessment for prospects and customers.

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

#ValueSelling #ValueManagement #ValueEnablement

When you want to evolve and elevate an existing sales enablement program, or set up a new practice from scratch, where do you turn for a blueprint?

In this interview with Mike Kunkle, one of the top sales enablement thought leaders, author of the new book “The Building Blocks of Sales Enablement” and currently Vice President, Sales Effectiveness Services for sales growth consultancy SPARXiQ, we discuss the elements of an effective sales enablement blueprint, with building block details on how to think about your content, sales hiring, sales training and coaching, measurement and how to optimize your sales tech stack.

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

#salesenablement #contentenablement #salestech

How perfect does your ROI business case proposal need to be? How much evidence is enough, or too much?

To answer these questions, we turn to former CIO, two-time best selling author and IT value consultant Jim Maholic to discuss the importance of presenting a credible business case, what evidence is needed to reinforce the credibility and how to best scale a value enablement program for success.

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

#valueenablement #valueselling #valuemanagement #RealizedROI #valueconsultant #valueengineer

How do you get sellers to do better value discovery, storytelling and quantification? How do you assure rollout, adoption and scale of your new value program despite being remote?

These are just a couple of the key value selling questions I tackled with Chad Sanderson, Managing Partner for leading sales training firm Value Selling Associates.

In this interview he discusses the importance of having a framework to help drive more effective value discovery and conversations, and how to reshape value learning and enablement programs now that sellers are remote.

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

#valueselling #valuemanagement #valueenablement