B2B buyers indicated just how important selling experience is in creating customer loyalty, far more than brand, delivery and price, and those sellers who create a better experience are leverage these five key traits.

We had the opportunity to interview Challenger's  Senior Vice President of Marketing, Spencer Wixom, to get all the details on this new research, how the Challenger Sales Methodology has evolved as a result, and what you need to do now to meet elevated buyer expectations and deliver a better selling experience.

https://www.linkedin.com/in/spencer-wixom-26a1a837/

#salesenablement #salestraining #challengersale #valueselling

The buyer's decision making process has become much more complex, and too many decisions are ending up at "No Decision". This is a challenge, but also represents an incredible opportunity for the seller who knows how to help the buyer navigate a more complex process.

In this interview "The Best Sales Coach" , podcaster and consultant Gert Scholts discusses his take and the three things you need to do now as a seller or sales and enablement leader to capture the opportunity.

https https://www.linkedin.com/in/sales-transformation-b2b-sales-training-london-gertscholts/ 

#salesenablement #digitalselling #valueselling #salescoaching

As a sales manager and rep, Maggie Farnik learned first hand about the challenges selling medical solutions, and she leverages these experiences now to create better training and sales enablement for medical imaging solutions firm Guerbet.

In this interview, we explore Maggie's journey, the best practices she leverages to drive selling success for the teams she supports, and the plans she has for the future of her firm's sales enablement and training tools and practice.

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

#salesenablement #medicalsales #digitalselling #salestraining

When you are running a business value practice that is 12 years in the making, and has been optimized so that 5 value consultants support over 1,000 field reps and value in almost all significant deals, you know your stuff. And more importantly, you likely have some advice that could be helpful

In this interview with Giuliano da Silva the Senior Director of Value Consulting for communication, collaboration and customer experience firm Genesys, we discuss the best ways to scale and drive business value practice success.

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

#valueselling #valuemanagement #businessvalue #valueconsultant  #ROI 

Before early 2020, we saw the majority of sales and marketing teams focused on new account acquisition to fuel growth. Then the crisis hit, and many companies “circled the wagons” around existing customers, and all of a sudden key account management became vital again.

So why this renewed focus and how do you get key account management right ?

In this interview with Liz Heiman, CEO and Chief Sales Strategist for sales consultancy Regarding Sales, she answers these questions and many more in order to assure expansion revenue and growth from your key account management sales and enablement.

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

#salesenablement #keyaccountmanagement #expandselling #valueselling

When it comes to Marketing strategy, one of the go to researchers and consultants has some special insights and strong opinions on how to become more engaging, especially now that b2b selling is more digital and remote.

In this interview with Matt Heinz, we discuss his predictions for 2021, and his specific advice on how to be more engaging, value-focused and agile in the New Year.

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

#salesenablement #contentmarketing #digitalselling #virtualselling

Getting pre-sales enablement right when buyers are more digital and all remote is a challenge, however, these two professionals know a thing or two (or three) about best practices, especially when it comes to software sales.

In this interview we explore the challenges and three practical solutions to improve your software sales performance with Tim Bromme and Jan-Erik hosts of the Sales Excellence Podcast and expert pre-sales practitioners.

-  Jan-Erik - https://www.linkedin.com/in/janerikjank/

-  Tim Broemme - https://www.linkedin.com/in/tbroemme/

-  Sales Excellence Podcast - https://www.linkedin.com/company/sales-excellence-podcast/about/

#salesenablement  #digitalselling  #valueselling

What is Design Thinking and how can you apply it to make your next virtual sales engagement collaborative and amazing?

We explored how to leverage a three step approach of Discovery, Insight and Acceleration, with the expert on Design Thinking for sales, Ashley Welch, co-author of the book Naked Sales - How Design Thinking Reveals Customer Motives and Drives Revenue.

In this interview we discussed how anyone in sales, even if they don't have drawing skills, can leverage a Design Thinking approach to improve empathy, gain trust, co-create a solution and accelerate buyers from "do nothing" to "Yes".

https://www.linkedin.com/in/awelch1/

#designthinking #salestransformation #salesenablement 

Well, 2020 has been a year for the memory books, that’s for certain!

We are so grateful to you, our EVOLVERS family. We have created almost 90 episodes and a ton of free consumable content for you to peruse and enjoy.

We created this “Best of the Year 2020” episode with some of our most notable guests, such as Anita Nielsen (LDK Advsory Services), David Priemer (Cerebral Selling), and Mary Shea (Forrester) to name a few. They had so much incredible insight to share, it was hard to choose moments and guests to feature! But, choose them we did… So please listen and enjoy!

We cannot wait to continue to bring you more in 2021!

Have a wonderful Holiday Season and a Happy Happy New Year!

Here is to better times ahead.

Keep Evolving EVOLVERS!

Until next time…

#salesenablement #valueselling #ROI

Checkout a typical sales presentation or Success Story and you'll notice the solution provider is often the center of attention, but this is not what the best storytellers show us as a different, more effective path. A good story makes the buyer the hero, bringing us along on a journey of purpose from pain and despair to happily ever after.

In this interview with Chief Fabulous Officer and sales enablement frontierswoman Melissa Madian we explore how to leverage visuals and storytelling, to sell like Netflix.

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

 #salesenablement #storytelling #valuestory #digitalselling