Why should your reps be more Sherpa and less Salesperson?

What can sellers learn from musicians to maintain their groove and up their performance?

These are just a few of the questions we addressed with author, podcaster, keynote speaker and selling consultant David Fisher, better known as D-Fish.

David has written 9 books including the best-sellers “Hyper-Connected Selling” and "Networking in the 21st Century", and he’s the host of "Beer, Beats, and Business", a podcast that shares casual conversations with leaders in sales, marketing, and entrepreneurship. We tapped into this consulting and research experience to better understand what it takes to be a better seller, sales leader and revenue enablement professional with the "new normal".

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

#salesenablement #salessherpa #contentenablement #valueenablement

How do you get sellers best enabled with new selling methodologies, messaging and skills now that they are remote?

To answer this key question we tapped Jason Gwilliam, a Sales Enablement Evangelist, Podcaster, Blogger, and Speaker, currently Sales Enablement Leader for Abbott's Structural Heart division.

Tapping his extensive sales enablement and training leadership experience with several medical device companies and the Navy, we discuss the best ways to keep your remote sellers engaged, capable and confident.

https://www.linkedin.com/in/jason-g-3b351a12/

#SalesEnablement #SalesReadiness #Content Enablement

What does the journey to leading your own value practice look like, and what does implementing value enablement across the entire customer lifecycle entail?

In this interview, we explore both the personal journey and customer value lifecycle with Jeff Collins, Senior VP of Value Engineering for business spend management firm Coupa. Jeff provided several key value innovations he and his team have put into solid practice, especially: engaging with proforma value hypotheses early in the customer engagement process, leveraging benchmarks and peer comparisons, the value of success stories and proof points and the best way to implement Realize value / ROI for customer success.

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

#valueenablement #valueselling #valuemanagement #RealizedROI

How do you best convince sellers to evolve from price to value? How do you assure buyers trust in you and in the decision to be made?

These are two key questions among others that we addressed and answered with practical advice and methods in this interview with author, podcaster and keynoter Ian Altman.

Checkout his sales performance and value selling advice here -

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

#salesenablement #digitalselling #valueselling

When engaging with new prospects and customers, it's essential to align with business objectives, build a solution transformation journey and know the business outcomes.

In this interview with Christopher Li, VP of Transformation and Innovation at Revenue Intelligence firm Xactly, we discussed his Transform business advisory group who deliver on this vision, and how he optimized his value enablement and acceleration lifecycle initiatives for pre-sales growth and customer success.

https://www.linkedin.com/in/christopher-li-2a93079/

#revenueintelligence #valueenablement #valuemanagement #customersuccess #valueselling

If you are in Value Enablement and Value Selling, you are likely very passionate about the topic and practice. And if you are the ROI Dude and the ROI Guy, it's not just in the name, it's in the blood.

In this interview with Steve Kaplan, we geek out on the value of ROI pre and post sale, value storytelling, and how vital financial justification is for "building trust in the decision".

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

#ROI #ValueEnablement #Valuemanagement #valueselling

Your sellers have more buyers than ever involved in every purchase decision, making it tougher than ever to effectively engage and get new, deals, renewals and expansions across the finish line in a timely manner.

According to my interview with Dr Mary Shea, this is where Engagement Intelligence comes into play, providing commercial team members with signals and guidance as to the right engagement channel, timing, message and content, while arming leaders with the deal and forecast insights to boost confidence and optimize actions.

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

#engagementintelligence #salesintelligence #revenueintelligence #salesenablement

When you want to have a credible, trusted value program it pays to lead with a six sigma and customer success approach, this according to our interview with Rosalie Girard, the Director of Business Value Engineering for unified search, analytics and machine learning pioneer Coveo.

In this conversation we explore ways to leverage Customer Success to gather real-world impacts and evidence to fuel your Value Enablement program, Day in the Life of (DILO) to quantify benefits, and strategic value plans to prioritize and roadmap mutual success.

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

#valueenablement #valuemanagement #valueconsulting #customersuccess #realizedROI #valueselling #ROI

With so much change in buying processes and digital selling, I wanted to test some theories and bounce a few ideas off a true expert, to understand what is working best and how to improve.

I turned to Lori Richardson, a B2B Sales and Revenue Growth Strategist, a Salesforce and LinkedIn “Top Sales Influencer to Follow”, a Virtual Sales Kickoff Speaker, Author, Event Organizer, and host of the award-winning, "Conversations with Women in Sales" podcast.

Checkout her sales transformation advice here:

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

#salesenablement #contentenablement #valueenablement #salestransformation #womeninsales

Connecting, engaging and convincing buyers is harder than ever before, but sharing and leveraging insights can give you a significant edge.

Knowing this, we tap THE experts, Dr. Stephen Timme and Melody Astley from Finlistics, author of the book Insight Led Selling, to discuss exactly what insights are and how sellers can leverage to get more meetings, close more deals and improve renewals.

o  Melody - https://www.linkedin.com/in/melodyastley/

o  Stephen - https://www.linkedin.com/in/dr-stephen-timme-phd-finance-8177578/

Book link: insightledselling.com

#insightledselling #salesenablement #valueselling #valueenablement