Podcast appearances and mentions of byron matthews

Podcast de Marketing y Ventas B2B .- Charlo con Juan Berganza sobre el concepto de SALES ENABLEMENT El Sales Enablement, habilitación de ventas o potencia de ventas consiste en una serie de elementos coordinados entre sí formando un sistema orientado a mejorar no ya sólo las ventas sino la generación de ingresos de una empresa. Descubre las claves Libros: The sales Enablement Playbook de Cory Bray y Hilmon Sorey Sales Enablement de Byron Matthews y Tamara Schenk The building blocks of Sales Enablement de Mike Kunkle Asociaciones: Sales Enablement Society SES que es el organismo que aglutina a los profesionales de este ámbito y también está en España Perfil de Juan: https://www.linkedin.com/in/juanberganzasetien/ .- Descarga nuestros recursos gratuitos en https://www.axala.es/recursos/

Eightfold is at it again. After raising a $125 million dollar round round last they just announced a $220 million dollar series E round. Wow. They are now valued at 2.1 billin dollars.   The funds will be used to continue the growth and development of Eightfold's AI-powered Talent Intelligence Platform and expand its growing partner ecosystem.   Since the announcement of Eightfold AI's Series D funding round in October of 2020, the valuation of the organization has more than doubled. This is a direct result of the significant momentum achieved by customers and partners in the public and private sector. The innovation delivered through a single Talent Intelligence Platform is the foundation for leading global organizations as they prepare for the acceleration of changes in jobs, demand of evolving skills demand and other post-pandemic shifts in the workforce.  “Powered by AI and machine learning, Eightfold's platform provides global enterprises with a single solution for managing the entire talent lifecycle, including hiring, retaining, and growing a diverse global workforce,” said Deep Nishar, Senior Managing Partner at SoftBank Investment Advisers. “We are pleased to partner with Ashutosh and the Eightfold team to support their ambition of transforming how enterprises manage talent and how people build their careers.”  https://hrtechfeed.com/eightfold-ai-raises-220m-series-e/   Talent Inc. the company that operates TopResume and TopCV, announced the acquisition of Imkey Holding, a global subscription-based platform for online resume-building. Based in the Netherlands, Imkey helps job seekers create job-winning resumes and CVs online through their builder platform on its global property, Resume.io, as well as its 10 additional localized sites. Since launching in 2012, Imkey has helped build more than 7 million resumes and CVs in over 100 countries.  “While most job seekers find tremendous success when working one-on-one with a professional resume writer, we also recognize that others may not be ready to make such an investment in their careers,” said Byron Matthews, Chief Executive Officer of Talent, which adds Resume.io to its suite of professional career-services brands that include TopResume, TopCV, and TopInterview.  “By acquiring a resume-building property such as Imkey's Resume.io, we can strategically expand our service offerings to help those job seekers who either are creating a resume for the first time or who aren't interested in working with a professional writer right now. In addition, Imkey's extensive international presence will allow our organization to continue expanding its global footprint and empowering more professionals to take control of their careers and land the right job, sooner.”  https://hrtechfeed.com/talent-inc-acquires-another-resume-service-provider/   Loophire a startup out of nebraska has raised $300k seed round. Loophire's technology solution combines algorithms that automate the initial match before giving each party the choice to pursue one another if the opportunity is right. For employers, Loophire goes beyond resumes to provide candidate assessments for skills, culture, and long-term fit, preliminary screening interviews, and customized services at performance-based pricing.  For job applicants, Loophire provides career coaching, timeline and career growth transparency, and regular communication throughout the hiring process. The result is a high-touch, curated experience for both companies and candidates.   Loophire says they address the critical gap in the hiring process — applicant experience. With more than two-thirds of job applicants reporting they have been turned off by a bad interview experience, companies cannot afford to be disengaged or unresponsive in a competitive jobs market. Loophire increases the probability of hire by 65% from “Introduction” to “Accepted Offer” through their streamlined approach. Because they deliver results at a fraction of the traditional cost, even smaller businesses and the qualified candidates they hire can access a superior hiring experience.---loophire.com https://hrtechfeed.com/silicon-prairie-startup-loophire-gets-300k-seed-round-for-assessment-tech/ Stoke, which operates in the freelance management system space, announced a $15.5 million Series A funding round. This was led by Battery Ventures, with participation from all previous investors and angels... To date, the company has raised $20 million. The investment allows Stoke to drive expansion and meet the rapidly growing demand from U.S. companies seeking to work more effectively in the changing workforce which includes both freelancers and full-time employees. Stoke was founded with the mission to help companies harness the power of the freelance revolution by simplifying the way they collaborate with the non-payroll workforce, which includes freelancers, contractors, consultants, agencies and gig workers.  Features all-in-one platform that enables companies to hire top talents quickly, set up automated onboarding workflows aligned with government guidelines, pay multiple invoices across 190 countries, all while ensuring management, finance and human resources teams have full visibility and control over budgets, in addition to automatic legal and tax compliance. https://hrtechfeed.com/freelance-management-system-stoke-raises-15-5-million/   ChartHop, the people analytics platform, has raised $35 million in Series B financing led by Andreessen Horowitz (a16z) and other investors. The company previously raised $14 million in summer 2020.  ChartHop has seen exponential growth since 2019, going from a one-person company to a team of 75. During the same time period, ChartHop built a customer base of over 130 corporate customers and increased month-over-month revenue by 17% for the past 12 months. “ChartHop's visual approach to people analytics allows leaders to make organizational planning and strategy decisions with confidence,” said Ulevitch. “We're thrilled to lead ChartHop's Series B because of their impressive growth, the company's vision, and the terrific, mission-oriented team they've assembled.”   https://hrtechfeed.com/charthop-announces-35m-series-b-funding/   Theres a new tech talent platform….Commit announces its emergence from private-beta with an oversubscribed funding round to future-proof the careers of Canada's best Startup Engineers. This first-of-its-kind professional network is designed to support developers who are passionate about building early-stage software, but who have been constrained by geography.  The platform uniquely provides peer-to-peer support and career development resources, and erases the friction between talent and opportunity by hiring engineers and then matching them with world-changing startups, regardless of location. The launch is fueled by an over-subscribed $6M seed round which was uniquely preempted by Commit's own customers–the majority of whom are Canadian technical founders. The company already boasts a roster of 50+ high-profile startups that want to work with Commit Engineers. The funds will be used to 10x the number of Engineers on the platform in the next 12 months, and continue to build and invest in the programs that reach and support the best talent in this space. Interested Engineers can join the waitlist at Commit.dev today. The company is based in canada. https://hrtechfeed.com/commit-raises-6-million-for-canadian-software-engineer-community/

Show NotesPersonal Brand and Advocating for Yourself-It's a necessity to define your brand in today's world. Take the time to write your mission statement, biography, and determine your core values so that you're ready to advocate for yourself when opportunities arise and can recognize when they aren't a good fit.-Blaire encourages women to jump on opportunities for which they may not meet all the criteria. As long as it is something you're passionate about and willing to learn more about, you have the tools to land the job.Culture Fit-Organizations often use the term “culture fit” to describe what they are looking for in potential candidates, but this is a code for finding people with similar backgrounds as current employees. They don't usually see a woman or woman of color fitting into this mold that they've had the advantage of creating.-Instead, they should be thinking about what potential candidates will add to the culture, how they will challenge the team, and how they will innovate or disrupt the status quo.-We have a moral obligation to think beyond ourselves and put effort into implementing diversity into retainment and leadership, not just recruitment.Finding a Healthy Culture-Once Blaire determined who she was and what she valued, she had a much easier time detecting what was a good fit for her and what wasn't.Being a Trailblazer-As a Black person, decide to take responsibility and create a safe space for other Black people to come in so that the weight doesn't fall entirely on your shoulders. You're not the token, you're the chosen, and it's up to you to make that change.-As a White ally, understand that diversity, equity, inclusion, and belonging all matter when it comes to bringing underrepresented groups into spaces that they've been kept out of. Prompt discussions about what will change in terms of recruitment, retention, and promotion of people of color in your organization.Empathy-If you have done something that has made a person of color feel uncomfortable, do not get defensive or deny their experience. It takes courage to voice discomfort. Instead, take a moment to evaluate and analyze your behavior and empathize with them.Advocating for Others-It's the current trend for White men to be promoted by other White men. If you're a White person that has been tapped to become the next executive, advocate for the qualified people of color in your organization that are being overlooked. Earn the promotion by knowing that you've gone up against the best people in your organization.Tough Conversations-Blaire's an optimist by nature and believes we're heading in the right direction, but realizes now more than ever that it is not White folk's responsibility to take care of Black people. It is White folk's responsibility to have tough and uncomfortable conversations about privilege and white supremacy amongst themselves.Resources-Sales Enablement: A Master Framework to Engage, Equip, and Empower a World-Class Sales Force by Byron Matthews and Tamara Schenk -The Memo: What Women of Color Need to Know to Secure a Seat at the Table by Minda HartsConnect with Blaire-LinkedIn-Instagram-WebsiteSend in a voice message: https://anchor.fm/othersideofsales/messageSupport this podcast: https://anchor.fm/othersideofsales/support

Subscribe to Modern Marketing Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Marketing and sales alignment in manufacturing has undergone an evolution as digital transformation has become more pervasive. Some tried-and-true methods have become less effective because of the change in buyer habits. In this episode, Bernie speaks with the head of sales and the head of marketing at Kadant Johnson - a manufacturing company - about their digital sales transformation journey. You won’t want to miss this episode as Dr. Wes Martz, VP of Marketing, and Carl Howe, VP of Sales, discuss how embracing digital transformation at Kadant has positively impacted their marketing and sales alignment and practices allowing their teams to reach customers previously unavailable to them. This episode is sponsored by Conversica, AI software for marketing and sales that fosters real conversations to discover the most qualified sales opportunities. Learn more at https://conversica.com How Tried And True Traditional Marketing Strategies Have Evolved Kadant Johnson is a manufacturing company that has been in business since 1930. They manufacture and distribute mechanical sealing devices that allow their industrial manufacturing customers to create paper towels, aluminum foil, corrugated cardboard boxes, etc. Traditionally their marketing and sales strategy has focused heavily on printed collateral, public relations, trade shows, and focusing on long-standing relationships in their key industries. Their message of value has not changed but how they communicate their messaging has changed. Dr. Martz discusses Kadant Johnson‘s evolution from print media to their website in the 90s, to their content marketing strategy and SEO focus providing them greater visibility in the online space. Their time and marketing spend are significantly directed toward their digital marketing platforms and being present in the major social media channels. These changes have increased the Kadant Johnson brand’s reach, which lends itself to a warm, direct selling environment. Digital Transformation Has Fostered Greater Marketing And Sales Alignment Carl speaks on how the Kadant Johnson sales force focuses on selling its products to three primary industries. Their brand name recognition is strong and recognized within those core industries, and each customer relationship leads to the next. They struggled, however, with building relationships in their secondary markets because the relationships were not there and the buyer has changed. Digital transformation is allowing his sales teams to reach out to the potential customers they want while also allowing them greater access to their company. In this approach, marketing and sales are aligned to create greater reach through digital practices and processes. The marketing teams build various funnels by generating appropriate content. When the customer moves through the funnel, the sales team takes over and maintains the message while providing further value that builds confidence in the brand. The sales team has also developed a greater ability to reach customers through digital channels that were previously unattainable, creating much greater marketing and sales alignment. Has The Changing Buyer Persona Affected Manufacturing Sales? At Kadant Johnson the traditional relationship-centered marketing and sales approach is as strong as ever, but how they foster the relationship has changed. Dr. Martz discusses how customers have evolved along with changes in the digital marketing world. Many times the buyers have also already researched Kadant before they ever look to engage with a salesperson. Dr. Martz takes this one step further in discussing the changing demographics of their customer base. The modern buyer is more educated, well read, younger, and brand focused. Rather than the buyer wanting to foster long-term relationships, they are looking online to find effective solutions that do not require a great deal of time to learn about and getting quick answers to questions.. How Digital Transformation Is Revolutionizing Sales Alignment And Processes Carl further discusses the changes that the increased online presence has made on the sales processes at Kadant. Traditionally, their sales team would drive down the road, see a smokestack, and reach approach the receptionist to find the gatekeeper at the company. Their sales team now uses LinkedIn and other platforms to find their potential customer’s information and to reach out through social media. The sales team has evolved from being focused mostly on face-to-face sales conversations to seeking out initial online engagement to start a conversation. From LinkedIn’s 3rd Annual “State of Sales Report,” one of the data points is that 62% of decision-makers read a salesperson’s LinkedIn profile looking for an informative profile before deciding to talk with that salesperson. Carl mentioned how surprised he is that customers and other people reach out and find him on LinkedIn and his salespeople without them always having to reach out. Kadant’s Digital Transformation Journey Unveiled Dr. Martz discusses the Kadant digital transformation more fully by bringing the conversation back to their updated LinkedIn profiles. Many businesses now use LinkedIn to research their potential vendors. Just as Kadant researches their potential clients, they know that they too are being researched and have arranged for their entire sales team to have their LinkedIn profiles made over into a resource for their current and prospective customers. The next step in their journey is to increase engagement between their sales teams and their prospective buyers on LinkedIn. The goal is to focus their traditional method of targeting their ideal industries and use that focus in digital channels, engaging with people in their target industries. Dr. Martz also wants to increase recognition of their company wins to create more excitement among the sales and marketing teams and increase their momentum through their use of LinkedIn. Carl Howe and Dr. Wes Martz expect to see the changes in behavior in their sales and marketing departments continue to build momentum accelerating their ability to sell and market Kadant Johnson in this new digital age. They have already seen some big wins and are looking forward to more. They have also noted a positive response from others in their organization. While Kadant Johnson has a decentralized corporate structure, their peers have noticed and are interested in learning how they too can benefit from the digital transformation that Dr. Martz and Carl have launched. Featured on This Episode Connect with Wes on LinkedIn Connect with Carl on LinkedIn Kadant Johnson on LinkedIn Kadant Johnson on Twitter:@Kadant Outline of This Episode [2:20] Introduction to Kadant Johnson, what they do, and who they serve [4:25] How Kadant Johnson started their marketing efforts [5:25] Traditional marketing practices that are still effective - Targeting [6:15] Marketing strategy has always been value-based but the medium has changed [7:25] Keywords and consistent presence have transformed Kadant Johnson’s outreach [8:43] Sales targeting is focused on 2 to 3 industries with long-established relationships [9:55] Digital marketing has revolutionized the relationship building side of the sales process [11:43] Evolution of the customer and how that affects sales and marketing strategy [14:30] The modern buyer is more educated than in the past; they do their research [17:10] How does the sales group get in front of potential customers? [19:30] How is LinkedIn providing avenues for market research and customer outreach? [20:55] Digital transformation is a journey - where is Kadant Johnson on the journey? [23:35] Digital transformation comes down to a behavior change [24:30] Discuss how the C-Suite views the digital transformation in sales and marketing [27:03] Bernie’s summary of the show Resources & People Mentioned This episode is sponsored by Conversica, AI software for marketing and sales that fosters real conversations to discover the most qualified sales opportunities. Learn more at https://conversica.com Byron Matthews, CEO - Miller Heiman Group - “The modern buyer has become better at buying faster than sellers have become at selling.” LinkedIn 3rd Annual State of Sales Report The Selling With Social Podcast with Vengreso CEO, Mario Martinez, Jr Connect With Bernie and Modern Marketing Engine https://www.Facebook.com/modernmarketingengine/ https://www.linkedin.com/in/bernieborges/ https://twitter.com/bernieborges https://instagram.com/bernieborges https://Twitter.com/MMEnginePodcast   Subscribe to Modern Marketing Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts There are TWO WAYS you can listen to this podcast. You can click the PLAYER BUTTON at the top of this page… or, you can listen from your mobile device’s podcast player through the podcast subscription links above.

In the inaugural episode of Move the Deal from Miller Heiman Group, host Greg Moore sits down with CEO and President Byron Matthews to discuss the evolution of CRM. From rolodexes to the Salesforce revolution to today's approach, Matthews discusses how CRM tools now bridge methodology with data to bring sales strategy into focus and show sellers how to weaponize their data to close more business.

Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts Does your organization have a clear sales enablement strategy that is aligned with your customer’s journey? According to Bernie’s guest for this podcast conversation, Tamara Schenk, you’ll experience more sales wins if you do. Tamara is Research Director for CSO Insights, the research division of Miller Heiman Group. She is focused on global research regarding all things sales enablement, CX, and sales effectiveness. The book she’s co-authored with Miller Heiman Group CEO Byron Matthews, “Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force,” provides incredible insight into the value of effective sales enablement. On this episode, Bernie and Tamara discuss the influential role of content in sales enablement as well as the evolving role of sales enablement in the modern organization. You’ll learn about the critical nature of sales enablement for modern sales and how it can provide the tools needed in order for marketing, sales, and internal processes to work together to win more deals. This episode is sponsored by Conversica, AI software for marketing and sales that fosters real conversations to discover the most qualified sales opportunities. Learn more at https://conversica.com What Is The Role Of Sales Enablement In Modern Sales? In order to engage in this topic effectively, let’s begin with a definition of the term, “Sales Enablement.” Tamara says it’s a strategic, cross-functional discipline with the goal of increasing predictable sales results. It does this by providing scalable enablement services such as training, content, coaching, and a variety of tools for customer-facing professionals and their managers. This enables them to serve as relevant and valuable sources of expert knowledge in every buyer interaction. As you can see, sales enablement is a focused role that seeks to equip all members of the sales team with key understanding of the buyer’s journey. In order to be effective, it requires clear insight into the buyer’s needs, and the various roles buyers play in their organizations. Listen to learn what Tamara and her team have discovered about the role of sales enablement in the modern sales environment. Content Plays A Powerful Role In Sales Enablement As Miller Heiman Group’sCEO, Byron Matthews often says, “The modern buyer has become better at buying faster than the seller has gotten better at selling.” That means sales teams need to adapt their sales approach so they can meet the buyer where they are and how the buyer wants to engage. It’s a process that relies heavily on the type and quality of content they have at their disposal. The creation and distribution of that content is one of the major responsibilities of the sales enablement team. Through the research of customer personas, the enablement team creates content aimed at various stages in the buyer’s journey. The sales team uses that content to serve the buyer in relevant ways. Blog posts, podcasts, and media of various sorts are used to gain trust, build credibility, and carry the conversation in ways that directly address the buyer’s needs and questions. But that’s not everything we mean when we refer to “content” produced by the sales enablement team. There is also internal enablement content the customer never sees but that serves as vital tools to make sales teams more effective. Tamara mentions things like playbooks, comparison guides, objection guides, solution configuration tools, pricing tools, and closing/order templates as some of those possible resources. Tamara's insights on this subject are research-based and detailed, so don't miss this conversation. Organizations With A Clear Content Strategy Have Higher Win Rates Does a clear content strategy exist in your sales organization? If so, you’re in the minority. Tamara says that only ⅓ of organizations have a clear, relevant content strategy in place. To be clear, we’re talking about a plan to create and use specific content that addresses questions and needs buyers have from the beginning of the customer journey all the way to the close of the deal. It’s content that helps to evolve the relationship with the buyer in valuable, relevant, and unique ways. The impact of having a clear content enablement strategy in place is huge. Companies with a clear content strategy experience a 55% win rate as compared to 43% win rate for organizations without one. As you can see, it makes sense (to the tune of a 12% increase) to organize content creation and management to achieve better sales results. But be careful: Just because an enablement team creates content resources doesn’t mean the sales team is automatically going to know how to use them. Training is required to make the best use of the resources. Tamara recommends you champion the members of your sales team who have been highly successful - empower them to record short videos showing how they use the content assets in various buying situations. Don’t let it get too complicated, just focus on things that will be practically helpful to your team. Tamara and Bernie wrap up their conversation with a discussion of the main pitfalls to watch out for as you implement your sales enablement strategy, so be sure you listen to get all the details. Featured on This Episode Tamara on LinkedIn: https://www.linkedin.com/in/TamaraSchenk Tamara on Twitter: https://twitter.com/TamaraSchenk https://CSOInsights.com Tamara’s book: Sales Enablement: A Master Framework: http://a.co/d/3DliT7t Outline of This Episode [2:24] The role Tamara plays as Research Director at CSO Insights [4:12] What is sales enablement - and why Tamara is able to speak about it [6:00] Customer engagement isn’t only about sales conversations [9:10] Content has a crucial role in sales enablement efforts [13:55] Win rates are higher for companies that have a content strategy [16:00] Sales teams need to learn how to use content effectively [21:34] Pitfalls that can be avoided in sales enablement development [23:56] Where does sales enablement usually fall in organizations? Resources & People Mentioned This episode is sponsored by Conversica, AI software for marketing and sales that fosters real conversations to discover the most qualified sales opportunities. Learn more at https://conversica.com  Tamara’s article Bernie mentions: https://www.csoinsights.com/blog/customer-engagement-irrelevant-content-lowers-win-rates/Why You Need A Sales Enablement Content Strategy (blog article): https://www.csoinsights.com/blog/why-you-need-a-sales-enablement-content-strategy/ The Selling With Social Podcast episode with Miller Heiman Group CEO Byron Matthews hosted by Vengreso CEO, Mario Martinez, Jr Subscribe to Social Business Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts  

Millennial and Generation Z keynote speaker and author, Ryan Jenkins,  welcomes Byron Matthews, President and CEO at Miller Heiman Group, to the Next Generation Catalyst Podcast.    The topic discussed is the new skills and strategy required to sell to Millennial B2B buyers. We also cover...   Why is the buying landscape changing?  How are Millennials approaching buying differently from other generations? What can sellers do to better position themselves with the next generation of buyers? What can sellers do to exceed expectations? What can sellers do to differentiate and stand out in the minds of the buyer? How do seller better engage B2B Millennial buyers? And more...

Miller Heiman Group President and CEO Byron Matthews joins Scott in-studio at WGN Radio to discuss why a truly good salesman is hard to come by these days. Maybe it’s because kids are too busy online to care much about it, or maybe companies simply aren’t looking hard enough. Got a good salesman? Don’t let them go. This episode is sponsored by Salesforce, Bank of America, & Jones Lang LaSalle.

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts For the first time ever on #SellingWithSocial, we have our guest Byron Matthews back for a second conversation, where he explains the top 4 sales enablement strategies sellers need to use to be successful in the future. Byron serves as the CEO for the Miller Heiman Group, an industry leader for providing business performance solutions, and his insights should not be missed. On episode 72, Byron shared his strategies for empowering a world-class sales force with the right sales enablement framework. On this episode, we discuss a new piece of comprehensive sales enablement technology that seeks to eliminate gaps in data and CRM systems. He encourages all sales professionals to discover why the seller profile of the future is shifting, as well as why using a talent acquisition strategy will bring top talent to your sales team. The idea of connecting with prospects through sharing inspirational content is also discussed. For all the details, don’t miss this episode. Strategy #1 - Inspire Prospects Through Sharing Content Sales pitches can no longer be solely informational, they have to become an inspirational tool that will help convince an already interested and knowledgeable prospect. Byron is adamant that solution selling isn’t dead, it’s just evolving. Simply identifying a prospect’s needs won’t close the deal anymore. You have to challenge them in their thinking! You have to educate them and make them think about solutions in new ways. Bringing a new perspective to the table through inspirational content is one way to connect on a deeper level with your prospect. To hear Byron’s full explanation behind why sellers need to be inspirational, don’t miss this episode. Strategy #2 - Sales Enablement Strategies Start with Acquiring Top Talent Without the best talent on your team, you’ll never be able to implement great sales enablement strategies. That’s why creating a talent acquisition strategy should be a top priority for sales leaders. Byron explains that to give your business the best chance for success in hiring top talent, follow these 3 guidelines. Understand what qualities you’re looking for in an applicant Build an assessment tool that evaluates and measures those qualities Analyze every person who walks through the door against that tool You can teach new hires skills. But you cannot change the raw qualities and talent they bring to the table. This method of finding talent is a sales enablement strategy that weeds out those who will not fit into the position and shines a light on the people who could change your business forever. Strategy #3 - Understand the Importance of Both Emotional and Cognitive Intelligence Perhaps one of the best sales enablement strategies is having a highly qualified, passionate sales representative. The best sellers have to balance cognitive thinking with people skills. Sales reps can no longer just rely on their ability to tell a good story and connect with a prospect. Sophisticated sales enablement technology is becoming indispensable in the selling industry, and sellers must be able to handle complex levels of workflow. Understanding data, inspiring prospects, and connecting multiple layers of a sales pitch are all in a day’s work for future sellers. Strategy #4 - Comprehensive Tech Stack Tools = Better Connections with Prospects The average sales company today has 4 sales enablement tools in their tech stack. But the wave of the selling future depends on single tools that combine multiple functions into one easy-to-use platform. These comprehensive tools need to be able to aggregate research, videos, and articles then pair it with CRM data to give sellers the right information at the right time, that they can share with prospects. That’s what the new Scout tool from Miller Heiman Group is seeking to do. By being able to provide prospects with information that eases their mind during the purchase journey, a sales company can build even stronger bonds and increase their chances of winning a deal. All these insights and more are on this podcast episode, so be sure to give it your full attention. Outline of This Episode [1:05] Byron Matthews is back for a second conversation, and explains why he lives and breathes for sales [6:02] What does the seller of the future look like? [13:40] How can you use a talent acquisition strategy to profile a seller of the future? [21:46] The role tech plays in sales enablement Resources Mentioned Connect with Byron on LinkedIn Follow Miller Heiman Group on Twitter: @MillerHeiman Follow Miller Heiman Group on Facebook Miller Heiman Group website Ep 72, “Empower a World-Class Sales Force With the Right Sales Enablement Framework, with Byron Matthews” TOOL: Conversica TOOL: Scout Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Sales enablement isn’t just a hot topic in today’s selling environment, it’s completely revolutionizing the way we approach sales. Byron Matthews was born and raised in sales and he now serves as the CEO for the Miller Heiman Group, an industry leader for providing business performance solutions. With over 4,000 clients across 50 countries, Byron and his team are leaders in the sales enablement sector. He’s also the co-author of the new book, “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force.” You can’t afford to miss the insights he shares on this episode. For the first time ever on #SellingWithSocial I invite Byron back for Part 2 of this fascinating conversation on the next episode. Don’t forget to subscribe to our blog to catch the conclusion in the upcoming weeks. Sales Enablement is Transforming Sales - But What Is It? Sales enablement goes beyond sales engagement. Byron explains that sales enablement can easily be defined as, “Sophisticating a sales rep to meet the modern needs of sellers today. Modern buyers are more complex, informed and particular than ever before. The precision in which you engage has to be much higher. It can’t just be about giving prospects information, it has to become an inspiration.” Engagement is an omnichannel approach to reinventing sales, and throughout this conversation, Byron and I discuss the ins and outs of this complex subject. Don’t miss his insights, be sure to listen! THIS is Why Salespeople Need to Become Content Marketers Byron explains that “Buyers are getting better at buying faster than sellers are getting better at selling.” Sales enablement helps bridge this gap. By pulling ideas and content from marketing departments, salespeople can become better equipped to tackle the detailed nuances of conversations with informed prospects. Combining data, success stories, and market analytics gives each salesperson the best chance of authentically connecting with a prospect and making a sale. The engine that allows that to happen is sales enablement. Why is content marketing and sales inextricably linked? Be sure to listen to this episode to learn why! Solution Selling is NOT Dead - It’s Simply Evolving “In order for selling to succeed, the modern seller needs to adopt the mindset that times have changed.” This statement is bold, but every salesperson today needs to hear it. The modern buyer is more informed than ever before, and they’re also less likely to engage with a salesperson prior to the sale. Modern sellers must now have a higher level of credibility, and they MUST understand the prospect’s needs prior to beginning the pitch. Pitches cannot be solely informational, they have to become an inspirational tool that will help convince an already interested and knowledgeable prospect. Byron is adamant that solution selling isn’t dead, it’s just evolving. To learn more about this evolution and how you can equip your salespeople to succeed in a new selling environment, check out this episode. Sales Leaders MUST Reevaluate the Way They View Sales Talent Profiles In order for sales enablement to work well in your company, sales leaders must start viewing potential talent through a new lens. Selling is no longer a “copy-paste” process that is universal across various types of clients. Successful modern sellers must have high levels of both EQ and IQ. These quotients, in addition to adaptability and responsiveness, will allow the seller to be agile in their approach to every single prospect. The most successful companies approach talent searches and employee analyses with that reality in mind. Learn what works best for your specific company, create analysis tools that will help you evaluate current and future employees, and develop a path to success. To hear real-world examples of this process, don’t miss this episode. Outline of This Episode [1:05] Byron shares his background in sales and his current role as CEO for MHG [6:07] Bryon and Tamara Schenk’s new book and why they chose to write about sales enablement [8:46] What is sales enablement? [12:30] Why salespeople should become content marketers [16:22] The best 4 takeaways from Byron’s book [18:04] The biggest trends changing the selling landscape [27:23] Sales leaders MUST reevaluate the way they view sales talent profiles [38:22] Don’t miss the upcoming part 2 of this conversation with Byron Matthews Resources Mentioned Connect with Byron on LinkedIn Follow Miller Heiman Group on Twitter: @MillerHeiman Follow Miller Heiman Group on Facebook Miller Heiman Group website BOOK: “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force” Ep 52 “Proof: Social Selling Adoption Will Impact Quota Attainment, with Tamara Schenk” Vengreso Blog: “How Content for Sales Drives More Conversations and Pipeline” Byron’s all-time favorite movie: “Almost Famous” Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Our guest, Byron Matthews is the President & CEO of Milller Heiman Group.   Check out Byron's new book, Sales Enablement:  A Master Framework to Engage, Equip and Empower a World-Class Sales Force Highlights from this Episode:   Companies investing in sales enablement is up 26% from last year, with 59% of organizations that now have a sales enablement function. Yet, only 34% of organizations are achieving their sales enablement goals. (CSOi Report) B2B companies can assess their sales teams' gaps and opportunities in relation to each component of sales enablement and look for the alignment (per the Clarity Model). Sales enablement cannot be put in a box like other functions. It is cross-functional, and orchestrates all enablement efforts across all “boxes,” including its alignment with the customer journey. Defining sales enablement: Sales force enablement is a strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction. More about and from Byron:  Anyone familiar with Miller Heiman Group (brands include: Miller Heiman, Huthwaite, AchieveGlobal, Impact Learning, Channel Enablers, and CSO Insights) knows that championing the customer experience is a main tenet of their mission—and also one that I happen to share.As President and CEO of Miller Heiman Group, I bring a broad depth of experience in growing, leading and providing guidance to the best organizations globally surrounding their sales processes, as well as the leading operations that support the mission of a great sales organization. Throughout my career, I have sought out challenges and answered demands that call for singular vision, energy and creativity. I have consulted and collaborated with industry leaders throughout the world and crafted new funnel-management solutions, compensation plans, sales methodologies, and sales-management processes, as well as developed and implemented sales-operations capabilities, sales structure, and territory design, for such Fortune 500 companies as Microsoft, AT&T, Sprint, and Aflac. Personally, I am passionate about the education of sales as a discipline. In collaboration with university faculty and administrators, I am working to drive a nationwide effort to incorporate the study of sales into graduate and undergraduate academic environments. I teach and volunteer my time as a guest lecturer for universities including Cornell and Harvard Business School and contribute to published academic and industry research on sales strategy and concepts. I also run sales boot camps and coach, train, and judge students at university sales competitions across the U.S. and participate regularly as a featured speaker at industry wide events.

In this episode we talk to Byron Matthews, President & CEO of Miller Heiman Group. Click here to connect with this guest on LinkedIn.

The sun was still shining as we got started today -- a sign that spring is around the corner and that new talents are sure to blossom soon.  Thanks for your continued support of local, independent live music and enjoy the performance! Performing in this show: Feature Performer: Samara Von Rad w/ Byron Matthews Rebecca Lappa Tyler Cerda Adam Holm Our Good Company: Lauren Gillis & Daniel Etoroma Damien Richards Tatam Reeves Sue Decker Rick Mogg Tim Chesterton