If you have a high volume of leads but a low conversion rate, have marketing saying things are great, but sales saying it's a struggle, and have data sets that don't tell the same story either, you likely have misalignment between your sales, marketing groups.  And this can have a serious cost to your business. These are some of the challenges author Jeff Davis highlighted as clear indicators to sales and marketing alignment issues in our latest interview. But stress not, as we also discussed specific ways to not just recognize, but help overcome these alignment issues. https://www.linked ..read more

How is the role of the Sales Engineer (SE) changing, and what is needed to enable Sales Engineers for success? These are some of the questions we posed to Sales Engineer author, training and consulting expert John Care. Having trained thousands and run Sales Engineering for the likes of CA, Business Objects and Clarify to name a few, he was just the expert we needed to capture an understanding of the changing role of the SE, how to optimize SEs for virtual environments, how to keep SEs better enabled, engaged and retained. https://www.linkedin.com/in/johncare/ #salesengineer #salesenablement ..read more

When it comes to what makes a seller and sales leader successful, there is one key ingredient that makes all the difference in today's market, and that is trust and transparency. In this interview with award-winning author of the Transparency Sale and sales performance consultant Todd Caponi, we discuss his groundbreaking research on the importance of transparency to driving sales success, and how setting and meeting expectations and embracing your "flawesomeness" can make all the difference in winning that big deal. Even more, we explore not just how trust and transparency can drive bett ..read more

Growing two incredibly successful value acceleration programs, first at Splunk and now at Databricks, Doug May has the success metrics and track record that immediately grabs your attention, and makes you want to know his secret sauce for success. And this is exactly what we discussed in this important interview, uncovering Doug and his teams' secrets to value enablement program leadership, adoption and scale. Doug openly shares what it took to build both programs to success, what he would do differently, and the success metrics this has driven. https://www.linkedin.com/in/dougmay/ #valueaccel ..read more

When you launch a new Customer Success organization, and go from a team of 9 to over 50 in less than two years, you must be doing something right, and certainly have some important lessons to share. In this interview with Jessica Lovell, VP of Customer Success for SPINS, a leading wellness-focused data technology company, we discuss the challenges in creating and growing a new customer success organization, how to best enable the team and measure for success, and important lessons  learned along the way.. https://www.linkedin.com/in/jessica-lovell-b1822133/ #customersuccess #salesenableme ..read more

When you develop and launch a value enablement program you want to make sure you value selling, marketing and customer success is done right, and evolves correctly to greater success. This means being able to sell customers on participating, overcoming key objections for credibility, and instrumenting sales and partners to scale. In this interview with Rui Miranda and Fiona Leeson, customer value leaders with fintech firm Finastra we discuss what it took to get their value enablement program right, and the four lessons they learned along the way that you can proactively address to make yo ..read more

I wanted to get a view of what priorities and initiatives the best sellers and sales leaders were working on to kick-off 2022, and who better to tap than the Sales Evangelist himself, Donald Kelly. Donald hosts the popular and valuable Sales Evangelist podcast, is CEO / founder of Sales Evangelist Training, is an Adjunct Professor with BYU in Idaho and is the VP of Sales with BenfoComplete. In this interview we do a quick lookback, reviewing the big themes that drove 2021 initiatives, and how these are being reshaped as we move into a New Year. Everything from the importance of trust ..read more

As customers want less friction in the buying process and demand more from sellers, what do you need to do in order to meet new buyer needs and deliver differentiated experiences? In this interview with Lisa Schnare, a Sales Development Consultant and Fractional Sales Leader and a ValueSelling Framework Advocate & Associate, we discuss ways to leverage a more value oriented approach and framework to improve your buyer engagements and drive better sales performance. We discuss ways to perform better buyer discovery, demo more effectively, how to "clean the plate", form and collaborate on a ..read more

How effective is current forecasting and how can it be improved with data, insights and intelligence to drive more efficiency, accuracy and predictable revenue outcomes? In this interview we discuss these issues and revenue intelligence solutions with Todd Abbott, the Chief Executive Officer for InsightSquared, and a seasoned executive sales and marketing leader for the likes of Mitel, Spireon, Avaya, Seagate, Symbol, Cisco and IBM. Listen in to learn what data is important to consider, how to measure sales and buyer flow, and why this is an essential tool to implement in 2022 for Ch ..read more

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 ..read more