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161 EpisodesProduced by Thomas PiselloWebsite

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.

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166: Better Together: Aligning Sales and Marketing to Drive Revenue Growth w/ Jeff Davis (Author)

March 16th, 2022


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 …

162: A Journey from Zero to Sixty: Evolving Sales Enablement Capability and Maturity w/ Bill Mathias (ACI Learning)

March 4th, 2022


When taking over a new sales enablement program, what do you do first? How do you prioritize and remain not just focused but motivated through what promises to be a lot of trial and error?

This is what we discussed …

161: Better Enabling Sales Engineers for Success w/ John Care (MSN)

February 22nd, 2022


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 …

160: The Importance of Trust and Transparency in Driving Sales Success in 2022 and Beyond w/Todd Caponi (Author/Sales Performance Consultant)

February 15th, 2022


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 …

159: The Secret Sauce for Scaling Your Value Enablement Programs and Practice w/Doug May (Databricks)

February 8th, 2022


Growing two incredibly successful value acceleration programs, first at Splunk and now at Databricks, Doug May has the success metrics and track …

158: Customer Success Enablement to Assure Customer Value, Retention and Growth w/ Jess Lovell (SPINS)

February 3rd, 2022


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 …

157: Four Lessons Learned Developing and Launching a Value Enablement Program and Tools w/Rui Miranda and Fiona Leeson (Finastra)

January 26th, 2022


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 …

156: A New Year a New You? Improving your Selling and Sales Enablement in 2022 w/ Donald Kelly (Sales Evangelist)

January 19th, 2022


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 …

155: Getting All of Your Sellers to Better Articulate Your Differentiating Business Value w/ Lisa Schnare (Sales Development Consultant)

January 11th, 2022


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 …

154: Implementing Revenue Intelligence to Deliver Better Sales Forecasting and More Predictable Revenue (w/ Todd Abbott Insight Squared)

January 5th, 2022


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 …

153: Best of the Year 2021

December 28th, 2021


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 …

152: Value Enablement: A Method for Creating and Scaling a Value Selling Program w/ Scott Jeffries (Slack)

December 16th, 2021


When you have 20 years of experience in creating and scaling value selling programs, you learn a thing or two. In this interview with Scott Jeffries, …

151: Optimizing Training, Coaching and Onboarding for your Remote and Hybrid Sales Teams w/Jennifer Kling (VP of Marketing, SAP Litmos)

December 8th, 2021


Post pandemic, most sales enablement teams are leveraging learning management systems (LMS) to help remote and hybrid sales teams become better trained, competent and engaged.

To better understand the best practices …

150: My Journey Building and Evolving a Business Value Program: w/Gino Colonico (PTC)

December 2nd, 2021


When you develop a business value program, where do you best start, and what are the exact steps you can use to achieve scale and excellence?

In this …

148: More Sales, Faster: Accelerating Deals Despite a More Complex Decision Environment: w/ Peter Strohkorb (CEO/Author)

November 10th, 2021


We all get those presumptive outreach emails or in-mails. Have any of these ever worked on you? So why is our reaction to get our own marketing and sales teams to do these at scale?

In this interview we discuss these …

147: Value Enablement: The Business Value of Digital Transformation: w/ Shawn Tsetsilas (Digital Transformation lead- PTC)

October 27th, 2021


When you are selling digital transformation to manufacturing, product and engineering firms, it is essential that there be a solid business case made …

146: Defining the Building Blocks of Sales Enablement: w/Mike Kunkle (VP Sales Effectiveness Services-SPARXiQ)

October 20th, 2021


When you want to evolve and elevate an existing sales enablement program, or set up a new practice from scratch, where do you turn for a blueprint?

145: Myth Busters: The Need for a Bullet-Proof Business Case? w/ Jim Maholic (IT Value Consultant/Author)

October 14th, 2021


How perfect does your ROI business case proposal need to be? How much evidence is enough, or too much?

To answer these questions, we turn to former …

144: The Value Selling Framework: Better Discovery and Articulation of Differentiating Business Value: w/ Chad Sanderson (Value Selling Associates)

October 6th, 2021


How do you get sellers to do better value discovery, storytelling and quantification? How do you assure rollout, adoption and scale of your new value …

143: Become a Trusted Sales Sherpa for Virtual Selling Success: w/David "D Fish" Fisher (Author, Speaker)

September 29th, 2021


Why should your reps be more Sherpa and less Salesperson?

What can sellers learn from musicians to maintain their groove and up their performance?

142: Medical Devices: Improving Remote Sales Enablement and Driving Engagement Excellence w/Jason Gwilliam (Sales Enablement Leader for Abbott's Structural Heart Division)

September 22nd, 2021


How do you get sellers best enabled with new selling methodologies, messaging and skills now that they are remote?

To answer this key question we …

141: Value as a Service: Successful Value Enablement to Improve Customer Engagements and Accelerate Sales Growth w/ Jeff Collins (Coupa)

September 14th, 2021


What does the journey to leading your own value practice look like, and what does implementing value enablement across the entire customer lifecycle entail?

In this interview, we explore both the personal journey and …

140: Same Side Selling – Evolving your sales approach from Price to Value: w/Ian Altman (Author)

September 9th, 2021


How do you best convince sellers to evolve from price to value? How do you assure buyers trust in you and in the decision to be made?

These are two …

139: Value Acceleration and Transformation throughout the Customer Lifecycle w/ Christopher Li (Xactly

August 30th, 2021


When engaging with new prospects and customers, it's essential to align with business objectives, build a solution transformation journey and know …

138: The ROI Dude and the ROI Guy Talk About, What Else but ROI w/ Steven Kaplan (The ROI Dude)

August 23rd, 2021


If you are in Value Enablement and Value Selling, you are likely very passionate about the topic and practice. And if you are the ROI Dude and the ROI Guy, it's not just in the name, it's in the blood.

In this interview …

137: Engagement Intelligence: Boosting IQ for Better Customer Engagements, Sales Optimization and Performance w/ Mary Shea (Outreach)

August 16th, 2021


Your sellers have more buyers than ever involved in every purchase decision, making it tougher than ever to effectively engage and get new, deals, …

136: Leading Value Enablement with a Six Sigma and Customer Success Approach w/ Rosalie Girard (Director of Business Value Engineering at Coveo)

August 11th, 2021


When you want to have a credible, trusted value program it pays to lead with a six sigma and customer success approach, this according to our interview with Rosalie Girard, the Director of Business Value Engineering for …

135: Sales Transformation to Drive High Velocity Sales w/ Lori Richardson (LinkedIn Top Sales Influencer, Podcaster, Speaker)

August 3rd, 2021


With so much change in buying processes and digital selling, I wanted to test some theories and bounce a few ideas off a true expert, to understand what is working best and how to improve.

I turned to Lori Richardson, a …

134: Leveraging Insight Led Selling To Drive Better Sales and Success Performance: w/ Melody Astley and Dr. Stephen Timme (Finlistics)

July 29th, 2021


Connecting, engaging and convincing buyers is harder than ever before, but sharing and leveraging insights can give you a significant edge.

Knowing this, we tap THE experts, Dr. Stephen Timme and Melody Astley from …

133: Revenue Enablement: Combining Content, Workspaces, Value and Intelligence for Success w/Nancy Nardin (Smart Selling Tools)

July 21st, 2021


A remote, and even more challenging hybrid selling environment requires sales enablement to rethink how they enable sellers with the right content, …

132: Developing Answers that Generate Trust and Win More Deals: w/ Dr. Brian Glibkowski (Author)

July 19th, 2021


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 …

131: What is Value Enablement and how can it Accelerate Your Journey to Value Excellence? w/ Dan Sixsmith (Podcast Host and Top-Sales Leader)

July 14th, 2021


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 …

130: Recurring Revenue Requires a Business Development Culture- w/ Alex Moyle (Podcast Host, Author)

July 12th, 2021


With so many businesses now selling subscription services and relying on recurring revenue, it's not just marketing and sales responsible for …

129: Partner Enablement: A Partner Chimes in on What Works Best w/ Murat Guvenc ( Managing Director for Accuras )

July 8th, 2021


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 …

128: Supporting Hyper-growth and Driving Success with Sales and Value Enablement: w/ Mark Ebert (SVP of Sales-6Sense)

July 6th, 2021


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 …

127: Closing Six Figure Deals in the Age of Digital Selling- w/ Jeff Goldstein (Author of "Winning the Six Figure Sale")

June 30th, 2021


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 …

126: Sales Success: What Enablement can do to create Top Sellers - w/Scott Ingram (Author, Podcast Host)

June 28th, 2021


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 …

125: What’s Hot and What’s Not: Sales Enablement Tech Trends and Adoption: w/Dan Cilley (Vendor Neutral)

June 16th, 2021


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

124: Is there a Future for B2B Sales Reps? Absolutely! w/ Jonathan Farrington (Sandler Research/ Top Sales World)

June 14th, 2021


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 …

123: Evolving from Cold Calling to Adding Value to Every Conversation: w/ Morgan J. Ingram (LinkedIn Top Sales Voice, Author, Podcaster)

June 10th, 2021


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 …

122: Value Enablement: Building a Successful Value Management Program at Scale: w/ Vikas Mundada (Ping Identity)

June 7th, 2021


How do you get that new value enablement program not just off the ground but soaring high?

In this interview with Vikas Mundada, the Director of Business Value for Ping Identity, we explore in detail how he designed, …

121: Advice from the Sales Enablement Sherpa on Sales Transformation and Tech: w/ Bob Britton (Netsurion)

June 3rd, 2021


Where are organizations struggling the most in their sales enablement and transformation, and what is working best?

How do we get the sales enablement people, resources and budget we need to improve?

These are just a …

120: Leveraging ABM, Social Selling and Challenger for Sales Enablement Success: w Kristina Jaramillo (Personal ABM)

June 1st, 2021


It is well known that Account Based Marketing (ABM) can be leveraged for better outreach and generating closable opportunities, but less know how it can also be used to better get new accounts to revenue and existing …

119: Sales 3.0: Leveraging a Growth Mindset and Technology to get to "Yes" w/ Gerhard Gschwandtner (

May 27th, 2021


In order to transcend the "Death of the B2B Sales Rep" trend, you have to elevate your sales game with a better mindset, skillset and toolset.

To …

118: Sales, Sales Enablement and Customer Success Challenges in 2021 and Beyond: w/Christina Brady (President - Sales Assembly)

May 26th, 2021


What are the top challenges faced by sales, sales enablement and customer success leaders in 2021?

When you run one of the largest peer groups and resources for these leaders and practitioners, you learn every week …

117: Leveraging Evolved Value Storytelling and Sales Enablement to Drive Consumer Product Success w/ Thomas Meyers (Conagra)

May 18th, 2021


How do you grow Consumer Product sales despite virtual engagements and a tough business environment?

In this interview with Tom Meyers, he is a Vice President of Sales for Conagra Foodservice, we discuss recent food …

116: Closing Time: Evolving your Sales Negotiation Skills Post Crisis: w/Ron Hubsher (CEO Sales Optimization Group)

May 13th, 2021


Post crisis, buyers are taking more time, involving more decision makers, more stressed and risk averse. As a result, you may have to rethink and …

115: Product Marketing: The Importance of Articulating Business Value, ROI and TCO w/ Lance Shaw (Commvault)

May 10th, 2021


As more B2B customers are involved in every decision, engage more deeply, scrutinize the financial outcomes of every decision more thoroughly and …

114: Evolving from Pre-Sales Engineer to Value Consultant w/ Jessica Bell (Egnyte)

May 6th, 2021


As a pre-sales engineer would you ever consider becoming a value consultant?

In this interview with Jessica Bell, a Senior Value Consultant for …

113: ROI, TCO and Business Value Management: Best Practices for Success w/ Bill Liebler (Director of Value Management at NetSuite)

May 3rd, 2021


Value has evolved from simple ROI and TCO spreadsheets, to interactive ROI / TCO calculators, to now lifecycle management throughout the customer …

112: Revenue Intelligence and Virtual Selling: Optimizing Digital Customer Engagements: w/ Udi Ledergor (CMO of Gong)

April 28th, 2021


As the CMO of Gong, Udi Ledergor knows a thing or two about virtual selling and how revenue intelligence has helped to optimize performance of his and his customer's sales teams.

In this interview we press Udi on what …

111: Growing Incomes from Outcomes: W/ Paul Henderson (The "Outcomes Guy", Author and Speaker)

April 28th, 2021


What is the difference between a Product and a Success Outcome, and why should you distill everything down to the one success outcome that makes your …

110: The Engagement Gap: Top 4 Factors Influencing Buyer Purchase Decisions and How Sellers Stack Up w/Andy Springer (Rain Group)

April 21st, 2021


When I came across this research from Rain Group about the growing engagement gap between buyer and seller I was floored, and you will be too.

The …

109: Virtual Selling Success: From Pitching to Prescribing with a Problem Solving 101 Approach w/ Tim Wackel (Sales trainer, Keynote Speaker)

April 19th, 2021


When selling virtually, sellers are reporting some serious challenges, including the ability to connect, get stakeholders together, gain …

108: A Step by Step Journey to Optimize Your Value Acceleration Program w/ Scott Sendel (Palo Alto Networks)

April 15th, 2021


It can be difficult to know where to best start, and what steps to take in the journey to optimize your value consulting group and value acceleration …

107: Product Marketing Perspectives: Evolving Your Content, Value and Enablement Practices w/ Bruce Miller (Cambium Networks)

April 11th, 2021


What are some of the big challenges facing product marketing post-crisis? How do you end Death by PowerPoint presentations? What is the best way to …

106: From Value Tools to Driving Value into Everything We Do: w/ Nic Bishara (Director Sales Operations at Objective Corporation)

April 5th, 2021


Not only did this value team figure out how to most effectively propose business value improvements to it's public sector prospects, it managed to …

105: Accelerating Marketing and Sales with Value, ROI and TCO w/ Greg Bennett (Commvault)

April 1st, 2021


With buyers doing more research on their own, and requiring financial justification for every purchase consideration, value, ROI and TCO calculators …

104: From Seller to Connector - 7 Mindsets to Immediately Grow Your Influence and Impact: W/Michelle Tillis-Lederman (author-The Connector's Advantage)

April 1st, 2021


Now that selling is virtual, one of the biggest challenges sellers are having in connecting with decision makers. Buyers are inundated with too many reach outs, too much noise, and not enough time.

But sellers don't …

103: Letting Nothing get in the Way of your Sales Enablement Program: w/ Lisa Bobb-Semple (USPS)

March 24th, 2021


From all the potential criteria, how do you assure you are picking the best sales enablement platform?  How do you vet the content and develop the best experience for the sellers? How do you pilot and deploy for best …

102: A CMO's Perspective: "Reading the Zoom" and other Sales Enablement Tips: W/ Caroline Tien-Spalding (CMO@Aptology)

March 22nd, 2021


When you have tens of thousands of data points on what characteristics make sellers a success, and you are an experienced CMO as well, you figure out a thing or two about sales enablement, content, virtual selling and …

101: The Pillars that Make For a Great Value Program: w/Matt Denton (Value Management Leader)

March 17th, 2021


The need for engaging, justifying and proving value with prospects and customers has never been higher, so what should you be doing to address this …

100: Evolving to Buyer-Centric Selling for 2021 Success w/ Mike Kunkle (VP Sales Effectiveness Services)

March 15th, 2021


In his 25 years of sales transformation and performance consulting, Mike Kunkle has learned a thing or two (or three).

In this inspiring interview …

99: Video Advantage: Leverage Video Presence and Storytelling to Guide Your Buyer's Journey w/ Doug Lehman (Lehman's Terms)

March 8th, 2021


Virtual selling is here to stay, and you have to work on your presence and building trust with your prospects and customers in on-line engagements and after each meeting with the broader buying committee.

You may have …

98: Accelerating Value: Evolving Your Business Value Program From Art to Science w/Aaron Froberg (Egnyte)

March 1st, 2021


We've seen an incredible increase from buyers to be able to effectively communicate and quantify differentiating value to clients. But how do you create a value program ... step by step, one that uses more science than …

97: Maximizing Productivity and Effectiveness of your Remote Sellers w Omer Minkara (VP & Principal Analyst at Aberdeen Group)

February 22nd, 2021


This interview with Omer Minkara, author, VP & Principal Analyst at Aberdeen Group, explores the latest research, insights and advice on Remote Sellers.

In this session Omer outlines three ways to get the most …

96: Product Marketing: How to Best Articulate Your Differentiating Value - w/ Steven Siegel (Product Marketing Expert)

February 17th, 2021


When you've developed and launched go-to-market programs for tech leaders like ServiceNow, SGI, EMC, Nokia, and startups such as Clumio, you learn a thing or two (or three).

In this interview with product marketing …

95: The Need for a 21st Century Commercial Model- w Stephen Diorio (The Revenue Enablement Institute)

February 10th, 2021


There are six big trends driving sales transformation: the rise of virtual selling, a new generation of leaders and new buyers, the need for integration and measurement and the explosion of AI,

With these trends in …

94: Winning with the Right Sales Content and Engagement Experiences w/ Thomas Stubbs (PepsiCo)

February 8th, 2021


Tom Stubbs, is a Sales Transformation leader at PepsiCo where he has led CPG sales knowledge management, enablement and transformation for over 25 years.

In this interview we got his unique perspective on this dynamic …

93: Challenger Evolved: Inspiring Change AND Sense Making w/ Spencer Wixom (Challenger)

February 2nd, 2021


B2B buyers indicated just how important selling experience is in creating customer loyalty, far more than brand, delivery and price, and those sellers who create a better experience are leverage these five key traits.

92: Minding the Buyer-Seller Engagement Gap: w/ Gert Scholts ("The Best Sales Coach")

February 1st, 2021


The buyer's decision making process has become much more complex, and too many decisions are ending up at "No Decision". This is a challenge, but also represents an incredible opportunity for the seller who knows how to …

90: Scaling and Growing your Business Value Practice w/ Giuliano DaSilva (Genesys)

January 19th, 2021


When you are running a business value practice that is 12 years in the making, and has been optimized so that 5 value consultants support over 1,000 …

89: Existing Customer Focus: The Revival of Key Account Management w/ Liz Heiman (CEO and Chief Sales Strategist for sales consultancy Regarding Sales)

January 13th, 2021


Before early 2020, we saw the majority of sales and marketing teams focused on new account acquisition to fuel growth. Then the crisis hit, and many companies “circled the wagons” around existing customers, and all of a …

88: Marketing Predictions for 2021: Optimizing Digital and Remote w Matt Heinz (Heinz Marketing/Podcaster/Author/Host)

January 12th, 2021


When it comes to Marketing strategy, one of the go to researchers and consultants has some special insights and strong opinions on how to become more …

87: Top Three Practices to Achieve Software Sales Excellence in 2021 w/ Tim Brömme and Jan-Erik Jank (Sales Excellence Podcast)

January 7th, 2021


Getting pre-sales enablement right when buyers are more digital and all remote is a challenge, however, these two professionals know a thing or two (or three) about best practices, especially when it comes to …

86: Design Thinking: How to Evolve from Selling to Co-creation in a Virtual Meeting- w/ Ashley Welch (Author/Naked Sales)

January 4th, 2021


What is Design Thinking and how can you apply it to make your next virtual sales engagement collaborative and amazing?

We explored how to leverage a …

Best of the Year, 2020!

December 22nd, 2020


Well, 2020 has been a year for the memory books, that’s for certain!

We are so grateful to you, our EVOLVERS family. We have created almost 90 …

85: Leveraging Storytelling to Create a Sales Experience that Doesn’t Suck w/Melissa Madian (Chief Fabulous Officer and Sales Enablement Frontierswoman )

December 16th, 2020


Checkout a typical sales presentation or Success Story and you'll notice the solution provider is often the center of attention, but this is not what …

84: Harder to Connect and Engage? Start by Getting Your Messaging Right w/Ryan Rhoten (Careerbrand)

December 8th, 2020


In this interview with Ryan Rhoten of brand messaging consultancy Careerbrand, author of the book CareerKred: 4 Simple Steps to Build Your Personal …

83: Do Buyers Need Sales People at All? w/ Ton Verleg (DHL)

December 3rd, 2020


There is a big question looming over b2b sales into 2021. With most  buyers leveraging digital and engaging remotely, do we even need sellers at all?

This question is one we posed to the VP of Global Sales Development …

82: Strong Sales Enablement in 2021: w/ Clark Green (Xactly)

November 30th, 2020


What are the most important strategies and tools to implement for sales enablement going into 2021?

In this interview we talk to Clark Green, …

81: A new way to CMO: No Forms. No Spam. No Cold Calls w/Latane Conant (6Sense)

November 19th, 2020


A CMO who continues to rely on spam, forms and cold calls is so yesterday. Buyers demand more, and there is a better way to connect, engage and sell …

80: A Chief Customer Officer Accelerating into 2021 and Beyond w/ Yamini Rangan (Hubspot)

November 13th, 2020


Why is the Chief Customer Officer so important now to growth success, and what should your strategy focus on for 2021 sales, marketing, customer …

79: A Template for 2021: The World Class Virtual Selling Organization: w Alice Heiman (Alice Heiman, LLC)

November 12th, 2020


Virtual selling is here to stay, it is certainly not new, and there is no excuse for poor virtual engagements any longer.

This according to my …

78: Crisis Selling: Focusing on Key Account Management to Win Bigger and Better: w/Mark Davies and Javier Marcos- Cuevas (KAM Forum)

November 6th, 2020


When the crisis first hit, many companies realized that their best strategy was to circle the wagons, focusing on existing customers and key accounts.

Some of these key accounts are at risk, with many facing budget …

77: Marketers Perspective: Leveraging Content and Sales Enablement to Accelerate through the Turn w/ Shannon McNealy (Schiele Group)

October 30th, 2020


As a front-line marketer, what should you be doing now to be ready for a better 2021?

In this interview we connect with Shannon McNealy,  a rare mix …

76: Remote Selling: How to Sell Successfully from Wherever You Are w/ Jeroen Corthout (Co-Founder SalesFlare)

October 26th, 2020


Now that we are mostly remote sellers, how do you maximize your time, optimize your sales performance, all while keeping your sanity?

In this interview with CRM expert Jeroen Corthout (co-founder of SalesFlare), we …

75: Jumpstart ROI: Developing and Scaling a Business Value Program in Less Than Six Weeks w/ Michael Ketchmere (Xactly)

October 19th, 2020


The ability to communicate and quantify your unique business value to prospects and customers is essential with today's economic-focused buyer,, and getting a value program developed, launched and scaled is an …

74: Digital Selling: Leveraging Sales Enablement to Accelerate Through Crisis (Casey Clarkson and Gina Groome/Morrison Healthcare)

October 16th, 2020


Having the right sales content solution can make all the difference to transforming your sales capabilities and dealing with change. According to a …

73: Virtual Selling: Building Relationships, Differentiating and Winning Sales Remotely W/ Dave Shaby (Rain Group)

October 13th, 2020


How do you build rapport with prospects, even though you are now limited to a 13" virtual meeting screen?

How do you make sure you are not losing buyer engagement?

How do you pivot from pitching to blueprinting business …

72: Value Selling: Engaging with Customers, Value First w/ Julie Thomas (Value Selling Associates)

October 6th, 2020


Sellers are facing a tough go-forward environment. Spending freezes, lower executive clip levels, and the dreaded cross functional approval board, …

71: Selling Remotely: How to Maximize Every Customer Conversation, Even When Virtual w/ MariAnne Vanella (Vanella Group)

September 30th, 2020


Now that our customer conversations are remote and virtual, how do you engage as effectively as you did when in person?

For answers, I turned to …

70: Accelerating into 2021: Quotas, Compensation, and Enablement with Mark Donnolo (Sales Globe)

September 24th, 2020


As organizations look forward to 2021, getting sales quotas, compensation and enablement right is essential, but difficult with accelerated …

69: Good Discovery: Evolving from Qualifying Questions to a Dialogic Needs Assessment w Deb Calvert (People First)

September 21st, 2020


Doing a good job of discovery and listening are so important to buyers, yet so many sellers are struggling to get this right, especially in today's now digital and remote selling environment.

In this interview with Deb …

68: Sell More with Better Value Communication and Quantification: w/ John Bossong (The Sales Vitamin Podcast)

September 16th, 2020


Sell More with Better Value Communication and Quantification

Right from his LinkedIn profile you can tell John Bossong is different. He's a seller that clearly takes a value-first approach, has created a podcast and …

67: Sales Enablement 3.0 (The NEXT Normal) w/ Roderick Jefferson (Sales Enablement Expert)

September 9th, 2020


When you were the VP of Global Enablement for Marketo, Head of Global Sales Enablement for Oracle Marketing Cloud,  and  had key sales enablement and training leadership stints with Salesforce, 3PAR, PayPal, NetApp and …

66: Catching the Beat of the Digital Selling Drum w/ David "D Fish" Fisher (Sales Speaker, Author, and Coach)

August 31st, 2020


Now that selling is more digital and remote, how do you better connect, build trust, and win the business?

My interview with author, podcaster, keynote speaker and selling expert David Fisher has so many gems of advice, …

65: We’ve Come a Long Way Baby: Value Selling and Realization w/ Shimon Abouzaglo (Value Selling and Realization Council)

August 28th, 2020


Shimon Abouzaglo, is the founder of the Value Selling & Realization Council, an organization dedicated to the practice and practitioners of value, and has had a long career as a business value practice leader and …

64: Digital Selling: Ditch the PowerPoint Pitch and Create an Interactive Experience (w/ Dustin Zweck of Mediafly)

August 25th, 2020


Being a hunter sales leader in these times is not easy.  One way to outperform the competition?  Think about your next on-line meeting less as a …

63: Future-Proof Your Selling in Uncertain Times? w/ Steven Norman of Growth Acumen

August 20th, 2020


Where are sellers and sales leaders falling short today, and what are the new skills you need to thrive and accelerate into 2021?

In this interview …

62: Reaching and Engaging Customers in a Distanced Selling Environment w/ Colleen Francis (Engage Selling Solutions)

August 15th, 2020


Cold calling is dead, this according to Colleen Francis, a #1 LinkedIn Sales Influencer, renowned author and sales consultant. In this interview, we …

61: Hire Smarter to Sell More w/ C. Lee Smith (CEO - Sales Fuel)

August 6th, 2020


If you get your new sales hire right it can mean great things for hitting your growth targets. But get it wrong, or worse, hire a toxic troublemaker, and the costs can be over a million for each error. So, how do you …

60: Learning Through Crisis and Accelerating Beyond Uncertainty (Matt Navarro VP Sales with AmerSports)

August 3rd, 2020


Imagine you are a sales leader responsible for selling leading apparel, footwear and sports equipment brands such as Salomon, Atomic, Wilson, Precor and Louisville Slugger. Now imagine how you and your team's world was …

58: Revenue Enablement: The Next Big Thing? w/ Stephen Diorio (Revenue Enablement Institute)

July 23rd, 2020


Many of you have heard about Revenue Enablement, and might be wondering what it is all about, and why we need another type of enablement beyond just Sales Enablement?

Who better to explain than Stephen Diorio, creator …

57: The Evolution of Business Value Consulting and Selling - w/ Anurag Goel (Salesforce)

July 15th, 2020


When you've cut your teeth at, run and created value consulting and selling programs at companies like Salesforce, Adobe, Deloitte Consulting and …

56: Leveraging Business Value to Become a Trusted Advisor - w/Greg Brown (Salesforce, Peoplesoft, E.piphany and Apptus)

July 8th, 2020


What is a trusted advisor, why is becoming one to your customer so important, and how do you achieve it?

According to sales veteran Greg Brown (Salesforce, Peoplesoft, E.piphany and Apptus)  it comes down to a simple …

55: Evolving From Salesperson to a Purveyor of Hope w/ Anita Nielsen (LDK Advisory)

June 30th, 2020


In times of uncertainty, emotions are charged. This can lead to indecision, not a good thing when you are trying to move a buying committee and your champion through the buyers journey to "Yes".

So why does this happen, …

54: Selling the Business Value of Cloud w/ Craig Stanley (VMware)

June 25th, 2020


Where are customers seeking value from their Cloud investments? Have the value priorities changed post crisis? And how do companies like …

53: Sell the Way You Buy: Articulate Value to Win the Deal - w/ David Priemer (Cerebral Selling)

June 17th, 2020


What is the secret to selling? David Priemer says it's simple. Just sell the way you buy.

David is an expert in the neuroscience of selling, and he leverages his background as a research scientist along with his …

52: Capturing Growth Opportunities with Digital Selling Transformation - w/ Andrew Miehl (Mediafly)

June 10th, 2020


Focusing on existing customers is key to success for many organizations through the crisis. How do you optimize your growth sales and customer success teams to better engage with existing customers now that all meetings …

51: Your B2B Startup: Revenue Growth Despite Uncertainty? -w/ Scott Sambucci (Sales Qualia)

June 2nd, 2020


If you have a start-up or early stage company you know how hard it can be to get to "Yes" in normal times. Throw in a health crisis, economic shutdown and a bunch more uncertainty through recovery and "good luck".

Well, …

50: From Growth at All Costs to Selling Smarter Better - w/ Doug Landis (Emergence Capital)

May 27th, 2020


When the next billion dollar SaaS company for investment firm Emergence Capital needs to redo their strategy and playbook, Doug Landis is the growth …

49: Articulating Your Differentiating Value, a Requirement in a Tight Economy (w/ Bob Apollo Inflexion-Point)

May 22nd, 2020


Unless your deal is tied to support both strategic objectives and tactical priorities, unless it is tied to tangible value and business outcomes, it won't get considered much less approved. This according to sales and …

48: Up your Game: Optimizing Sales and Channel Performance (w/ Lorin Coles of AllianceSphere)

May 18th, 2020


In this interview with marketing and channel expert, Lorin Coles, we tap into his experiences developing major go-to-market strategies and campaigns …

47: The Time is Now for Digital Selling - w/ Devin Long (Heineken USA)

May 14th, 2020


If you are in Consumer Product Goods, your world has been turned upside down with stores and establishment closures, and permanently changing consumer preferences and behaviors.

As the leader for sales enablement and …

46: Proactively Reshaping your Marketing Strategy in Uncertain Times - w/ Paul Mosenson (Marketing Consultant)

May 7th, 2020


Uncertainty can create opportunities. Those that are able to use this time to self-examine and reinvent their offering, positioning, marketing and …

45: The Transparency Sale: Leading with Your Flaws and Imperfections (w/ Todd Caponi, author The Transparency Sale)

May 6th, 2020


Although most sellers try to present your organization and solutions as perfect, with a "we can solve all your challenges" approach,  research …

44: Sales Enablement Lessons Learned: Agility and Outcomes: w/ Paul Liberatore (Tricentis)

May 1st, 2020


Paul Liberatore is the Director of Sales Enablement for Tricentis, and a practitioner and consultant in the space for 30+ years. He knows a thing or …

43: The Democratization of Sales Enablement? w/ Dan Cilley (Vendor Neutral)

April 29th, 2020


How do you make the best choice when you are looking at over 600 different sales technology providers?  This is where Dan Cilley and Vendor Neutral …

42: Sales Management: Leadership Through Times of Uncertainty w/ Steve Benson (CEO of Badger Maps / Outside Sales Talk podcast)

April 23rd, 2020


As a tech entrepreneur, field sales expert and sales leader with Google, Autonomy and IBM, Steve Benson has run some amazing sales teams, and weathered a storm or two.

In this interview we discuss the keys for field …

41: Three Ways to Keep a Winning Mindset in Uncertain Times - w/ Michael Sadeghpour (author, founder of EdgeThink)

April 20th, 2020


Getting through and flourishing through uncertain times may all come down to one thing, having a winning mindset.

In this interview of author and sales performance coach Michael Sadeghpour, we discuss the key elements …

40: Sales Enablement: From Practitioner to Strategic Leader w/ Dr. Brian Lambert (Growth Matters)

April 15th, 2020


Why is it so important to move from sales enablement practitioner to strategic leader? In this interview with Dr. Brian Lambert, author, co-founder of the Sales Enablement Society, and Inside Sales Enablement podcaster, …

39: Leveraging Customer Intelligence to Drive Predictable Sales (w/ Pete McChrystal CEO / Founder Accent Technologies)

April 15th, 2020


Customer Intelligence, Machine Learning and AI are all important considerations for sales enablement practices.

In this interview with Pete …

38: Building and Launching a Business Value Assessment Tool and Program (Clayton Slagle, Value Consultant at Syncron)

April 9th, 2020


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 …

37: The Death of Sales Enablement? (w/ Scott Santucci (top SE consultant, podcaster and former Forrester)

April 6th, 2020


What is the state of Sales Enablement today?  Is it thriving as a healthy practice, or faltering post hype-cycle?

Ever the protagonist, this …

36: Visual Storytelling: Grab Attention and Inspire Buying w/ Nathan Jackson (Presentify)

April 1st, 2020


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 …

35: Better Value Selling in Four Easy Steps w/ Mike Wilkinson (The Value Selling Expert / Axia Value Solutions)

March 30th, 2020


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 …

34: Selling Human Capital Management Solutions - The Need to Articulate Value - with Tanya Carpenter (Leapgen)

March 26th, 2020


Tanya Carpenter is the Chief Revenue Officer at Leapgen, a Workforce Management Consulting Firm focused on Digital Transformation.

In this interview …

33: The End of B2B Sales as we Know It, And I Feel Fine! with Peter O'Neill (former Forrester)

March 24th, 2020


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 …

32: Articulating the Business Value of Managed Services - with Chris Holgate (Success in MPS)

March 20th, 2020


Chris Holgate is the Founder & Managing Director of Success in MPS a provider of Worldwide Managed Print Consulting and Sales Training, and a …

31: Guiding Principles to Launch and Scale your Value Selling Practice w/ Gregg Nichols (Citrix)

March 18th, 2020


Gregg recently joined Citrix as the Global Head of Value Engineering, chartered to build a worldwide team to help prospects and customers assess the …

30: Sales Enablement: You've Come a Long Way Baby! - with Craig Nelson (SAP)

March 11th, 2020


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 …

29: Sales Technology: Engaging Better, Differentiating Further & Winning More - w/ Nancy Nardin (Smart Selling Tools)

March 9th, 2020


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 …

28: Leveraging the ‘Neuroscience of Sales’ to Boost Personal Performance - w/ Tanya Kunze (SWIFT Coaching)

March 2nd, 2020


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 …

27: CRM: The Good, The Bad, The Ugly - w/ Mike Jortberg (Slalom Consulting)

February 26th, 2020


When you have over 40 years of  high-tech sales performance, CRM application consulting, alliances and business development experiences, you know …

26: Sales Performance: A Mindset for Success w/ Jason Lovelace (SPINS)

February 24th, 2020


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 …

25: TCO: Wanted. Dead or Alive w/ Bill Kirwin (ex - Gartner)

February 18th, 2020


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 …

24: Set, Go, Ready? Evolve to Modern Readiness to Change the Sales Training Game w/ Bryan Naas (Lessonly)

February 17th, 2020


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 …

23: CRM, SE, and AI, Oh My! - with Tony Kavadas (Mediafly)

February 11th, 2020


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 …

22: How Do You Get Sales Enablement Adopted? w/ Eric Spenske (Givaudan)

February 10th, 2020


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 …

21: The Compelling Business Value of Modern Sales Readiness w/ Gop Rao (Mindtickle)

February 4th, 2020


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 …

20: Ditch the Pitch – Evolving from pitching products to adding value to each conversation - with Barbara Giamanco

January 27th, 2020


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 …

19: 2020: The Year for Channel Enablement - with Jay McBain (Forrester)

January 21st, 2020


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 …

18: The Toughest & Most Important Job in Sales: Front-Line Sales Managers - with David Brock

January 13th, 2020


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 …

17: Three Sales Challenges: Value + Productivity + Forecasting - with Clive Miller

January 9th, 2020


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 …

16: Breaking Through to Busy Executive Prospects- with Stan Carpenter

December 17th, 2019


In this interview we talk to successful financial services sales leader turned entrepreneur Stan Carpenter about his experience going from tennis …

15: The Importance Of Channel Partner Enablement - with Nigel Postings

December 16th, 2019


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 …

14: Predictions You Can Use to Up- Level Your Sales Enablement In 2020 - with Mary Shea

December 9th, 2019


This important interview with Forrester analyst Mary Shea discusses the latest Sales Enablement research, revealing the latest findings on the Death …

13: Building a new Business Value Program from Scratch - with Aaron Froberg

December 9th, 2019


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. …

12: 6VA - Proving Business Value to Prospects and Customers - with Latane Conant

December 4th, 2019


Latane Conant is a CMO extraordinaire for 6Sense, a leading Account Based Marketing platform provider. In this interview, we discuss Latane's new …

11: Intelligence: Leveraging Data to Optimize Content and Sales Effectiveness - with Liz McChrystal

December 4th, 2019


In this interview with Liz McChrystal, VP of customer experience with Accent Technologies, we discuss how the first wave of Sales Enablement, a world …

10: Lessons Learned Scaling A Value Selling Program - with Zach Rickenbach

November 27th, 2019


What do ultrarunning and value consulting have in common? In this episode, we interview Zach Rickenbach, a value consultant for identify and access …

09: Expand Selling-Using ROI to Secure and Grow Subscription Revenue - with Jack Keen

November 26th, 2019


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 …

07: Overcoming Tribal Bias - with Kate Migon

November 26th, 2019


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 …

06: Create Togetherness: Aligning Sales and Marketing to Drive Revenue Growth - with Jeff Davis

November 19th, 2019


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 …

05: Myth Busters: Why Sales Enablement Doesn't Have To Be Hard - with Carson Conant

November 13th, 2019


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 …

04: Lessons Learned Scaling A Value Selling Program - With Bill Weinberg

November 11th, 2019


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 …

03: Amazing Sales Enablement Successes: Four Examples - with Matt Suggs

November 5th, 2019


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 …

02: From Pitching Products To Communicating Value - with Neil Menard

November 4th, 2019


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 …

01: The Value Gap: Articulating Value Remains the Number One Quota Challenge - with Dan Sixsmith

November 1st, 2019


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 …

Welcome, Evolvers!

October 31st, 2019


The Evolved Selling institute is an independent community of analysts, thought leaders and practitioners, assembled to collaborate on the people, …

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