Podcasts about buyer enablement

Why has earning a conversation become the hardest part of staffing sales? In this featured session from the FDE+ Q1 Virtual Conference, Kortney Harmon sits down with Brad Bialy to unpack why today's buyers are more skeptical, distracted, and informed—and what that means for relationship-driven revenue.Brad challenges outdated sales playbooks and introduces a system-first approach to winning attention. He breaks down the reality of the 72-touchpoint journey, along with the role of trust, consistency, and buyer psychology. The result is a clear path for how top firms are aligning sales and marketing to earn—not chase—conversations and build meaningful engagement in today's skeptical market.Key Takeaways • Build systems, not just sales goals • Use marketing to support and scale outreach • Reduce risk to overcome buyer skepticism • Create clarity to stand out in a crowded market________________Follow Brad Bialy on LinkedIn: LinkedIn | BradSubscribe to the secrets of success hereFollow Crelate on LinkedIn: CrelateWant to learn more about Crelate? Book a demo hereSubscribe to our newsletter: The Full Desk Experience

W 198 odcinku podcastu Business Marketer opowiadam, co robić w marketingu B2B, gdy sprzedajesz skomplikowane rozwiązania do dużych firm z rozbudowanym komitetem zakupowym, a nie proste produkty dla małych organizacji. Pokazuję, że komitety bywają znacznie większe niż średnia (nawet 20+ osób) i omawiam trzy typy decydentów: bezpośrednich, pośrednich (dla których kluczowe są spokój i niskie ryzyko) oraz zewnętrznych (doradcy, inni dostawcy, partnerzy wdrożeniowi), podkreślając wagę account mappingu. Wyjaśniam, jak zmienia się rola handlowca: zamiast podejścia self‑service i lejków potrzebne jest budowanie konsensusu i obsługa obiekcji, a marketing ma wspierać proces zakupu (buyer enablement) treściami, narzędziami, kalkulatorami i mikroaplikacjami. Tłumaczę też, dlaczego relacje osobiste są często przeceniane, a realnie liczą się account penetration, zaangażowanie posprzedażowe i preferencja dla marki jako „bezpiecznego wyboru”. Na koniec rekomenduję analizę procesu decyzyjnego weryfikację propozycji wartości, procesowe działania posprzedażowe i sensowniejsze wskaźniki niż same leady.Linki do powiązanych odcinków:Account Based Marketing - co to jest i komu przyniesie najwięcej korzyści. Gość - Mateusz KołodziejskiJak stosować metodę kluczowych interakcji aby pozyskać wartościowych klientów B2BBuyer Persona - co to jest oraz jak ją wykorzystać w sprzedaży i marketingu B2B Zobacz moje szkolenia i webinaryPartnerem dzisiejszej audycji jest Instytut Monitorowania Mediów, dostawca innowacyjnego panelu badawczego IMMrank do analizy medialności marek w Polsce, mierzące także wartość ich ekspozycji w formule benchmarku. IMM Rank to:Ogromna skala: Codzienny monitoring ponad 1800 tytułów prasowych, 350 stacji radiowych i TV, 420 tys. portali, forów i blogów oraz ponad 16 mln publicznych profili w mediach społecznościowych.Analiza 360°: Narzędzie bada widoczność marki zarówno w przestrzeni informacyjnej, jak i reklamowej. Badanie medialnej siły marek obejmuje nie tylko treść przekazów ale także obraz, video i audio, w tym foniczną warstwę ponad 300 najbardziej popularnych w Polsce podcastów.Precyzja: Wszystkie dane są kodowane według autorskiego modelu analitycznego IDEAS.Wynik: Dowiesz się, jaka jest realna wartość ekspozycji Twojej marki i jak wypadasz na tle konkurencji.Zobacz jak rośnie Twoja marka na stronie: https://immrank.com/ Możesz też  bezpłatnie zgłosić markę do badania.Masz pomysł na odcinek podcastu? Napisz do mnie: lukasz.kosuniak@businessmarketer.pl

W 196 odcinku podcastu Business Marketer dowiesz się, czy rozliczanie marketingu B2B z generowania leadów ma sens. Przechodzimy przez plusy i minusy rozliczania marketingu z generowania leadów i omawiamy następujące problemy:Dark Funnel - 70% researchu B2B odbywa się anonimowoWpły AI - 89% klientów używa AI w researchu i nie mamy dostępu do danych w tym procesieReguła 95/5 i jej wpływ na decyzje o alokacji środków i działań marketingowychCzy lead marketingowy jako kontakt indywidualny pomaga w pracy z komitetem zakupowymCzym różni się lead marketingowy od kontaktu marketingowegoCo to jest Buyer Enablement i jak skupienie się na leadach utrudnia wsparcie klienta w procesie decyzyjnymDlaczego atrybucja last click jest tak popularna, mimo, że nie ma sensuPodpowiadam też w jakich warunkach rozliczanie marketingu B2B z leadów ma sens a kiedy przynosi więcej szkody niż pożytku.Na końcu dowiesz się też, jak moim zdaniem warto rozliczać marketing B2B. Zobacz moje szkolenia i webinary Partnerem dzisiejszej audycji jest Instytut Monitorowania Mediów, dostawca innowacyjnego panelu badawczego IMMrank do analizy medialności marek w Polsce, mierzące także wartość ich ekspozycji w formule benchmarku. IMM Rank to: Ogromna skala: Codzienny monitoring ponad 1800 tytułów prasowych, 350 stacji radiowych i TV, 420 tys. portali, forów i blogów oraz ponad 16 mln publicznych profili w mediach społecznościowych. Analiza 360°: Narzędzie bada widoczność marki zarówno w przestrzeni informacyjnej, jak i reklamowej. Badanie medialnej siły marek obejmuje nie tylko treść przekazów ale także obraz, video i audio, w tym foniczną warstwę ponad 300 najbardziej popularnych w Polsce podcastów. Precyzja: Wszystkie dane są kodowane według autorskiego modelu analitycznego IDEAS. Wynik: Dowiesz się, jaka jest realna wartość ekspozycji Twojej marki i jak wypadasz na tle konkurencji. Zobacz jak rośnie Twoja marka na stronie: https://immrank.com/ Możesz też bezpłatnie zgłosić markę do badania. Masz pomysł na odcinek podcastu? Napisz do mnie: lukasz.kosuniak@businessmarketer.pl

This week on Make It Happen Mondays, John sits down with Rory Sadler, Co-founder and CEO of trumpet, the leading digital sales room platform helping companies like Gong, HubSpot, and Personio increase sales velocity by transforming the buying experience.Before founding trumpet, Rory spent years on the front lines of SaaS sales—first as an individual contributor, then leading global teams at Hotjar. Along the way, he saw firsthand just how painful and chaotic buying software had become—and made it his mission to fix it.In this episode, Rory shares the aha moment that led to building trumpet, his early entrepreneurial grit (selling sweets and DJing as a teen), and why entrepreneurship is way different than just working at a startup. We also dive into:Why buyer enablement is the new sales enablementHow mutual action plans build real trust and alignmentWhat sellers are still getting wrong about personalizationThe massive opportunity in simplifying complex buying decisionsIf you're in sales, RevOps, or just care about delivering a smoother, faster, and more human buying experience, this episode will hit home.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Rory on LinkedIn: https://www.linkedin.com/in/rory-sadler-trumpet/ Connect with Trumpet on LinkedIn: https://www.linkedin.com/company/sendtrumpet/Check out Rory's Website: https://www.sendtrumpet.com/

In dieser Podcast-Episode tauchen wir tief in die Kunst der effektiven Deal-Analyse aus der Perspektive eines Sales Engineers ein und wie vermeintlich einfache Pitch-Decks oft mehr Schaden als Nutzen anrichten können. Statt mit überladenen und anbieterzentrierten Folien Kunden zu überfluten, teilen Tim und Jan wertvolle Einsichten darüber, wie man stattdessen auf die eigentlichen Bedürfnisse des Kunden eingehen und echte Lösungen bieten kann. Diese Episode ist ein Muss für alle im B2B-Softwarevertrieb, die ihre PreSales-Strategien optimieren und Win-Rates steigern wollen. ----------

Fri, 16 May 2025 04:00:00 +0000 https://sales-excellence.podigee.io/218-crm-ist-tot-nur-keiner-sagts-laut 4cf9aa3314d134d2c9f17d1b4dd5b23a Vertriebsteams stehen unter Druck: weniger Budget, weniger Leute, höhere Ziele. Dennis Teichmann erklärt, wie Sales mit datenbasierten Entscheidungen besser priorisiert werden und warum Buyer Enablement kein Trend, sondern Notwendigkeit ist. Dennis Teichmann (CEO von Bont.ai) zeigt, wie man Prozesse intelligent unterstützt, Touchpoints gezielter steuert und endlich aufhört, alle Leads gleich zu behandeln. Kein Buzzword-Bingo, sondern messbare Ergebnisse durch kluge Automatisierung. Dennis bei LinkedIn - https://www.linkedin.com/in/dennisteichmann/

Jens Erasmus hat Software im Wert von Millionen mitverhandelt und hat gesehen, woran Deals scheitern, bevor sie überhaupt eine Chance haben. Er teilt, warum viele Anbieter schon beim ersten Gespräch scheitern und was ihn als Entscheider wirklich weiterbringt, intern den Kauf verteidigen zu können. Es geht um Buyer Enablement aus der Praxis, um Vertrauen statt Feature-Templates und darum, wie du dich als Softwareanbieter von Anfang an richtig positionierst. Wer besser verstehen will, wie Entscheider denken und was sie wirklich brauchen, wird hier viel mitnehmen. Jens bei LinkedIn - https://www.linkedin.com/in/jenserasmus/ ----------

Er war im Silicon Valley, hat mit CPOs von Apple, Google und Uber gesprochen und ist mit einer klaren Mission zurückgekommen: Einkauf neu zu denken. Stephan de Bourdey war zehn Jahre Head of Procurement und heute berät er als selbstständiger „Procurement Punk“ Unternehmen. Im Interview erklärt er, warum der Preis nicht wirklich relevant ist, was Softwareanbieter oft übersehen und wie echtes Buyer Enablement funktioniert. Du erfährst, was beim Einkauf wirklich Eindruck macht, smarte Ausschreibungen und warum Differenzierung mehr mit Haltung zu tun hat als mit Features. https://www.linkedin.com/in/stephanbourdeille/ ----------

Most B2B teams still obsess over MQLs, discovery calls, and proposal stages—yet 90% of B2B buying happens during internal meetings, not sales calls.In this episode of Full-Funnel Live, Vlad and Andrei unpack

In this pre-recorded session, Yagna Velu dives into how Infinx leverages AI and automation to streamline prior authorization workflows. Learn about the role of system, user-defined, and audit work queues in enhancing efficiency and reducing manual intervention for processing cases. This is just the first part of his Buyer Enablement session.  We can get another episode of that session in the coming weeks. Brought to you by www.infinx.com

GTM & RevOps nel 2025.E' tutto un tema di AI o le aziende stanno vendendo ancora come nel 2015?Ultima puntata dell'anno e della stagione 3.Con gli insights dal Congresso Osservatori Omnichannel 2024 del Politecnico di Giovedi 28/11Cosa è il buyer enablement?Perché il GTM è radicalmente diverso e passa per la capacità di risolvere l'indigestione di informazione del tuo buyerLe aziende stanno vendendo ancora come se fosse il 2015Non stupisce che il report degli Osservatori identifica che le attività meno diffuse siano proprio quelle fondamentali al GTM ed alle Revenue Operations.Link al video Youtube con le slides: https://youtu.be/Qa0fzNw8ZhgLink all'edizione speciale su Linkedin: https://www.linkedin.com/pulse/special-edition-insights-sui-risultati-omnichannel-2024-fogliadini-l0fkf/?trackingId=CO4wFyM1HUnzBlXhjODI3g%3D%3DFallo girare!Grazie per avermi seguito quest'anno.Stay tuned!Come bonus per la chiusura di questa stagione, pubblico 2 speciali esclusivi sull'AI dal Politecnico di Milano. DA NON PERDERECi vediamo a Gennaio con la nuova stagione.Più pratica. Più internazionale. Più future-proof.Vuoi capirne di più su GTM, RevOps & Buyer enablement?

Welcome to the Pre-Sales Podcast! Today we have a fantastic guest joining us—Todd Janzen. Todd brings a wealth of experience from his impressive career in pre-sales, including his time at Salesforce and now as SVP of Customer Success and Buyer Enablement, Consensus In our conversation, we dive into the presales craft, influence in GTM, and more. One of the standout points was Todd's focus on the statistic that 83% of B2B buyers engage in self-discovery before ever speaking to a sales representative. We also explore Todd's unique journey into pre-sales, starting from his early days in consulting to becoming a solution engineer at Salesforce. He shared insights on how he developed innovative approaches to enhance demo environments and improve the overall buyer experience, emphasizing the need for solution engineers to unlock their full potential throughout the customer journey. So, grab a seat and get ready, I hope you enjoy it as much as I did.

Nach einer kurzen Pause sind wir mit neuer Energie und einem spannenden Interviewgast zurück. Marc Grewenig, Mitgründer von emlen.io, gibt spannende Einblicke, warum Vertriebsorganisationen mehr aus der Perspektive der Käufer denken sollten, um reibungslosere Kaufprozesse und fundierte Entscheidungen zu ermöglichen. In unserem Gespräch ging es darum, wie ein digitaler Verkaufsraum den B2B-Vertrieb revolutionieren kann, indem er den Kunden einen klaren, auf ihre Bedürfnisse zugeschnittenen Weg bietet. Wenn du erfahren möchtest, wie sich der B2B-Vertrieb durch Buyer Enablement grundlegend verändert, dann hör unbedingt rein! Marc bei LinkedIn: https://www.linkedin.com/in/marc-grewenig-340346102/ Mehr zum Unternehmen: https://www.emlen.io/ ----------

WhatsApp non è più solo messaging, è una data pipeline che abilita la transizione AI della tua azienda!Ecco la registrazione della preview online del secondo batch della WhatsApp Business School. Video Youtube con slides: https://youtu.be/mV2eit9brJMVuoi avere accesso gratis al playbook The 90-day WhatsApp strategy?Iscriviti qui: https://www.lifedata.ai/whatsapp-business-schoolPotrai scoprire:- Perché WhatsApp non funziona come marketing automation- Perché la maggior parte delle aziende sbagliano considerando strategia il canale- Come WhatsApp in versione enterprise è il modo per re ingegnerizzare i processi della tua azienda intorno al cliente e perché WhatsApp diventa l'abilitatore all'AI per la tua aziendaVuoi capirne di più su GTM, RevOps & Buyer enablement?

Today on the show we have Jason Oakley, the founder of Productive PMM and former Director of Product Marketing at Klue and Chili Piper.In this episode, Jason shares his experience in building product marketing from the ground up, focusing on the critical areas of positioning, messaging, and buyer enablement.We discussed how these elements play a crucial role in driving customer success and improving retention, along with practical strategies for implementation.We wrapped up by discussing the role of product marketing in working with sales, customer success, and product teams to ensure a seamless customer experience from onboarding to retention.‍Mentioned ResourcesProductive PMMUserEvidenceChili PiperChurn FM is brought to you by Vitally, the all-in-one Customer Success Platform and Chargebee, SaaS for effective revenue growth management.

Timestamps00:20 Guest Introduction: Anna Borbotko06:17 TomTom's Evolution and Market Strategy10:25 Challenges and Strategies in Enterprise Product Marketing12:48 Cold Outreach Pilot Program16:27 Enterprise vs. Startup Dynamics18:30 The Evolution of Software Buying19:13 Challenges in the Automotive Industry19:32 Simplifying the Buying Process20:47 Sales and Buyer Enablement23:25 Marketing's Role in Buyer Enablement26:15 The Importance of Effective Collateral29:44 The Torture Chamber33:17 Anna's Initiatives and Final Thoughts Show Notes:Anna's LinkedIn    

Welcome to the Presales Podcast. I'm Chris Mabry, your host and PreSales Collective general manager. Today, I spoke with Akash Bensall, founder and COO of Storylane. The title for today's episode is Founder Stories Buyer Enablement with Demo Automation We dive into Akash's journey from his move to America, his experience as a solution engineer, and the adventure of entrepreneurship. We talk about product-led growth, the new mantra of buyer enablement, how buyers are changing, and how companies need to adapt to this trend. Akasha's story and his journey is incredible. One of my biggest takeaways is how we can show up every day to do consistent work, even boring work, with compassion for ourselves and everyone around us and have a little fun while we're doing it. You can find Akash here on LinkedIn. And, of course, on the Storylane website. Thank you so much for tuning in. I hope you enjoy it as much as I did.  

Buyer's are tired, frustrated and want to make a purchase decision, but they need help making sense of all the information and processes internally and externally.Guiding them, being a sherpa, helping them confidently make a decision is our role. Being empathetic to their situation of overwhelm and validating their feelings goes a long way.Connect with them to build trust, show your true desire to help over your desire to pitch and close the deal.Tune in where world renowned researcher, co-author of The Challenger Sale and The Challenger Customer and now Global Head of Research at Ecosystems Brent Adamson shares his knowledge and experience. He dives in  to what we should be doing as sales professionals to create a memorable experience for our buyers and the various dimensions to understand to align our solutionBrent's bio:"Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. Known as having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry-changing The Challenger Sale and The Challenger Customer. He is also a frequent contributor to the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.” Passionate about “productive disruption,” Brent served as the “chief storyteller” for CEB, now Gartner's, sales, marketing, and customer service practices, from 2003 to 2022, where he introduced industry-leading concepts such as Buyer Enablement, Sense-Making, and Customer Decision Confidence." (https://ecosystems.io/leadership/)Brent Adamson Shownotes00:49 Introducing Brent Adamson04:35 Welcome Brent!05:29 The Big picture: Buyer's Journey08:03 Navigating Systems10:10 "Socratic Guidance"11:48 Co-Creation, Intent, and Buy-In13:16 "As Diversity Increases, So Does Dysfunction"13:56 Brent's Breakdown15:11 Acknowledging Problems and Prioritizing Needs18:40 Adding Complexity and 5 Dimensons24:02 Leading with Understanding: Where are Buyers At?26:00 Empathy30:40 Guiding the Buyer 33:01 Expedient36:15 Reciprocity39:02 Leading with Ourselves: Acceptance and Insecurity42:36 Connecting to Your Purpose & Aligning Incentives46:30 Disarming and "Others-focused"47:22 Setting Yourself Apart: Show Up As A Human Being50:15 The Human Element: Showing Up with Your True Authentic Self52:45 Get In Touch with BrentGet In Touch with Brent AdamsonBrent's LinkedIn: https://www.linkedin.com/in/brentadamson/ Ecosystems.io:https://ecosystems.io/Email Brent: badamson@ecosystems.ioFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

In dieser Folge von „Lasst die Kunden kommen“ unterhalte ich mich mit Stefan Janssen von Seismic über Sales Enablement und die Rolle, die künstliche Intelligenz bei der Zusammenarbeit zwischen Marketing und Vertrieb spielt. Es geht darum, dem Vertrieb all die Tools und Ressourcen an die Hand zu geben, die er braucht, um in Zeiten erstklassig informierter Kunden mit hohen Ansprüchen an die Unternehmenskommunikation bestehen zu können. Ein sehr interessantes Gespräch, das mir viel Spaß gemacht hat.Fragen, die wir behandeln:Was bedeutet Sales Enablement? Wie befähige ich meinen Vertrieb nachhaltig?Wie unterscheiden sich Sales Enablement und Customer Relationship Management?Wie hilft Sales Enablement dabei, ein besseres Kauferlebnis für den Kunden zu generieren?Wieso ist Personalisierung aus dem modernen Vertrieb nicht mehr wegzudenken? Und wie hängt Sales Enablement damit zusammen?Welche Rolle spielt künstliche Intelligenz im Vertrieb und insbesondere im Sales Enablement?Wie bekomme ich es hin, dass die Vorschläge der KI nachvollziehbar sind? Wie erfahre ich, worauf die KI ihre Analysen basiert?Für welche Unternehmen und Branchen lohnen sich Sales-Enablement-Plattformen?Wie hängen Sales Enablement und Buyer Enablement zusammen?

Summary Mark Green is host of the popular "Two PreSales in a Pod" podcast, he's the Master of Ceremonies at the Demofest Events and Director of Pre-Sales and Buyer Enablement at Consensus. In this episode we talk through story arcs and how they help you influence stakeholders. Key Takeaways Storytelling is a powerful tool for engaging and influencing people. A story needs credibility (ethos), logic (data), and emotion (pathos). Story arcs, such as the Cinderella arc, can be used to structure narratives and create tension and resolution. Crafting stories for different audiences and stages of the buying journey is essential. Storytelling can be applied to demo automation to create engaging and impactful presentations. Showlinks Elevated You Home - www.elevatedyou.live/twhs Ben Linked In - https://www.linkedin.com/in/benpthoughts/ Mark Home Page - https://www.mark.technology/ Mark Linked In - https://www.linkedin.com/in/marktechnology/

Episode #31 of "Can I get that software in blue?", a podcast by and for people engaged in technology sales. If you are in the technology presales, solution architecture, sales, support or professional services career paths then this show is for you! Mark Green is the Director of Presales and Buyer Enablement at Consensus, a SaaS platform for automating the execution of presales demos and playbooks. He's also the co-host of two of his own podcasts, "Two presales in a pod" and "Burning Presales". Mark shares a ton of insights into how he thinks about the sales process, not just in terms of showcasing your product or offering correctly but also on coaching your coaching the champion at your prospective customer on how to sell your product and navigate the procurement process inside their own company. In sales we deal with procurement people all the time but potential buyers of software inside a company do not, and this is a very critical and often overlooked part of the sales process! Our website: https://softwareinblue.com Twitter: https://twitter.com/softwareinblue LinkedIn: https://www.linkedin.com/showcase/softwareinblue Make sure to subscribe or follow us to get notified about our upcoming episodes: Youtube: https://www.youtube.com/channel/UC8qfPUKO_rPmtvuB4nV87rg Apple Podcasts: https://podcasts.apple.com/us/podcast/can-i-get-that-software-in-blue/id1561899125 Spotify: https://open.spotify.com/show/25r9ckggqIv6rGU8ca0WP2 Links mentioned in the episode: Selling is Hard, Buying is Harder: https://www.amazon.com/Selling-Hard-Buying-Harder-Enablement/dp/1632992949 Two presales in a pod Podcast: https://www.linkedin.com/company/2-presales-in-a-pod/ Burning Presales Podcast: https://podcasters.spotify.com/pod/show/burning-presales

Discover the secret sauce to crafting a buyer enablement environment thatleaves sales professionals in a bind. With outdated content overwhelmingbuyers, find out how to provide the most relevant information at the righttime, leaving sellers questioning their approach and eager for the nextepisode. In this episode, you will be able to:- Boost sales success with effective buyer enablement strategies: Learnhow to empower your buyers and close deals faster.- Increase deal closure rates with customizable content libraries:Discover how tailored content can give your sales team a competitive edge.- Harness the importance of leadership in sales for remarkable results:Learn how effective leadership can drive your sales team to new heights.- Achieve personal fulfillment and sales success: Uncover the secrets to finding personal satisfaction and achieving remarkable sales results.- Elevate sales performance with a positive mindset: Discover how a positive mindset can drive your sales performance to new heights.The key moments in this episode are:         00:00:06 - Introduction          00:01:34 - Defining Buyer Enablement          00:03:34 - The Problem with Sales Enablement          00:06:17 - The Challenges of Buying in B2B                   00:08:08 -  Building an Ecosystem for Buyer Enablement                   00:12:55 - Crafting an Environment that is Helpful, Not Overwhelming                  00:14:11 - The Secret Sauce of the Platform          00:15:09 - Customer Success as the Driver of Sales          00:16:39 - The Importance of Intention and Using the Tool          00:24:50 - The Importance of Easy Access to Resources          00:25:58 - Building a Holistic Approach to Sales          00:26:36 - Leveraging Analytics for Personalized Outreach          00:27:41 - Asking for Feedback and Providing Value          00:28:20 - Recommended Content for Sales Teams          00:36:54 - Leadership Page          00:37:40 - Creativity and Intentionality in Sales          00:39:08 - Believing in What You Sell          00:40:00 - Happiness Breeds Success          00:41:26 -  Buyer Enablement and Building Trust

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Nate Nasralla is the Co-Founder of Fluint (Fluint.io). In today's episode, he shares how he started Fluint, his process for Buyer Enablement and 10 tips for improving your writing in sales. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Close (The CRM Built for Growth) - https://refer.close.com/ssp enter the promo code SSP15 for 15% off your first 3 months EPISODE LINKS: • Connect with Nate on LinkedIn: https://www.linkedin.com/in/natenasralla/ • Subscribe to the Fluint Newsletter: fluint.io/newsletter • Try Fluint: https://www.fluint.io/get-started CONNECT WITH JESSE: • Linkedin: https://www.linkedin.com/in/jessewoodbury/ • Twitter: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/ HELP GROW SSP: • Join the Slack Community: https://launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review and share • Ask about 1:1 performance and career coaching with Jesse • Check out the above sponsors, it's the best way to support the show GUEST HIGHLIGHTS: Ian Koniak, Brandon Fluharty, Scott Leese, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Rafael Figueroa, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Dustin Brown, Patrick Baynes, Jeroen Corthout, Nate Nasralla

Here's how AI Makes Buying Easy and how selling will be a secondary activity in the sales process.

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You've heard of sales enablement - but what about buyer enablement? In this episode of SUP, we are LIVE at the Indianapolis Motor Speedway! Margaret and Bryan are joined again by Matt Compton, founder and CEO of Filo. They discuss the perspective of being a buyer - specifically, their 6 core jobs in the buying process. For more info on Filo, visit https://www.filo.co/.

Carly and Malvina are joined by Udi Ledergor  , Chief Evangelist @Gong,  to talk buyer enablement, existing trends in market, forecasting capabilities and the importance of social presence! Some of the key themes from the episode:We're seeing a lot of discussion around 2023 being the year of Buyer Enablement. How does Gong help its customers focus on the Buyer? Gong is a leader in sharing trends, what are some existing trends we are seeing in the market?What are Gong's forecasting capabilities ?Why buyer loyalty isn't everything, especially in 2023About Udi:Udi is a five-time Marketing leader at B2B start-ups and currently the Chief Evangelist at Gong, the Revenue Intelligence category leader unlocking reality to help people and companies achieve their full potential.He's also an author, speaker, angel investor, and advisor.Outside of work, Udi is a lifelong lover of theater, performing arts, music, magic, wine and whisky (no 'e!'). He's a passionate social activist, having founded and served at multiple non-profit organizations working for causes like LGBT rights and education.He holds an MBA and a B. Bus. from the College of Management in Israel. Udi lives in the San Francisco Bay Area with his husband and three children.About Gong:Years ago, while CEO at another company, Amit Bendov had an idea. His teams were consistently losing deals and no one understood why. After reviewing a number of recent sales calls in search of a solution, Amit realized that team members were hearing only part of the customer conversation. Lacking an efficient process for accessing and synthesizing customer communications, executives and their teams would spend hours reviewing CRM notes. Yet in spite of this laborious effort, most still resorted to guesswork rather than fact when making crucial business decisions. The results he observed were lost deals and misaligned efforts across functions, teams, and divisions.A discussion with his engineer friend Eilon Reshef revealed that AI could help solve the problem. What ensued was a software product that not only recorded customer conversations, but also processed them, understanding exactly what was being said: the good, the bad —the reality. This new product could actually coach teams to close, offering warning signs and recommendations for how to control any interaction. It wasn't long before the two friends teamed up to ignite a “Reality Revolution” in business. The Gong platform was born.Gong brings an experience to users, teams, and companies that is reality-based, autonomous, and aligned amongst employees. Now, not only individuals, but entire teams, functions, and companies are empowered to reach their full potential. This Reality Revolution has Gong working in ways we had never imagined. And we've rallied the entire company around it.Subscribe to the podcast and please leave a review!

Sales Enablement Vs. Buyer Enablement How to get your prospects to champion you to their team or leadersHow to work with 'them' to craft a sales journeyHow effective do you think videos are in asynchronous sellingHow effective is buyer enablement in shortening the sales cycleWhat are some metrics that sales managers need to track for their teamLeave us a review if you like this episode and don't forget to follow Limitless - A Sales and Marketing Podcast. We will see you with an exciting episode. 

“Verkaufen ist schwer – Kaufen ist schwieriger“. Das gilt besonders für komplexe B2B-Produkte und -Services. Buyer Enablement ist eine Strategie, mit der Marketing und Vertrieb dieser Tatsache Rechnung tragen. Wie das funktioniert und welche Chancen sich dadurch ergeben, diskutieren Michael Marose und Torsten Herrmann in der neuen Folge unseres Podcasts. Ihre Hosts: Torsten Herrmann & Michael MaroseFolgen Sie uns auf Apple Podcast, Spotify oder per RSS-Feed in Ihrer Lieblings-App, um keine Folge zu verpassen.

My next guest on Sales Talk For CEOs is Brent Adamson and he's got some revolutionary ideas about B2B enterprise selling. Brent explains decision maker confidence is the main barrier for B2B teams to close deals. The three factors eroding confidence are complexity, information overload and value opacity or consensus on the value of the desired outcome.So stop selling product benefits. You need to propose a framework that starts with consensus on the value that the solution will deliver and builds a picture of the steps, and barriers to delivering that value. By the same measure, help the customer make the best decision and if that's not your product, get to that answer as quickly as possible.Stick around to learn what your sales teams need to do to overcome this crisis of confidence. Highlights:5:48 The number one thing we need to solve in B2B commerce is customers' lack of confidence in their ability to make complex decisions on behalf of their company.6:12 There are three forces eroding buyer decision making confidence: complexity, information overload and value opacity (outcome clarity)8:16 The value discussion has to start significantly farther upstream than your capability or benefits.10:24 (the old way of selling) was based on this idea of frame breaking. You map a customer's mental model of how their business works, and you find places to displace or disrupt that model to break that frame and show them a better, different way to think about their business.11:12 I think there's an opportunity for us today to move from frame breaking to frame making.11:59 Travel agents went out of business because I could do it all online. And all of a sudden, I tried to do it online and was overwhelmed. And I realized, you know what I need? I need a travel agent.13:15 Now they're stuck and really frustrated. What if you were the company that helped them anticipate that obstacle, helped them avoid it to begin with? What if you took them by the hand and guided them through a decision making process, gave them a heads up? By the way, the phrase I use all the time, “in working with other customers like you, one of the things we've found is…”15:17 Let's see if we can, in our case through software, put a framework around, okay, what are you trying to do? Why is that valuable? By the way, do your three colleagues agree with you that that's what they're trying to do?20:49 …notice everything we're talking about here isn't about selling and buying, it's about humanity.32:35 A faster close comes from confident customers. There's our bumper sticker.34:04 Because if we're going to lose, we want to lose early so we can move on to better opportunities. About Our Guest:Brent Adamson is a world-renown researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. Known as having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry changing The Challenger Sale and The Challenger Customer.  He is also a frequent contributor to well-known business publications, including the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.” Across the last 19 years, Brent has been privileged to work with some of the greatest thought leaders in B2B and B2C sales and marketing, building and leading exclusive communities of highly progressive commercial executives.  Known as a world-class facilitator and speaker, Brent has presented to tens of thousands of commercial leaders both in-person and virtually all over the world, ranging from executive leadership teams to large keynote audiences.  Especially well known for his passion for “productive disruption,” Brent served as the “chief story teller” for CEB, now Gartner's, sales, marketing, and customer service practices from 2003 to 2022.  Across that time, Brent's research has focused most closely on the critical, boundary-spanning intersection of selling and buying, seeking to understand the rapidly changing nature of effective commercial collaboration.  Most recently, Brent and his colleagues at CEB, now Gartner, have introduced industry-leading concepts such as Buyer Enablement, Sense Making, and Customer Decision Confidence.   As of June 1, 2022, Brent now services as the Global Head of Research and Communities at Ecosystems, a cutting-edge SaaS platform designed to help companies identify and track dimensions of value creation with their customers. A native of Omaha, Nebraska, Brent received his MBA with distinction from the University of Michigan's Ross School of Business. Prior to that, he served on the faculty of Michigan State University as a Professor of German and Applied Linguistics. In addition to his MBA, Brent holds a B.A. with distinction in political science from the University of Michigan along with M.A.s in political science and German, and a Ph.D. in applied linguistics from the University of Texas. Brent resides in Leesburg, VA with his wife, two daughters, and rescue dog.Show Links:Value Blueprint Downloadhttps://info.ecosystems.us/value-blueprintHBR Articles:End of Sales and Marketing: https://hbr.org/2022/02/traditional-b2b-sales-and-marketing-are-becoming-obsoleteSensemaking for Sales: https://hbr.org/2022/01/sensemaking-for-salesInterview with SMART Technologies on how they built a unified commercial engine https://podcasts.apple.com/us/podcast/how-smart-technologies-grew-revenue-by-40-with-a/id1343815847?i=1000558641573You can learn more about and connect with Alice Heiman in the links below.Website:https://AliceHeiman.comLinkedIn:https://www.linkedin.com/in/aliceheiman/

Adam and Mark discuss a new maturity model for Buyer Enablement, how you can work out your current level and how to level up! What's more - it's another one of those fun episodes where we chat, have fun, discuss ideas and well - by now you know the drill right? It's Two Presales in a Pod. Companies like Tesla have completely changed the way they sold based on a buyers new expectation of what a great buying experience looks like. We think that's changing for software too now so depending what Buyer Enablement level you're at, buyers will experience something better and they'll expect more from us as vendors. Don't forget to come find us on LinkedIn, we're always happy to connect and help with anything you need! --- Send in a voice message: https://anchor.fm/presalesinapod/message

On the PreSales Podcast, James Kaikis and Garin Hess connect on "How a Buyer Enablement Approach to Deal Review Improves Forecasting." Garin, Author of Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle and CEO/Founder of Consensus, discuses how sales teams need to make buying easier by equipping champions to sell within their organization. Garin also provides stories and very tactical advice to deal review that will better forecasting within an organization. 

Kris comes back to dig into more details about what he means by serving the process, not the salesperson.   Show notes: https://wethesalesengineers.com/show223

Mark joined this episode of the Burning Presales Podcast as the resident Presales and Buyer Enablement expert at Consensus. He was a former customer, and loved us so much he offered to join. Now, he teaches the Presales world how to enable buyers and scale Presales in ways few are able to do. It was my pleasure to ask him a BIG question I'm sure all of you are wondering about.

This episode of Quotaless features Nate Nasralla, Founder of Fluint.io. The most important conversations buyers have during a sale happen internally. For this reason, Fluint was born to create champions within buying organizations and make sure that sellers get an accurate and relevant voice during these meetings.At the center of this is the concept of buyer enablement. In contrast to sales enablement which makes sure sellers are armed with the right tools to sell well, buyer enablement creates an environment conducive for the sale to actually happen.Nate also talks about his enterprise sales playbook, which he provides ungated and free of charge, and how to utilize languaging, or the ability to use your champions' words instead of your marketing team's to maximum effect.HIGHLIGHTSFluint as the solution to losing deals and finding championsOffering an ungated playbook that adds valueBuyer enablement creates the environment for deals to happenDefining champions, influencers, and coachesLanguaging: Frame requests around vernacularQUOTESNate: "I'm a big believer that you need to earn the brain space that you are taking up in somebody else's day. And, for me, the best way to do that is just to help somebody."Nate: "All of the moments that have the power to create or kill deals always happen in internal meetings, not sales meetings."Nate: "When I think about the profile of a champion, there's incentive, like there's something in it for them. There's a personal win that's keeping them tied directly to the outcome of the deal. Second is influence. They have to be able to affect change or push for change to get the deal done. And then third, information."Nate: "Languaging—the ability to frame a certain request around certain vernacular that others will resonate with in order to maximize the probability that that's approved. And, as a sales rep, you can language the sales process as well."Find more about Nate by checking out the links below:LinkedIn: https://www.linkedin.com/in/natenasralla/Website: https://www.fluint.io/Enterprise Sales Playbook: https://www.fluint.io/resource-content/the-enterprise-sales-playbook

This question is answered by Todd Janzen, who is the Global Vice President of Q Branch at Salesforce.com. Q Branch is one of the coolest divisions of Salesforce, completely focused on building world-class Presales capabilities and the chief embracers of Buyer Enablement. Todd gets tactical about how Salesforce.com specifically uses the 6 demo types in their strategy to change the way they sell.

Building a remote culture at work is something that has been thrust upon many businesses in the last 18 months, no so for today’s guest Nicolas Vandenberghe, co-founder and CEO of Chili Piper. Nicolas and the team are making waves in the competitive scheduling marketplace and recently closed a $33M Series B Lead by Tiger Global.About Nicolas:Nicolas started selling newspapers in the streets of Paris in high school. After graduating from Stanford Graduate School of Business, he started and sold 3 tech companies and also ran Sales for a $2B telecom company, negotiating billion-dollar deals with companies like Google.Presently I'm the CEO and Co-Founder of the tech firm - Chili Piper - a pioneer in Buyer Enablement. He co-founded Chili Piper in 2016 and successfully bootstrapped it past $2M ARR until receiving funding in 2019. Chili Piper is a forward-thinking company with a 100% remote work force. It's fully distributed leveraging global talent with employees in 28 cities in 21 countries.Support for this podcast comes from Silicon Valley Bank“What’s next?”“What if?”“Now what?”Silicon Valley Bank understands these questions can keep founders up at night.For over thirty-five years, Silicon Valley Bank has helped high growth companies through scalable financial solutions, plus insights and expertise that many other banks just can’t.In 2019 we opened an office in Toronto dedicated to lending to Canadian businesses and their investors.Find out more at svb.com/CanadaSilicon Valley Bank – Built for What’s Next.In this episode we discuss:03:00 The origins of Chili Piper05:38 How Oracle’s sales practices pushed Nicolas to start Chili Piper08:31 The future of SaaS pricing and unbundling10:36 The decision to bootstrap for the first two years12:28 How long the initial MVP took to develop14:15 The early sales process15:45 Competing in a crowded market20:10 Early A/B testing and how they succeed23:01 Knowing when Chili Piper had product/market fit24:42 Why integrations are so important27:50 Why he started a second company, kosmotime.com, to help with scheduling31:10 How Chili Piper built a remote-first company prior to the pandemic37:04 Talking about Chili Piper’s series B Raise of $33M and what is smart moneyThe book Nicolas recommends:Never Split the Difference: Negotiating as if Your Life Depended on it by Chris VossFollow Matt Cohen and Tank Talks here!Podcast production support provided by Agentbee.Agency This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit tanktalks.substack.com

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases. Listen to The Tony DUrso Show on VoiceAmerica Influencers Platform every Friday at 2pm Pacific. You can also find us on Apple at tonydurso.com/apple or tonydurso.com.

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases. Listen to The Tony DUrso Show on VoiceAmerica Influencers Platform every Friday at 2pm Pacific. You can also find us on Apple at tonydurso.com/apple or tonydurso.com.

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases. Listen to The Tony DUrso Show on VoiceAmerica Influencers Platform every Friday at 2pm Pacific. You can also find us on Apple at tonydurso.com/apple or tonydurso.com.

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases. Listen to The Tony DUrso Show on VoiceAmerica Influencers Platform every Friday at 2pm Pacific. You can also find us on Apple at tonydurso.com/apple or tonydurso.com.

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases. Listen to The Tony DUrso Show on VoiceAmerica Influencers Platform every Friday at 2pm Pacific. You can also find us on Apple at tonydurso.com/apple or tonydurso.com.

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases.

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases.

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases.

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases.

Nicolas Vandenberghe began his career selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique and then received his MBA from Stanford GSB. He started and sold 3 tech companies with up to 65 employees and $11M in revenues, and also ran sales for a $2B telecom firm negotiating billion-dollar deals with companies like Google. Most recently in 2016, he co-founded his 4th startup and presently is the CEO of the SaaS firm Chili Piper – a pioneer in Buyer Enablement. The company is fully distributed – leveraging global talent with employees in 28 cities in 14 countries. Its scheduling platform is used by Intuit, Square, Twilio and more than 300+ companies worldwide for multiple use cases.