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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 with Bill Mathias, the Global Head, Sales Enablement and Revenue Operations at…

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 posed to Sales Engineer author, training and consulting expert John Care. Having trained thousands and run Sales Engineering for the likes of CA, Busine…

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 that is trust and transparency. In this interview with award-winning author of the Transparency Sale and sales performance consultant Todd Caponi,…

Growing two incredibly successful value acceleration programs, first at Splunk and now at Databricks, Doug May has the success metrics and track record that immediately grabs your attention, and makes you want to know his secret sauce for success. And this is exactly what we discussed in this impo…

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 with Jessica Lovell, VP of Customer Success for SPINS, a leading wellness-focused…

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 evolves correctly to greater success. This means being able to sell customers on participating, overcoming key objections for credibility, and instr…

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 popular and valuable Sales Evangelist podcast, is CEO / founder of Sales Evang…

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 Sales Development Consultant and Fractional Sales Leader and a ValueSelling Fra…

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 revenue intelligence solutions with Todd Abbott, the Chief Executive Off…