tag:blogger.com,1999:blog-198320772024-03-15T18:10:04.388-07:00Tom Pisello: The ROI GuyImproving B2B Sales and Marketing with Value Messaging + ToolsTom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.comBlogger747125tag:blogger.com,1999:blog-19832077.post-82501980035708821532019-12-04T09:03:00.000-08:002019-12-04T09:03:05.944-08:00New EVOLVERS Podcast: Amazing Sales Enablement Successes: Four Examples - with Matt SuggsWhen 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.<br />
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In this session with Matt Suggs, EVP of sales for sales enablement leader Mediafly, we dove into real world examples from Pepsico, Miller Coors and Coupa, to illustrate best practices across each pillar of the Evolved Selling Journey - Inspiring, influential, interactive, and intelligence.<br />
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<a href="https://anchor.fm/thomas-pisello/episodes/03-Amazing-Sales-Enablement-Successes-Four-Examples---with-Matt-Suggs-e8p4fp">https://anchor.fm/thomas-pisello/episodes/03-Amazing-Sales-Enablement-Successes-Four-Examples---with-Matt-Suggs-e8p4fp</a><br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-66647928127233528572019-12-04T09:00:00.000-08:002019-12-04T09:03:13.338-08:00Where do you find great Commercial Insights to use with prospects and customers? <a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhU5QJnRV1BbgkLnx5eU0R1YU69xIhgdf1O4obWcQu7kuTr4izia9dRW87qeSKLOgW3u0PR03ETi0m11oAYA0YCUJek6ycrDeHZpERjOF_O97dDHNXSR6YXjOXThAqg_q4F25SE/s1600/Forbes+Panel.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="970" data-original-width="960" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhU5QJnRV1BbgkLnx5eU0R1YU69xIhgdf1O4obWcQu7kuTr4izia9dRW87qeSKLOgW3u0PR03ETi0m11oAYA0YCUJek6ycrDeHZpERjOF_O97dDHNXSR6YXjOXThAqg_q4F25SE/s320/Forbes+Panel.png" width="316" /></a>Finding the commercial insights your sellers need to connect and engage with buyers isn't always easy.<br />
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See our response on how to tackle this challenge, along with 13 other experts' opinions, featured in @Forbes Expert Panel:<br />
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<a href="https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2019/11/27/need-better-business-insights-biz-dev-leaders-recommend-these-14-sources/#6b41ba8e1c8b">https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2019/11/27/need-better-business-insights-biz-dev-leaders-recommend-these-14-sources/#6b41ba8e1c8b</a><br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-65646342237406115742019-12-04T08:45:00.000-08:002019-12-04T08:45:19.696-08:00Apply Kondo to your Sales Enablement - How to Crush Content ClutterIf you watch Marie Kondo on Netflix, or read her book “The Life-Changing Magic of Tidying Up,” you know that clutter is out.<br />
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Achieving peace and harmony is all about assessing, honoring and then then letting go of the material items in your life that are getting in the way, leaving you with only those items that "spark joy", serve a purpose and propel you forward.<br />
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You can apply Kondo principals to your sales enablement journey to crush content clutter - improve "findability", increase usage and drive better sales performance.<br /><br />
Click here to learn more:<br />
<a href="https://www.mediafly.com/kondo-your-content-how-to-spark-joy-with-impactful-sales-content-that-drives-revenue/">https://www.mediafly.com/kondo-your-content-how-to-spark-joy-with-impactful-sales-content-that-drives-revenue/</a><br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-38242002069147069272019-11-27T06:08:00.001-08:002019-11-27T06:08:09.888-08:00New EVOLVERS Podcast: From Pitching Products To Communicating Value - with Neil Menard<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEioEr-gOobPxKtC71zg6Fj2KWyrE3SWewBeQfyV6nsRaoFQa-Ut3I680BmnEzak0Tj-EdYUe5-meJUdapXYvn4mDfaKXZchwieDikh4SFYatbRYUL3K0zsnWAhPsczNXRvj6T_R/s1600/Neil+Menard.jpeg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="398" data-original-width="398" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEioEr-gOobPxKtC71zg6Fj2KWyrE3SWewBeQfyV6nsRaoFQa-Ut3I680BmnEzak0Tj-EdYUe5-meJUdapXYvn4mDfaKXZchwieDikh4SFYatbRYUL3K0zsnWAhPsczNXRvj6T_R/s320/Neil+Menard.jpeg" width="320" /></a>When it comes to successful sales leaders in financial services, it's hard to beat Neil Menard's track record.<br />
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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 world class sales organization.<br />
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<a href="https://anchor.fm/thomas-pisello/episodes/02-From-Pitching-Products-To-Communicating-Value---with-Neil-Menard-e8osh8">https://anchor.fm/thomas-pisello/episodes/02-From-Pitching-Products-To-Communicating-Value---with-Neil-Menard-e8osh8</a><br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-5784145122412328282019-11-27T06:03:00.001-08:002019-11-27T06:03:10.252-08:00NEW EVOLVERS Podcast: Myth Busters: Why Sales Enablement Doesn't Have To Be Hard - with Carson Conant<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhL7S87jIZTJgtPz3k51kLJ24fYn8YMM_jXONFxaKUxvtfgAJFSxWcLr-b0EiPN_WwAJ1Ckr2z20_sUrm8HkB3PAVwu1-9CQDjTlP2cTiZyxXZZtsS6Q5SdYnCxetksCdSl3oRw/s1600/Carson+Pic.jpeg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="500" data-original-width="500" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhL7S87jIZTJgtPz3k51kLJ24fYn8YMM_jXONFxaKUxvtfgAJFSxWcLr-b0EiPN_WwAJ1Ckr2z20_sUrm8HkB3PAVwu1-9CQDjTlP2cTiZyxXZZtsS6Q5SdYnCxetksCdSl3oRw/s320/Carson+Pic.jpeg" width="320" /></a><span style="font-family: Arial; font-size: 13.3333px;">This episode of the EVOLVERS podcast series features Carson Conant, the CEO of sales enablement firm, Mediafly, with 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. </span><br />
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<span style="font-family: Arial;"><span style="font-size: 13.3333px;"><a href="https://anchor.fm/thomas-pisello/episodes/05-Myth-Busters-Why-Sales-Enablement-Doesnt-Have-To-Be-Hard---with-Carson-Conant-e8vnik">https://anchor.fm/thomas-pisello/episodes/05-Myth-Busters-Why-Sales-Enablement-Doesnt-Have-To-Be-Hard---with-Carson-Conant-e8vnik</a></span></span><br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-10826079702912920422019-11-27T05:57:00.001-08:002019-11-27T06:04:13.591-08:00IDC: Buyers Expect You to Provide a Business CaseI remember the first time I visited West Point like it was yesterday. I was still in high school, and a dear friend invited me to see her brother graduate. To make this even more special, I was lucky enough to hear the great communicator, President Ronald Reagan, deliver the commencement speech. Two things immediately strike you on a visit to the institution: first the idyllic location and beautiful grounds along the Hudson; and second, the discipline of the student soldiers who march in unison into the stands before each game.<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhJdCbBx5CYz5ZPrv77BSJxqqfMZmN3vRTf-vunf9OuhFSLhH8e4qS9UPYWEOb_jThMTf_oLVQNwxOTorveXsqOrMqBernpInnebOt4pUt8izbihfT39zx4oqv2vczkUHlAGFO7/s1600/Perry.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="325" data-original-width="291" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhJdCbBx5CYz5ZPrv77BSJxqqfMZmN3vRTf-vunf9OuhFSLhH8e4qS9UPYWEOb_jThMTf_oLVQNwxOTorveXsqOrMqBernpInnebOt4pUt8izbihfT39zx4oqv2vczkUHlAGFO7/s320/Perry.png" width="286" /></a>Randy Perry, head of IDC’s business value practice, came of age in such a disciplined environment as a West Point graduate. He brings this discipline into his research. I’ve had the pleasure of collaborating with Randy on business value for the past 20 years. His latest research on the need for business value illuminate the value gap like never before – the divide between sellers who pitch products and jump to demos, and buyers who want solution providers to focus instead on the buyer’s challenges and business outcomes from proposed solutions.<br />
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Learn more here:<br />
<a href="https://www.evolvedselling.com/buyers-expect-you-to-provide-a-business-case/">https://www.evolvedselling.com/buyers-expect-you-to-provide-a-business-case/</a><br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-27723761969538213962019-11-20T06:53:00.001-08:002019-11-20T06:53:23.510-08:00FORBES - The 4Ps of Interactive ContentIn today's buying cycle, sellers are tasked with providing valuable information on their solutions or services while addressing the concerns and needs of decision-makers. What was once a single decision-maker per company often expands to multiple decision-makers. To address today's skeptical and frugal buyers, sellers should drive personalized, value-based conversations with prospects.<br />
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This new article by Tom Pisello, the ROI Guy, explains how to advance beyond the traditional 4Ps of Marketing, to now leverage the 4Ps of Interactive Content, in order to successfully transition from static pitch to personalized value-based engagements.<br />
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<a href="https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2019/11/20/the-four-ps-of-interactive-content/#2212cb8e728b">https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2019/11/20/the-four-ps-of-interactive-content/#2212cb8e728b</a><br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-18244264985452040852019-11-20T06:05:00.001-08:002019-11-20T06:05:52.824-08:00Gartner: A Crisis of Customer Confidence<span style="background-color: white; font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif; font-size: 13px; white-space: pre-wrap;">It was 1979, and the transition to the new decade wasn’t looking good. “Stagflation” reigned, with the economy experiencing a critical combination of high inflation and low economic growth. Jimmy Carter was President, and he blamed the challenges on a “Crisis of Confidence”. </span><span style="background-color: white; font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif; font-size: 13px; white-space: pre-wrap;">The assassinations of major leaders in the 1960s, the Vietnam War, and the Watergate scandal sapped optimism, weighing on business investment and constraining consumer spending. </span><br />
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<span style="background-color: white; font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif; font-size: 13px; white-space: pre-wrap;">According to Gartner, as we transition to the new decade of the 20’s we face a similar challenge. This time it’s B2B buyers who are facing a “Crisis of Customer Confidence”.</span><br style="font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif; font-size: 13px; white-space: pre-wrap;" /><br style="font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif; font-size: 13px; white-space: pre-wrap;" /><span style="background-color: white; font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif; font-size: 13px; white-space: pre-wrap;">Read the full article here: <a href="https://www.evolvedselling.com/a-crisis-of-customer-confidence/">https://www.evolvedselling.com/a-crisis-of-customer-confidence/</a></span><br />
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<br style="font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif; font-size: 13px; white-space: pre-wrap;" /><br style="font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif; font-size: 13px; white-space: pre-wrap;" />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-27208437142457857722019-11-20T05:59:00.003-08:002019-11-20T05:59:22.526-08:00Introducing the Evolved Selling Institute - Insights + Community + Tools<span style="font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif;"><span style="background-color: white; font-size: 13px; white-space: pre-wrap;">Excited to launch the Evolved Selling Institute (ESI)- a collaborative community with podcast interviews, insight articles & assessment tools, all designed to help advance your Sales Enablement, Content Marketing and Value Selling practices and capabilities.</span></span><br />
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<span style="background-color: white; font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif; font-size: 13px; white-space: pre-wrap;">Checkout the introduction here:</span><br />
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<span style="font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif;"><span style="background-color: white; font-size: 13px; white-space: pre-wrap;">Article: <a href="https://www.evolvedselling.com/introducing-the-evolved-selling-institute/">https://www.evolvedselling.com/introducing-the-evolved-selling-institute/</a></span></span><br />
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<span style="font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif;"><span style="background-color: white; font-size: 13px; white-space: pre-wrap;">Podcast: <a href="https://anchor.fm/thomas-pisello/episodes/Welcome--Evolvers-e8fs3q">https://anchor.fm/thomas-pisello/episodes/Welcome--Evolvers-e8fs3q</a></span></span><br />
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<span style="font-family: Roboto, RobotoDraft, Helvetica, Arial, sans-serif;"><span style="background-color: white; font-size: 13px; white-space: pre-wrap;">Site and Signup for Newsletter: </span><span style="font-size: 13px; white-space: pre-wrap;"><a href="https://www.evolvedselling.com/">https://www.evolvedselling.com/</a></span></span><br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-7241148272852233612019-10-16T08:10:00.000-07:002019-10-16T08:10:46.900-07:00When You Rely on Traditional Sales Content, the Party’s Over<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiokxw0m40aVB2Tge6EqZ6NngHh90cGE-b4Fg6Z4SEs4eBLu4sogIc8hKsVcSjX7wXb-c22_NtvwE4OckWkVyl28vwZM0gO1cy2vdJqQqYetJaS6UtA_V7L7hfbNcsMjPpwNUzS/s1600/Content+Party.jpeg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="800" data-original-width="800" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiokxw0m40aVB2Tge6EqZ6NngHh90cGE-b4Fg6Z4SEs4eBLu4sogIc8hKsVcSjX7wXb-c22_NtvwE4OckWkVyl28vwZM0gO1cy2vdJqQqYetJaS6UtA_V7L7hfbNcsMjPpwNUzS/s320/Content+Party.jpeg" width="320" /></a><span style="color: rgba(0, 0, 0, 0.9); font-family: inherit; white-space: pre-wrap;">In a recent blog, we likened a sales interaction to a party. Not only do the elements of a party matter, but the quality of those elements matters even more: the food, the music, the environment, and the conversation. We described how a party that has these elements, but lacks engagement or connection, might resonate with guests – it’s impressive, it’s interesting, but it has almost nothing to do with those invited to it. </span><br />
<span class="ember-view" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: inherit;"><br /></span></span></span>
<span class="ember-view" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: inherit;">It’s an exhibition, not an engagement.</span></span></span><br />
<span class="ember-view" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: inherit;"><br /></span></span></span>
<span class="ember-view" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: inherit;">So how do you get more memorable and engaging? It's certainly about going beyond the traditional...
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<span style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: #0073b1; font-family: inherit; font-weight: 600; line-height: inherit !important; margin: 0px; padding: 0px; position: relative; text-decoration-line: none; touch-action: manipulation; vertical-align: baseline; white-space: pre-wrap;"><a class="feed-shared-text-view__hyperlink ember-view" href="https://lnkd.in/eJ3XmRg" id="ember2859" rel="noopener noreferrer" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: #0073b1; font-weight: 600; line-height: inherit !important; margin: 0px; padding: 0px; position: relative; text-decoration-line: none; touch-action: manipulation; vertical-align: baseline; white-space: pre-wrap;" target="_blank">https://lnkd.in/eJ3XmRg</a></span><span class="ember-view" id="ember2863" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-11747954432860975242019-10-14T10:47:00.000-07:002019-10-14T10:48:02.697-07:00The 3Cs of Content Scoring<div class="mentions-texteditor__content" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 18px; line-height: 1.5; padding: 0px; vertical-align: baseline;">
You've likely heard of lead scoring, but how about content scoring?</div>
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<div class="mentions-texteditor__content" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 18px; line-height: 1.5; padding: 0px; vertical-align: baseline;">
<span style="background: transparent; border: 0px; box-sizing: inherit; font-family: , , "blinkmacsystemfont" , "segoe ui" , "roboto" , "helvetica neue" , "fira sans" , "ubuntu" , "oxygen" , "oxygen sans" , "cantarell" , "droid sans" , "apple color emoji" , "segoe ui emoji" , "segoe ui symbol" , "lucida grande" , "helvetica" , "arial" , sans-serif; font-size: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">See this new article to check out the 3 C's of content scoring and learn how it could be a valuable measure and method to optimize your sales content:</span></div>
<div class="mentions-texteditor__content" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 18px; line-height: 1.5; padding: 0px; vertical-align: baseline;">
<span style="background: transparent; border: 0px; box-sizing: inherit; font-family: , , "blinkmacsystemfont" , "segoe ui" , "roboto" , "helvetica neue" , "fira sans" , "ubuntu" , "oxygen" , "oxygen sans" , "cantarell" , "droid sans" , "apple color emoji" , "segoe ui emoji" , "segoe ui symbol" , "lucida grande" , "helvetica" , "arial" , sans-serif; font-size: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><a href="https://60secondmarketer.com/blog/2019/10/10/how-content-scoring-helps-sales-leverage-ai-to-close-more-deals-faster/">https://60secondmarketer.com/blog/2019/10/10/how-content-scoring-helps-sales-leverage-ai-to-close-more-deals-faster/</a></span></div>
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@AskJamieTurner <span class="mentions-texteditor__hashtag" data-id="urn:li:hashtag:60secondmarketer" dir="ltr" style="background: transparent; border: 0px; box-sizing: inherit; font-weight: 600; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">#60secondmarketer</span> <span class="mentions-texteditor__hashtag" data-id="urn:li:hashtag:salesenablement" dir="ltr" style="background: transparent; border: 0px; box-sizing: inherit; font-weight: 600; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">#salesenablement</span> <span class="mentions-texteditor__hashtag" data-id="urn:li:hashtag:salestools" dir="ltr" style="background: transparent; border: 0px; box-sizing: inherit; font-weight: 600; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">#salestools</span> <span class="mentions-texteditor__hashtag" data-id="urn:li:hashtag:contentmarketing" dir="ltr" style="background: transparent; border: 0px; box-sizing: inherit; font-weight: 600; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">#contentmarketing</span> <span class="mentions-texteditor__hashtag" data-id="urn:li:hashtag:valueselling" dir="ltr" style="background: transparent; border: 0px; box-sizing: inherit; font-weight: 600; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">#valueselling</span> </div>
Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-52381949671081039002019-10-03T05:21:00.000-07:002019-10-04T05:38:37.500-07:00New Podcast: Why Are So Many Sales Reps Still Missing Quota?With almost 50% of sellers falling into the "miss: category, it's important to understand the why, and how to best overcome.<br />
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Checkout my interview on Sales is King podcast for all the insights and answers - <a href="https://lnkd.in/dxj4aVZ">https://lnkd.in/dxj4aVZ</a><br />
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#salesenablement #salestools #contentmanagement #valueselling #salestech #roi #b2b #contentmarketing #sales #theroiguy #valuegap #nopitch #sellingtools #evolvedselling #frugalnomics #buyerenablement<br />
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Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-61424132910587690992019-09-12T08:58:00.002-07:002019-09-12T09:01:05.234-07:00Use Value Selling to CLOSE the Book on Long, Stalled Sales Cycles<!--[if gte mso 9]><xml>
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<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 9"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
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<span style="font-size: x-small;"><span style="background-color: white; font-family: inherit; font-size: large;">It’s not about how your solutions can save the day. It’s about making your prospect the hero in overcoming their challenges. </span></span></div>
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<span style="background-color: white; font-family: inherit; font-size: large;">See why Value Selling could be the missing Sales Enablement key you need to move your prospects from "stalled" to "customer" here - Simple strategies to incorporate Value Selling for accelerated purchase decisions - <a href="http://ow.ly/G4pA50w70TD">http://ow.ly/G4pA50w70TD</a></span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1KTJQx27DinTqsJnhdb8EQ872SaSLBI-6ZUngaLU4wpG81wRGWkscP3CT7_CuO5bHh4wkAheREtUYr4xq8Jcd0RKWMFdshWyNV-aw_JLs7F7PHHZPSByHJAHwZAapBDnMMEgJ/s1600/CLOSE+Article+Sept+11+2019.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="334" data-original-width="989" height="216" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1KTJQx27DinTqsJnhdb8EQ872SaSLBI-6ZUngaLU4wpG81wRGWkscP3CT7_CuO5bHh4wkAheREtUYr4xq8Jcd0RKWMFdshWyNV-aw_JLs7F7PHHZPSByHJAHwZAapBDnMMEgJ/s640/CLOSE+Article+Sept+11+2019.png" width="640" /></a></div>
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Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-15260417767761448552019-08-30T12:00:00.001-07:002019-08-30T12:02:51.608-07:00Introducing Evolved Selling - VideoLearn more about our new book Evolved Selling: Optimizing Sales Enablement in the Age of Frugalnomics available now on Amazon in this short video-<br />
<a href="https://youtu.be/DeUYe2qqFZ8">https://youtu.be/DeUYe2qqFZ8</a><br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://youtu.be/DeUYe2qqFZ8"><img alt=" Evolved Selling Introduction Video" border="0" data-original-height="606" data-original-width="1089" height="355" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiyDRPnZTXSo-TF_U-9Ba0KAdGqdwX81LNh0bxzKT5LvrHdhWkN9EDA2Z2K3B8BAuAeq3T3CLEY0zGNUuEDfTz28ZIaWCGuImHQz4lSO4BwvuMmCilX1FE2hJafSKqalN3qf9vN/s640/Book+Vid+1.png" width="640" /></a></div>
<br />
Interested in getting a copy yourself? Click here to "look inside" and learn more >><br />
<a href="https://www.amazon.com/gp/product/1797807994">https://www.amazon.com/gp/product/1797807994</a><br />
<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-27218799699829803992019-08-27T07:14:00.000-07:002019-08-27T07:14:07.555-07:00Forbes Expert Contribution - "How can you earn the trust of an uninterested prospect?"<span class="ember-view" id="ember592" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">@Forbes asked: "How can you earn the trust of an uninterested prospect?" </span></span><br />
<span class="ember-view" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><br /></span></span>
<span class="ember-view" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">My advice: Quantify the cost of doing nothing...</span></span><br />
<span class="ember-view" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><br /></span></span>
<span class="ember-view" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: transparent; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">Read here - </span></span><a class="feed-shared-text-view__hyperlink ember-view" href="https://lnkd.in/d8AQbQ7" id="ember596" rel="noopener noreferrer" style="background: rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: #665ed0; font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; font-weight: 600; line-height: inherit !important; margin: 0px; padding: 0px; text-decoration-line: none; touch-action: manipulation; vertical-align: baseline; white-space: pre-wrap;" target="_blank">https://lnkd.in/d8AQbQ7</a><br />
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<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh18NfSgJRKUTWWMFA-FgqNc6zz_zFuo5gpyHASfFuAQ6C-1QsRMaS-hohWDY2VE0nJZ-nq97y8Mp6o_DPPLC_WO1_T2WNNtSKcBy66X8-OuOyz7hAc5brGQdam31I2TX0X6vTt/s1600/Forbes+prospects.jpeg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="315" data-original-width="600" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh18NfSgJRKUTWWMFA-FgqNc6zz_zFuo5gpyHASfFuAQ6C-1QsRMaS-hohWDY2VE0nJZ-nq97y8Mp6o_DPPLC_WO1_T2WNNtSKcBy66X8-OuOyz7hAc5brGQdam31I2TX0X6vTt/s1600/Forbes+prospects.jpeg" /></a></div>
<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-68332227787774155022019-07-01T07:54:00.003-07:002019-07-01T07:54:57.395-07:00Featured as Expert Contributor to Forbes Article: How Should A Sales Team Approach A Small Client? Advice on how one-size-fits-all doesn’t work when selling to smaller clients:<br />
<br />
<a href="https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2019/06/28/how-should-a-sales-team-approach-a-small-client-follow-these-eight-expert-rules/#6e06752b3fcc">https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2019/06/28/how-should-a-sales-team-approach-a-small-client-follow-these-eight-expert-rules/#6e06752b3fcc</a><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi_-4IYmb8BDg7GVY4DxaGZLECX84c7tg1Ka6sIzuB4p6pu6-5RURxzlVopvXtskMURBH1jWCZenKXAJlu_IO2rUrT2uplRRwrkyWyYljlUJwRyW1h8ZMr18TNmBSWSMuwwyaVY/s1600/Council_Post__How_Should_A_Sales_Team_Approach_A_Small_Client__Follow_These_Eight_Expert_Rules.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="428" data-original-width="648" height="420" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi_-4IYmb8BDg7GVY4DxaGZLECX84c7tg1Ka6sIzuB4p6pu6-5RURxzlVopvXtskMURBH1jWCZenKXAJlu_IO2rUrT2uplRRwrkyWyYljlUJwRyW1h8ZMr18TNmBSWSMuwwyaVY/s640/Council_Post__How_Should_A_Sales_Team_Approach_A_Small_Client__Follow_These_Eight_Expert_Rules.png" width="640" /></a></div>
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Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-43777906169076479512019-06-27T14:03:00.004-07:002019-06-27T14:09:49.616-07:00How to Achieve Sales Targets: The prospect conversations to ignite change (and the tools to make it happen)Today’s uber-connected buyer might seem to be holding all of the cards, but perception isn’t reality.<br />
<br />
While buyers are empowered to navigate most of the journey without a sales presence, they often get lost.<br />
<br />
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhhnhbhi2I1QnY8iwv_zjXC6MuquYipOOq0X8DLuu3VBMLXdIIJM_3DbTgb8dlft-qXlTAH7anjjtGs4AGnQUfMncEa9vpagpATzWKQkCaOfjFeuR24H9AV2ooPLQiiSNYL8G4u/s1600/Story+1.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="750" data-original-width="750" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhhnhbhi2I1QnY8iwv_zjXC6MuquYipOOq0X8DLuu3VBMLXdIIJM_3DbTgb8dlft-qXlTAH7anjjtGs4AGnQUfMncEa9vpagpATzWKQkCaOfjFeuR24H9AV2ooPLQiiSNYL8G4u/s320/Story+1.png" width="320" /></a>The complex purchasing journey brings more of everything – information about your competitors, messaging, leverage and solution options. It also brings more stakeholders – most at executive levels – and more financial scrutiny over each dollar being spent.<br />
<br />
When sellers finally get a seat at the table to meet buyers where they are, the story they tell matters. <br />
<br />
And that story must help buyers justify the economic investment in your product, service or solution.<br />
<br />
Read more here:<br />
<a href="https://www.mediafly.com/how-to-achieve-sales-targets-the-sales-story-you-should-be-telling-to-ignite-change-and-the-tools-to-make-it-happen/">https://www.mediafly.com/how-to-achieve-sales-targets-the-sales-story-you-should-be-telling-to-ignite-change-and-the-tools-to-make-it-happen/</a><br />
<br />
<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-89444270557164923682019-06-13T05:39:00.001-07:002019-06-13T05:39:37.156-07:00 Podcast: The Rumored Death of the B2B Sales Rep w/ Ian Altman of Same Side SellingIn this podcast, Ian Altman interviews me about the predicted impending death of the B2B sales rep.<br />
<br />
I share what types of attributes are necessary for B2B sales reps to survive and thrive in this day. We also explore how to add value to your clients in a proactive rather than a responsive way.<br />
<br />
Listen and Discover<br />
<br />
<ul>
<li>How 1.5 million of the 5 million B2B sales reps are predicted to be out of a job by 2020</li>
<li>Why you need two value-added archetypes within your B2B sales organization</li>
<li>The impact a Customer Success Department can have on growing revenue and customers.</li>
<li>What it means to co-create the journey with your customer during the sales process, be an expert in that journey as well as an expert in the business problem they’re trying to solve.</li>
<li>And much more…</li>
</ul>
<br />
<br />
<br />
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<span style="color: #222222; font-family: Arial; mso-fareast-font-family: "Times New Roman";"><span style="color: #1155cc;"><a href="https://www.ianaltman.com/salespodcast/the-rumored-death-of-the-b2b-sales-rep-tom-pisello/">https://www.ianaltman.com/salespodcast/the-rumored-death-of-the-b2b-sales-rep-tom-pisello/</a></span><o:p></o:p></span></div>
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</style>Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-58777179118630460982019-06-09T06:32:00.002-07:002019-06-09T06:32:46.765-07:00Forbes tips on How to Close The Deal: 10 Steps To Ensure Your Pitch Stands Out To Large ClientsIn this Forbes article, we contributed one of the ten tips, about how to Master The Art Of Storytelling.<br />
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Our advice: Sellers are all to quick to talk about themselves, their company and the product and not address the buyer. To ensure that you are differentiating your pitch from the rest, consider leveraging the CLOSE methodology: Challenge, Loss, Opportunity, Solution, Evidence.<br />
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When taking this approach, your seller conversations are used to tell a story around your unique value:<br />
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<ul>
<li>Challenge - Discuss what challenges your buyer might be facing, based on what you see at other firms in their industry, of their same size, etc.</li>
<li>Loss - Quantify the impact of sticking with legacy solutions and practices (the status quo), so they understand there is a cost of "do nothing"</li>
<li>Opportunity - Paint a vision for a better future, in contrast to the status quo</li>
<li>Solution - Propose your solution and unique features and business value </li>
<li>Evidence - Show how others similar to the prospect have achieved significant value and return on investment.</li>
</ul>
<br />
<a href="https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2019/06/07/close-the-deal-10-steps-to-ensure-your-pitch-stands-out-to-large-clients/">https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/2019/06/07/close-the-deal-10-steps-to-ensure-your-pitch-stands-out-to-large-clients/</a><br />
<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-88490849454373201572019-06-04T07:39:00.000-07:002019-06-04T07:39:03.121-07:00New Book: Evolved Selling - Optimizing Sales Enablement in the Age of FrugalnomicsIt seems counterintuitive. Buying is unarguably easier and faster now – often even without tangible currency, but simply a thumbprint. We move through our day expecting to press a button and receive what we purchased in mere moments. Yet, if everyday consumer purchases require nothing more than a functioning thumb, why is the B2B buying journey so broken?<br />
<br />
Unfortunately, 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most.<br />
<br />
The buying journey is not only slowed, but often stalled. A recent Gartner study found 94% of the respondents have participated in a buying cycle where the effort was canceled before the purchase was completed. It’s not that more deals are being lost to the competition, they’re being lost to doing nothing. We think of the current buying cycle as not only broken, but frozen.<br />
<br />
Today’s buyers are “Cold as ICE.”<br />
<br />
INFORMED: Buyers have more information than ever. They’re also more in control than ever.<br />
CAUTIOUS: Buyers are increasingly cautious and skeptical about the claims vendors are making about their products and services. They’ve been burnt before, and they want to ensure their purchases aren’t wasting resources.<br />
ECONOMIC-FOCUSED: Buyers are more frugal. They have more stakeholders scrutinizing purchases and require a new level of ROI and bottom-line impact of software investments.<br />
<br />
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjlRixkSFhBc0-rR7BMEQEY1ws1xvB0BvEPDHPwlpSppUjMbcsx1MvpHF7kwhz1VCHS8OLWHrQkrwHrGlKWGn3hcyBGgORtsvUr7B7XSMbkjF3h6VaEUcUQUiqn-gGAH2kgeW7u/s1600/IMG_0522.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="1200" data-original-width="1600" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjlRixkSFhBc0-rR7BMEQEY1ws1xvB0BvEPDHPwlpSppUjMbcsx1MvpHF7kwhz1VCHS8OLWHrQkrwHrGlKWGn3hcyBGgORtsvUr7B7XSMbkjF3h6VaEUcUQUiqn-gGAH2kgeW7u/s320/IMG_0522.jpg" width="320" /></a>To help overcome this challenge, we are excited to launch the book: “Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics” is a first-of-its-kind, step-by-step guide to assess your sales performance and evolve to fueling better customer engagements at every stage of the journey.<br />
<br />
Tom Pisello, the ROI Guy, has created this essential 250 page full color best practices guide and picture book to help you tell a more effective value storytelling and sales transformation to help you evolve your sales enablement, value selling and content marketing in the face of a de-evolved buyer’s journey.<br />
<br />
Order now from Amazon:<br />
<a href="https://www.amazon.com/Evolved-Selling-Optimizing-Enablement-Frugalnomics/dp/1797807994">https://www.amazon.com/Evolved-Selling-Optimizing-Enablement-Frugalnomics/dp/1797807994</a><br />
<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgeFm7NL0MpRa5kbARo3YDAfrO2zG9JvUWMD74S5phwaZxYIj5XbRC3bJQOONzYK76y4x3zZ3mEmjuK0qL7F0q8pEiIUzsId2TEHXM6QcIrGfwrJH1zyyYZs9-RBsomo260Sipg/s1600/IMG_0523.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="1200" data-original-width="1600" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgeFm7NL0MpRa5kbARo3YDAfrO2zG9JvUWMD74S5phwaZxYIj5XbRC3bJQOONzYK76y4x3zZ3mEmjuK0qL7F0q8pEiIUzsId2TEHXM6QcIrGfwrJH1zyyYZs9-RBsomo260Sipg/s320/IMG_0523.jpg" width="320" /></a></div>
<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-27275520018234268372019-05-16T06:16:00.000-07:002019-05-16T06:19:35.420-07:00Boost Sales Reps’ Effectiveness By Moving Sales Engagements from Pitch to PurposeIt doesn't take long to find frustrated buyers, with a serious case of marketing overload and vendor fatigue.<br />
<br />
A recent research report from Gartner indicates just how much prospects are struggling with buyer journey friction. They currently spend two-thirds of their time gathering, processing, and de-conflicting information and ultimately, trying to figure out where their business problems and your solution fit into a tornado of marketing messaging. And as a result, way too many purchase cycles are ending in "no decision".<br />
<br />
With this overload, sellers are challenged getting prospects' attention and getting buyers to purchase. But with this challenge comes an amazing opportunity for your sellers to shine: To help proactively help overloaded buyers navigate a more complex decision process, gain consensus and deliver real business value impact.<br />
<br />
Checkout the research and advice here:<br />
<a href="https://www.mediafly.com/the-value-revolution-value-based-sales-tools-for-sales-reps/?utm_source=Bambu&utm_medium=Social&utm_content=5.14.19Blog">https://www.mediafly.com/the-value-revolution-value-based-sales-tools-for-sales-reps/?utm_source=Bambu&utm_medium=Social&utm_content=5.14.19Blog</a><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhxFmSrwTObTDNHpo_AR_-BwU9MPbejleIhyphenhyphenP45nkoUQq_7fm74QmDJK6p1Kalj_da3FlRDfK021PiKKwDuUbHbXxREVt97ujdecaMIzP8c2BKMwezZeNAlPRamgiQX1Pbdm97S/s1600/Cursor_and_The_Value__R_evolution__Value-Based_Sales_Tools_for_Sales_Reps.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="599" data-original-width="1096" height="216" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhxFmSrwTObTDNHpo_AR_-BwU9MPbejleIhyphenhyphenP45nkoUQq_7fm74QmDJK6p1Kalj_da3FlRDfK021PiKKwDuUbHbXxREVt97ujdecaMIzP8c2BKMwezZeNAlPRamgiQX1Pbdm97S/s400/Cursor_and_The_Value__R_evolution__Value-Based_Sales_Tools_for_Sales_Reps.png" width="400" /></a></div>
<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-63595094340077008602019-05-14T09:42:00.000-07:002019-05-14T09:42:55.012-07:00Podcast: Return on Investment (ROI) Buying with Frugalnomics<span style="background-color: white; color: #333333; font-family: "libre franklin" , "helvetica neue" , "helvetica" , "arial" , sans-serif; font-size: 16px;">In this interview with Pat Helmers on the Sales Babble podcast, Tom Pisello reveals the latest research on just how broken b2b buying is, and how sellers have a unique opportunity to jump in and be the heroes.</span><br />
<span style="background-color: white; color: #333333; font-family: "libre franklin" , "helvetica neue" , "helvetica" , "arial" , sans-serif; font-size: 16px;"><br /></span>
<span style="background-color: white; color: #333333; font-family: "libre franklin" , "helvetica neue" , "helvetica" , "arial" , sans-serif; font-size: 16px;">Checkout the podcast here:</span><br />
<a href="https://www.salesbabble.com/roi-return-on-investment-buying-with-frugalnomics-with-tom-pisello-265/?">https://www.salesbabble.com/roi-return-on-investment-buying-with-frugalnomics-with-tom-pisello-265/?</a><br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-78107477272594213432019-05-14T09:36:00.000-07:002019-05-14T09:36:18.174-07:00Martech Advisors: Three Reasons Why B2B Buyers Are “Cold as ICE”With the purchasing power moving from seller to buyer, buyers are becoming "Cold as Ice" meaning they are more in-control, cautious and economically-focused. So, what does this mean for B2B sellers?<br />
<br />
Checkout the advice from the ROI Guy, Tom Pisello, in this Martech Advisor article:<br />
<a href="https://www.martechadvisor.com/articles/sales-enablement/three-reasons-why-b2b-buyers-are-cold-as-ice/?platform=hootsuite">https://www.martechadvisor.com/articles/sales-enablement/three-reasons-why-b2b-buyers-are-cold-as-ice</a><br />
<br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhPF6-CCwnMfzPI8EKwKvWLbkHgUXyyIOMrPgZglR1BEcaD7CFfXNaTa9gpCiJGuuqnPJNnZQTb7pnOOeZoR-aOnA5qAVRy3gcu_po9lqMOTydZd-xOvIr1lUNH1p0kgWM0mzRC/s1600/Cursor_and_Three_Reasons_Why_B2B_Buyers_Are_%25E2%2580%259CCold_as_ICE%25E2%2580%259D___MarTech_Advisor.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="508" data-original-width="834" height="388" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhPF6-CCwnMfzPI8EKwKvWLbkHgUXyyIOMrPgZglR1BEcaD7CFfXNaTa9gpCiJGuuqnPJNnZQTb7pnOOeZoR-aOnA5qAVRy3gcu_po9lqMOTydZd-xOvIr1lUNH1p0kgWM0mzRC/s640/Cursor_and_Three_Reasons_Why_B2B_Buyers_Are_%25E2%2580%259CCold_as_ICE%25E2%2580%259D___MarTech_Advisor.png" width="640" /></a></div>
<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-6718108577471284012019-04-25T08:15:00.000-07:002019-04-25T08:15:42.250-07:00Podcast: Cold Buyers? How you can Break the ICE to get Frozen Decisions Moving Again<span class="ember-view" id="ember20536" style="background: 0px 0px rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: 0px 0px; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">Today's buyer is as "Cold as ICE". So how do you break through and get frozen buyers and decision cycles moving from "do nothing" to purchase?
Checkout this new podcast and our 4-part sales enablement / content marketing framework to thaw even the most frigid buyer and stalled sales cycle.
</span></span><a class="feed-shared-text-view__hyperlink ember-view" href="https://lnkd.in/e_qkVrd" id="ember20540" rel="noopener noreferrer" style="background: 0px 0px rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: #665ed0; font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; font-weight: 600; line-height: inherit !important; margin: 0px; padding: 0px; text-decoration-line: none; touch-action: manipulation; vertical-align: baseline; white-space: pre-wrap;" target="_blank">https://lnkd.in/e_qkVrd</a><span class="ember-view" id="ember20544" style="background: 0px 0px rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span style="background: 0px 0px; border: 0px; box-sizing: inherit; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhfUDVQ-XjZeglMwVaUMZgyZPgTOqmnn3IOuIGkvDY9WrGeWx1BX38e8IoCXnNNV8kqCUZyzMq5JTI0A8WUzq8ETTN3BOTHhUWk7KSFaQrX1u6y7eJLLytZZhzNCL0qyUVyWhvv/s1600/4-Part_Framework_to_Enable_Selling_to_Cold_B2B_Buyers_-_Sweet_Fish_Media___A_Podcast_Agency_for_B2B_Brands.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="379" data-original-width="691" height="218" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhfUDVQ-XjZeglMwVaUMZgyZPgTOqmnn3IOuIGkvDY9WrGeWx1BX38e8IoCXnNNV8kqCUZyzMq5JTI0A8WUzq8ETTN3BOTHhUWk7KSFaQrX1u6y7eJLLytZZhzNCL0qyUVyWhvv/s400/4-Part_Framework_to_Enable_Selling_to_Cold_B2B_Buyers_-_Sweet_Fish_Media___A_Podcast_Agency_for_B2B_Brands.png" width="400" /></a></div>
<span class="ember-view" style="background: 0px 0px rgb(255, 255, 255); border: 0px; box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, system-ui, "Segoe UI", Roboto, "Helvetica Neue", "Fira Sans", Ubuntu, Oxygen, "Oxygen Sans", Cantarell, "Droid Sans", "Apple Color Emoji", "Segoe UI Emoji", "Segoe UI Emoji", "Segoe UI Symbol", "Lucida Grande", Helvetica, Arial, sans-serif; font-size: 14px; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline; white-space: pre-wrap;"><span class="hashtag-a11y ember-view" dir="ltr" style="background: 0px 0px; border: 0px; box-sizing: inherit; color: #665ed0; font-weight: 600; line-height: inherit !important; margin: 0px; outline: 0px; padding: 0px; text-decoration-line: none; touch-action: manipulation; vertical-align: baseline;"><br /></span></span>Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0tag:blogger.com,1999:blog-19832077.post-23269977532741908912019-04-25T07:54:00.001-07:002019-04-25T07:54:47.623-07:00On-Demand Webinar: Leveraging Storytelling to Improve Your Customer Conversations and Selling SuccessOne of the best ways to reshape your customer presentations for success is to leverage Storytelling.<br />
Why does this work, and what does good storytelling entail?<br />
<br />
Learn more from this new on-demand webinar:<br />
<br />
<a href="https://www.mediafly.com/webinar/how-sellers-harness-the-power-of-storytelling-to-get-buyers-to-say-yes/">https://www.mediafly.com/webinar/how-sellers-harness-the-power-of-storytelling-to-get-buyers-to-say-yes/</a><br />
<br />
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<br />Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.com0