Do you know what the Commercial Ratio is all about, why it’s a great sales and marketing alignment measure, and how it can get you a seat at the big table? Scott and I discuss each of these topics in depth, and as you’d expect from us both, not shying away...
It seems that every day, there are more and more tech tools at our disposal. Many technologies, including artificial intelligence (AI), can seriously help a business’s bottom line. Adoption of AI and machine learning allows companies to make needed improvements in the...
What summer is complete without sitting in the park, by the pool or on the beach reading or listening to a great book. For EVOLVERS this means mixing in some great lessons to establish a better mindset, learn some new tricks and expand our horizons. We’ve...
EVOLVERS Virtual Meet-Up (Original record date: 6/23/20) With digital selling now “business as usual”, how have buyer expectations shifted, and what do you need to do to meet these new challenges? Checkout this previously recorded on-demand EVOLVERS...
I was talking to a top performing sales rep the other day and she was lamenting about how the crisis was impacting her clients and forecasted deals. Spending freezes, budget lockdowns and new approval committees were all she talked about. And for good reason. New...
I was so very lucky to call this wonderful lady my friend and colleague. We sadly said goodbye to Barb Giamanco far too soon and quite unexpectedly in May. I wanted to honor her memory by resharing this episode chock full of valuable insight and Barbara’s upbeat...
Listen and EVOLVE to this previously recorded webinar as Matt Navarro (Amer Sports Corporation) and Devin Long (The Heineken Company) discuss ways they are leveraging digital selling and accelerating sales transformation in a time of remote sales and uncertainty....
In this guest interview with expert podcaster Scott MacKenzie., Tom Pisello discusses the impact of the crisis on Industrial sales and marketing, and how this has boosted the need for digital transformation and value selling....
In this interview, I spoke with Aaron regarding the importance of a business value program, and the “whys and hows” of one. If you are thinking about creating and scaling a Business Value program of your own, this interview is a can’t miss. Aaron had a lot to...
The buying behavior of a customer forms one of the most crucial pieces of knowledge for business development professionals. In business, the goal is to anticipate the consumer’s desire and then use that to sell them a product or service. The best way to do this...
Not long ago, I spoke with Peter O’Neill, Independent Consultant of his firm, MARCHNATA (formerly of Forrester). We discussed the history of sales enablement, and the death of B2B sales. He had a wealth of knowledge to share on these subjects! On the “Death of the B2B...
I was proud to have my article How to Smoothly Transition to Remote Selling recently featured on Hubspot. Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. This new normal has left many sales...
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