Evolvers

As sellers we are often provided with discovery guides and taught about the key questions to ask our prospects, but do we have a guide and coaching on how to provide the best answers, especially responses enabling us to build trust, so important with today's skeptical buyer?

In this interview with Dr. Brian Glibkowski, author of the book Answer Intelligence: Raise Your AQ we discuss six methods to Answer questions, in order to influence your deals from "Do Nothing" to "Yes".

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

#salesenablement #salescoaching #trust #AQ #valueenablement

In this interview with value expert, "Sales is King" podcast host and top-sales leader Dan Sixsmith, we review some of the pressing challenges he and his team have been addressing over the past few quarters, and why he thinks now is the time to address these challenges elevating value from a "just tools" to a lifecycle program approach. Best of all, we discuss the new Value Enablement Lifecycle framework and the people, process, tools, integration and intelligence that can help guide the journey.

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

Value Enablement Lifecycle: https://www.mediafly.com/evolved-selling-community-blog/value-enablement-lifecycle/

Sales is King Podcast: https://open.spotify.com/show/5WDreew4cAYFZzpoYBIFLR

#valueenablement #valuestory #salesenablement

With so many businesses now selling subscription services and relying on recurring revenue, it's not just marketing and sales responsible for business development. It is now everyone in the organization who plays a role.

In this interview with Alex Moyle. the podcast host of the Growth Hub podcast series and author of the book “Business Development Culture, Taking Sales Culture Beyond the Sales Team”, we discuss the challenges of achieving recurring revenue success and the key enablement you need to implement today in order to drive success.

https://www.linkedin.com/in/i-am-alex-moyle/

#salesenablement #SaaS #customersuccess #valueenablement

How important is enabling your partners a key to their success, and how is Partner Enablemnent best accomplished?

In this interview we ask these questions of Murat Guvenc, currently the Managing Director for Accuras - an IBM Data & AI partner.

He leverages this current partner experiences and background as a Business Unit Sales Manager for IBM’s Cloud Business Unit to outline the importance of enabling content, tools and storytelling in winning business for partners today.

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

#partnerenablement #salesenablement #storytelling #valueenablement #interactivecontent

How do you handle hyper-growth and not just keep the wheels on, but achieve even greater than expected success?

According to this interview with Mark Ebert, the SVP of Sales for 6sense, you have to enable your legacy and new sellers with the right equipment (toolset), right game-film (mindset), and right practice (skillset) to accelerate success.

Checkout this great sales leader discussion on exactly how to implement the right sales and value enablement to help overcome hyper-growth challenges and achieve success.

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

#ABM #salesenablement #valueenablement #interactivecontent

Is closing a six figure deal any different, now that we are selling all / mostly virtual?

This is one of several important questions I posed to the author of "Winning the Six Figure Sale", Jeff Goldstein.

Find out why he doesn't think BANT is dead at all, how you need to assure your pipeline is overflowing, and  how Inspect, Assess and Coach are vital for sales leaders to get right.

https://www.linkedin.com/in/jeffgoldstein2/

www.SalesLeadersOnly.com/evolver

#CLOSE #salesenablement #BANT #salesleadership

What does it take to be in the top 1% of sellers, and what can you learn from the best to enable more of your "middlers" to become top performers?

We tackled these questions with Scott Ingram, the host of the Sales Success Stories and Daily Sales Tips podcasts, and author of the three great books: Sales Success Stories, B2B Sales Mentors and Finding Sales Success on LinkedIn.

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

#salesperformance #salesenablement #digitalselling

With accelerating requirements and over 800 different sales enablement solutions, how do you make sure you make the right choices and get what you need for success?

In this interview we turn to the expert, Dan Cilley, CEO and Founder of Vendor Neutral, THE go-to-resource, dedicated to helping sales leaders and enablement professionals simplify their sales, content and value enablement technology selection process and advance their practices and performance.

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

#salesenablement #salestechnology #salestech

Buyers say they will do business with a seller that can best:

1) Understand their business

2) Prove value for money

3) Reliably follow-up and communicate

This, the latest post-pandemic research revealed for the first time here, and discussed in great detail with Jonathan Farrington, Director of Sandler Research and founder of Top Sales World.

Checkout what this research means and Jonathan's take on how to best enable sellers for post-crisis success.

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

#b2b #salesenablement #growthmindset #digitalselling

If you are in sales, without in person trade-shows and conferences post crisis, you don't have much choice but to "cold call" in order to generate enough opportunities. But isn't cold calling dead, and with thousands of other sellers eager to prospect, aren't customers already inundated with too many  requests for demos and meetings?

How do you break through the noise to connect and engage with prospects, without turning them off?

Is it best via phone calls, email or social? What about video and personalization?

I am asked all the time how to best enable and train sellers on how to address these issues. Heck, I know what works for me, but I didn't have the answers as to what works best overall.

So I sought out the expert, Morgan J Ingram, a LinkedIn Top Sales Voice and Top 25 Sales Development Thought Leader, and a very successful podcaster, seller, sales leader, coach and trainer.

In this interview I put Morgan on the spot, to get answers to all my pressing prospecting questions, and hopefully answer yours as well.

If you are a seller looking to up your prospecting game, or in sales enablement or a coach who wants to better empower your selling teams, this session is a must listen for practical prospecting advice.

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

#Prospecting #ColdCalling #SocialSelling #SDR #BDR #SalesEnablement