All Episodes

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

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

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

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

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

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

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

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

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

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

153: Best of the Year 2021

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Best of the Year, 2020!

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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