Shimon Abouzaglo, is the founder of the Value Selling & Realization Council, an organization dedicated to the practice and practitioners of value, and has had a long career as a business value practice leader and practitioner with IBM, Hewlett Packard Enterprise, SAP, Infor and Accenture Interactive. Who better to discuss where we are today regarding business value assessment and realized ROI practices, how far the practice has come and how much more needs to be done.
https://www.linkedin.com/in/valuerealization/
#VSRcouncil #valueselling #valueconsultant #salesenablement #salestransformation
Being a hunter sales leader in these times is not easy.
One way to outperform the competition?
Think about your next on-line meeting less as a presentation and more as a collaborative conversation and experience.
In this interview with VP of Sales for sales enablement provider Mediafly, Dustin Zweck, we discuss some of the best practices he recommends to clients and uses with his own teams to transform on-line virtual customer meetings into a compelling digital selling experience.
https://www.linkedin.com/in/dustinzweck/
#digitalselling #remoteselling #salestransformation #salesenablement #revenueenablement #discovery #assessment #financialjustification #salesperformance #salescoaching #interactivepresentation #interactivecontent #contentmanagement #valueselling #valuestory #storytelling #customerintelligence #marketingperformance #ROI
Where are sellers and sales leaders falling short today, and what are the new skills you need to thrive and accelerate into 2021? In this interview with author, podcaster and B2B sales consultant Steven Norman , we discuss seven steps you can use today to transform sales team performance and build a bulletproof sales machine.
https://www.linkedin.com/in/growth-coach
https://growthacumen.com.au/sales-assessment-tool-3/
#b2b #sales #salesperformance #salescoaching #salesenablement #salesleadership #salesreadiness #salestransformation #salesoptimization #diagnosticassessment #valueselling #revenueenablement #digitalselling #remoteselling #saleshiring #prospecting #qualification
Cold calling is dead, this according to Colleen Francis, a #1 LinkedIn Sales Influencer, renowned author and sales consultant. In this interview, we explore just how much prospecting has changed post-crisis, and what your sellers need to do in order to have better reach-outs, engagements and performance. We touch on specific techniques such as the Tempo Triad, how to build a trusted personal brand on social media, and how to be sure you and your sales reps transcend the gerbil wheel of selling.
https://www.linkedin.com/in/colleenfrancis/
https://www.engageselling.com/
#b2b #sales #Nonstopsalesboom #salesleadership #salesenablement #salesoptimization #salestransformation #leadgen #prospecting #salesperformance #socialselling #personalization #personalbrand #trust #coldcalling #salesintelligence
If you get your new sales hire right it can mean great things for hitting your growth targets. But get it wrong, or worse, hire a toxic troublemaker, and the costs can be over a million for each error. So, how do you make sure you are only hiring the best for your organization and customers, and you on-board and enable them correctly? We explored these tough questions with sales performance author, podcaster and expert C. Lee Smith in this informative podcast session.
https://www.linkedin.com/in/cleesmith/
Book Link - https://www.amazon.com/Hire-Smarter-Sell-More-Troublemakers/dp/1616993561
#b2b #sales #hiring #onboarding #salescoaching #salesleaders #salesonboarding #salesperformance #salestransformation #digitalselling #remoteselling #salesleadership
Imagine you are a sales leader responsible for selling leading apparel, footwear and sports equipment brands such as Salomon, Atomic, Wilson, Precor and Louisville Slugger. Now imagine how you and your team's world was turned upside down by the COVID-19 shutdown and crisis. impacting team sports, ski resorts and retail stores to name just a few business drivers. This is exactly what we explore in our interview with VP of US Sales, Matt Navarro, discussing how he was able to help his team maintain a winning attitude and quickly pivot to digital selling.
https://www.linkedin.com/in/matt-navarro-a527b612/
#sportinggoods #retail #ecommerce #sales #salesenablement #salestransformation #salesoptimization #crisisselling #digitalselling #remoteselling #salestechnology #salestech #salestools #sellingtools #insightselling #contentmanagement #customerexperience #customerengagement
Many of you have heard about Revenue Enablement, and might be wondering what it is all about, and why we need another type of enablement beyond just Sales Enablement? Who better to explain than Stephen Diorio, creator of the Revenue Enablement Institute. In this informative session, we define what Revenue Enablement is all about and why it is so important.
https://www.linkedin.com/in/stephen-diorio-1339011/
#b2b #sales #customersuccess #marketing #customersuccess #salesenablement #revenueenablement #digitalselling #remoteselling #salestech #salestechnology #salestransformation #valueselling #salestools #sellingtools
When you've cut your teeth at, run and created value consulting and selling programs at companies like Salesforce, Adobe, Deloitte Consulting and SAP, you've learned a thing or two about what makes a good program and delivers a great customer experience. We dig into the best elements in these most successful value consulting and selling programs, including how to overcome adoption and customer engagement challenges, and the hardest lessons learned.
https://www.linkedin.com/in/anuraggoel2/
#valueselling #valueconsulting #valuemanagement #RealizedROI #ROIcalculator #valueassessment #salesenablement #revenueenablement #salestools #sellingtools #salestechnology #salestech
What is a trusted advisor, why is becoming one to your customer so important, and how do you achieve it? According to sales veteran Greg Brown (Salesforce, Peoplesoft, E.piphany and Apptus) it comes down to a simple formula: Rapport, Credibility and Value.
https://www.linkedin.com/in/gregcbrown/
#salesenablement #salesperformance #salesoptimization #salestransformation #digitalselling #remoteselling #valueselling #valuemanagement #trust #ethos
In times of uncertainty, emotions are charged. This can lead to indecision, not a good thing when you are trying to move a buying committee and your champion through the buyers journey to "Yes". So why does this happen, and as a seller, what can you do to ease the anxiety and achieve success? In this interview with #1 LinkedIn sales expert, author and consultant Anita Neilsen, we explore the neuroscience of decision making in today's post-crisis world and specific strategies sellers and sales enablement can take to leverage the current conditions and accelerate success.
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.
https://www.linkedin.com/in/andrew-miehl/
#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
