In my interview with Mike Wilkinson (consultant, author and well known as “The Value Selling Expert”), we discussed the important need for value selling, and four easy steps you can use to optimize how your sellers engage with value: Qualify the Value,...
Today’s customers are more mindful of how they spend their money, especially in the current economy. With potentially limited resources, consumers put careful thought into the brands they invest in and the products they purchase. Because of this mindset, salespeople...
One in three buyers admit to falling asleep and one in five buyers would rather go to the Dentist than sit through another boring sales presentation. Large, liner presentation decks won’t work to capture and hold buyer’s attention and inspire buyers to take action,...
How do you best differentiate your solution in a very competitive new market? In this interview with Latane Conant, CMO for 6Sense and Nathan Jackson, CEO of Presentify (now a Mediafly company), we dive into the complete journey of how 6sense was able to reimagine...
When it comes time to upgrade and consolidate servers and workloads, it is often difficult for customers to understand that current servers might actually be costing more in total costs than modern replacement upgrades. Lenovo wanted a way for customers to assess how...
We were lucky enough to interview Scott Santucci a short while ago, and he is ever the protagonist! (In a good way, of course!) Scott sees things in a way that forces success, change, and forward movement. He had a lot of insight into the future of Sale Enablement as...
B2B selling was already going virtual, a trend that was instantly accelerated by the crisis. As we interviewed Mary Shea PhD, Principal Analyst of research firm Forrester to kickoff our annual EVOLVE 2020 Mediafly customer event, she gave us a unique perspective on...
Technology buyers are struggling through the crisis to make necessary purchase decisions, having to gain consensus from a larger group of stakeholders, executives who are now more directly involved in decisions, and a cross-functional COVID committee now scrutinizing...
How much are leading companies accelerating their sales enablement programs and what are they launching to outperform in this digital and remote selling environment? Checkout this on-demand session from our EVOLVE 2020 event with host Andrew Miehl (Chief Customer...
When HPE sells it’s Proliant server solutions, it’s easy to talk about performance and features, but not always easy to articulate the business value that customers can obtain with upgrading to the latest solutions. HPE wanted to improve the ability to not...
IBM Services wanted to help their customers understand the potential cost savings and business value benefits of moving their Oracle workloads to the Cloud. IBM leveraged their two decade relationship with Mediafly (Alinean) to build the cost-benefit model and turn...
The Evolved Selling Institute is proud to announce that founder Tom Pisello, “the ROI Guy”, has been inducted into the Sales Hall of Fame. He joins incredible sales leaders, authors and analysts, and is excited and humbled to join such an incredibly...
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