Evolvers

Evolvers

anchor.fm/thomas-pisello
A podcast to help sales, content marketers and sales enablement leaders share their experiences and teach other the best path to personal and professional success.


38: Building and Launching a Business Value Assessment Tool and Program (Clayton Slagle, Value Consultant at Syncron)
Apr 9 • 25 min
What does it take to migrate your sellers from using a spreadsheet to leveraging an interactive value assessment tool? In this interview we talk with experienced value consultant Clayton Slagle about his business value selling tool and program at PTC. We…
37: The Death of Sales Enablement? (w/ Scott Santucci (top SE consultant, podcaster and former Forrester)
Apr 6 • 41 min
What is the state of Sales Enablement today? Is it thriving as a healthy practice, or faltering post hype-cycle? Ever the protagonist, this interview with Scott Santucci (former Forrester analyst, consultant and podcaster) will certainly cause debate and…
36: Visual Storytelling: Grab Attention and Inspire Buying w/ Nathan Jackson (Presentify)
Apr 1 • 38 min
Digital selling is now a requirement, and you have to grab and keep a buyers attention, made more difficult that many in person meetings are now remote and online. So how do you get your presentations to grab a buyer’s attention and inspire engagement?…
35: Better Value Selling in Four Easy Steps w/ Mike Wilkinson (The Value Selling Expert / Axia Value Solutions)
Mar 30 • 31 min
As buyers become more budget constrained, risk averse and economic focused, the ability for sellers to communicate and quantify your differentiating value is important to getting your proposal considered, and vital to getting executive approval. In this…
34: Selling Human Capital Management Solutions - The Need to Articulate Value - with Tanya Carpenter (Leapgen)
Mar 26 • 28 min
Tanya Carpenter is the Chief Revenue Officer at Leapgen, a Workforce Management Consulting Firm focused on Digital Transformation. In this interview we focus on the challenges of selling human capital management advisory and consulting services and the…
33: The End of B2B Sales as we Know It, And I Feel Fine! with Peter O’Neill (former Forrester)
Mar 24 • 35 min
The Death of the B2B Sales Rep, key research conducted five years ago under Peter O’Neill’s tenure as Vice President & Research Director for Forrester. In this session we interview Peter to learn more about these predictions, how accurate they turned out…
32: Articulating the Business Value of Managed Services - with Chris Holgate (Success in MPS)
Mar 20 • 27 min
Chris Holgate is the Founder & Managing Director of Success in MPS a provider of Worldwide Managed Print Consulting and Sales Training, and a veteran business and sales leader from Ikon / Ricoh, Sharp Electronics and Canon Europe. In this interview, we…
31: Guiding Principles to Launch and Scale your Value Selling Practice w/ Gregg Nichols (Citrix)
Mar 18 • 34 min
Gregg recently joined Citrix as the Global Head of Value Engineering, chartered to build a worldwide team to help prospects and customers assess the business value of running on Citrix technology. In this interview, we discuss his challenges launching…
30: Sales Enablement: You’ve Come a Long Way Baby! - with Craig Nelson (SAP)
Mar 11 • 34 min
Sales Enablement has quite a history. And what better person to interview on this topic than Craig Nelson. Currently, Craig is the VP of Global Training and Enablement for SAP, but his roots in Sales Enablement go way back. First as a practitioner for…
29: Sales Technology: Engaging Better, Differentiating Further & Winning More - w/ Nancy Nardin (Smart Selling Tools)
Mar 9 • 38 min
Many of you have read her articles or watched her videos about sales technology. Nancy Nardin is the founder of the valuable sales tech resource site Smart Selling Tools. In this interview we discuss the sales technology landscape, exploring the best…
28: Leveraging the ‘Neuroscience of Sales’ to Boost Personal Performance - w/ Tanya Kunze (SWIFT Coaching)
Mar 2 • 41 min
She’s a sales coach, keynote speaker, social personality and author. In this interview we speak with Tanya Kunze, CEO of SWIFT Coaching on how to optimize sales performance through self awareness, neuroscience, seller and customer profiling.…
27: CRM: The Good, The Bad, The Ugly - w/ Mike Jortberg (Slalom Consulting)
Feb 26 • 41 min
When you have over 40 years of high-tech sales performance, CRM application consulting, alliances and business development experiences, you know there’s some perspective to explore and predictions to garner. In this podcast we interview Mike Jortberg,…
26: Sales Performance: A Mindset for Success w/ Jason Lovelace (SPINS)
Feb 24 • 28 min
The best sales leaders have a performance mindset: A different way of thinking. A way to make it happen no matter what. A way to more quickly transform, scale and grow. Jason (Jay) Lovelace has such a mindset, and he knows how to instill it in the groups…
25: TCO: Wanted. Dead or Alive w/ Bill Kirwin (ex - Gartner)
Feb 18 • 39 min
Not too long ago, Total Cost of Ownership was pronounced as a dead method to analyze, compare and select amongst different solution options. So to see if this prognosis was true, I went to the source - to my friend Bill Kirwin, the originator of the IT…
24: Set, Go, Ready? Evolve to Modern Readiness to Change the Sales Training Game w/ Bryan Naas (Lessonly)
Feb 17 • 42 min
Bryan Naas is the Director of Sales Enablement for learning management system company Lessonly, and a veteran of Salesforce, where he served as Director of Product Enablement and Readiness for the Marketing Cloud. In this episode, we discuss the…
23: CRM, SE, and AI, Oh My! - with Tony Kavadas (Mediafly)
Feb 11 • 28 min
The integration of CRM and sales enablement is essential to improved sales success, according to this interview with integration partner expert Tony Kavadas, but all integrations are not created equal. There are several integration use cases that deliver…
22: How Do You Get Sales Enablement Adopted? w/ Eric Spenske (Givaudan)
Feb 10 • 33 min
As a VP of Marketing for the leading provider of natural flavors worldwide, one of Eric’s first tasks was selecting and rolling out a new sales enablement platform. In this edition, he shares his experiences, challenges and learnings, as well as what his…
21: The Compelling Business Value of Modern Sales Readiness w/ Gop Rao (Mindtickle)
Feb 4 • 42 min
Although most organizations achieve their sales revenue targets, why does individual sales performance continue to struggle, with almost half of sellers still not meeting quota goals and less than half of deals forecasted actually closing. Consistency and…
20: Ditch the Pitch – Evolving from pitching products to adding value to each conversation - with Barbara Giamanco
Jan 27 • 41 min
You started selling when you were a teen. You cut your teeth at Ingram Micro, Egghead and Aldus. You led a team responsible for $350M in revenue at Microsoft. You write the first book on Social Selling, create and run a sales transformation company, and…
19: 2020: The Year for Channel Enablement - with Jay McBain (Forrester)
Jan 21 • 40 min
Upwards of 70% of global revenue comes from third-party channels, making channels incredibly important, However, most organizations haven’t reshaped their channel programs to meet changing buyer trends and the need for proper channel sales enablement . In…
18: The Toughest & Most Important Job in Sales: Front-Line Sales Managers - with David Brock
Jan 13 • 31 min
When it comes to optimizing sales performance, the often overlooked front-line sales manager is key to achieving goals, this according to David Brock, author of the: “Sales Manager Survival Guide,” a veteran sales leader at IBM and Tektronix, and…
17: Three Sales Challenges: Value + Productivity + Forecasting - with Clive Miller
Jan 9 • 32 min
Clive Miller is the founder of sales consultancy SalesSense and a veteran sales leader for Blackboard, SGI and SUN. In this interview we discuss the changing buyer landscape and the three big challenges facing sales enablement today: Moving sellers from…
16: Breaking Through to Busy Executive Prospects- with Stan Carpenter
Dec 17, 2019 • 25 min
In this interview we talk to successful financial services sales leader turned entrepreneur Stan Carpenter about his experience going from tennis pro, to sales leader, and eventually to entrepreneur. We dig into what he learned along the way, and some of…
15: The Importance Of Channel Partner Enablement - with Nigel Postings
Dec 16, 2019 • 23 min
As the former director of WW channels for Microsoft, a leading indirect sales expert at KPMG, and a co-founder of a channel recruiting and optimization startup, there aren’t many who know more about what it takes to create and grow a successful channel…
14: Predictions You Can Use to Up- Level Your Sales Enablement In 2020 - with Mary Shea
Dec 9, 2019 • 39 min
This important interview with Forrester analyst Mary Shea discusses the latest Sales Enablement research, revealing the latest findings on the Death of the B2B Sales Rep, 2020 sales technology predictions and the roadmap to achieve superior ROI leveraging…
13: Building a new Business Value Program from Scratch - with Aaron Froberg
Dec 9, 2019 • 39 min
Starting a new Business Value program from scratch isn’t easy, but when you are able to pull one together, the business impacts can be substantial. In this interview we deconstruct what it took for Aaron Froberg to create a new Business Value program at…
12: 6VA - Proving Business Value to Prospects and Customers - with Latane Conant
Dec 4, 2019 • 24 min
Latane Conant is a CMO extraordinaire for 6Sense, a leading Account Based Marketing platform provider. In this interview, we discuss Latane’s new value program: how she leveraged value marketing tools, sales tools and even reports from the 6Sense platform…
11: Intelligence: Leveraging Data to Optimize Content and Sales Effectiveness - with Liz McChrystal
Dec 4, 2019 • 26 min
In this interview with Liz McChrystal, VP of customer experience with Accent Technologies, we discuss how the first wave of Sales Enablement, a world of content management, sales readiness and point solutions, is quickly being replaced with a second wave,…
10: Lessons Learned Scaling A Value Selling Program - with Zach Rickenbach
Nov 27, 2019 • 25 min
What do ultrarunning and value consulting have in common? In this episode, we interview Zach Rickenbach, a value consultant for identify and access management firm Okta, to learn how he and the Okta team scaled their value selling program to engage over…
09: Expand Selling-Using ROI to Secure and Grow Subscription Revenue - with Jack Keen
Nov 26, 2019 • 28 min
As more solution providers move to a subscription model, securing that next renewal and figuring out how to up and cross sell to each customer becomes as, if not more important than new logo acquisition. Often customers need tangible proof that the…
07: Overcoming Tribal Bias - with Kate Migon
Nov 26, 2019 • 23 min
Kate Migon is a successful leader, honing her sales craft since her first sales job in high school. But every once in a while, you face that challenging situation. One which tests your mettle and makes you even more passionate about wanting to do well. In…
06: Create Togetherness: Aligning Sales and Marketing to Drive Revenue Growth - with Jeff Davis
Nov 18, 2019 • 18 min
When a B2B company’s sales and marketing are misaligned, it can cost 10% of revenue or more per year. What is misalignment, how do you know you have the symptoms and how do you avoid this huge cost? In this podcast, I interview Jeff Davis, a sales and…
05: Myth Busters: Why Sales Enablement Doesn’t Have To Be Hard - with Carson Conant
Nov 13, 2019 • 33 min
This episode features Carson Conant, the CEO of sales enablement firm Mediafly, and a lively discussion where we pull the covers back on four Sales Enablement myths. Fear doesn’t need to hold you back, as we debunk each of these myths one by one.…
04: Lessons Learned Scaling A Value Selling Program - With Bill Weinberg
Nov 11, 2019 • 22 min
You have to get over a thousand sellers and partners to evolve from pitching products to selling with value, all with a three person team. This was the challenge facing Bill Weinberg at MicroFocus. Find out how he and his team took the value selling…
03: Amazing Sales Enablement Successes: Four Examples - with Matt Suggs
Nov 4, 2019 • 24 min
When you’re a sales leader for some of the best, like Oracle, Ariba, and GE, you learn a thing or two about engaging prospects and enabling sales teams. In this session with Matt Suggs, EVP of sales for sales enablement leader Mediafly, we dove into real…
02: From Pitching Products To Communicating Value - with Neil Menard
Nov 4, 2019 • 21 min
When it comes to successful sales leaders in financial services, it’s hard to beat Neil Menard’s track record. In this episode, we get to learn from one of the best, as he discusses lessons learned evolving an old school sales approach and how to build a…
01: The Value Gap: Articulating Value Remains the Number One Quota Challenge - with Dan Sixsmith
Nov 1, 2019 • 15 min
In this inaugural episode we feature Dan Sixsmith, sales leader, consultant and host of the Sales is King podcast. Dan and I discuss one of the big quota busters, the Value Gap, and how to get your sellers to better communicate and quantify your unique…
Welcome, Evolvers!
Oct 31, 2019 • 2 min
The Evolved Selling institute is an independent community of analysts, thought leaders and practitioners, assembled to collaborate on the people, process and technology improvements needed to improve sales performance, optimize content marketing and…