Podcast appearances and mentions of miller heiman group

Mark Boundy is a business builder, sales leader, author, coach, consultant, teacher…and Chief Clarity Officer…he has grown businesses in a variety of industries using a relentless focus on customer-perceived value. In this episode, Mark discusses the importance of aligning every employee's actions with customer value, emphasizing that every touchpoint with a customer either creates or destroys value. He shares stories from his experience, including a manufacturing operator and a receptionist, to illustrate how seemingly small ideas can have significant impacts on customer satisfaction and business outcomes. Boundy underscores that value creation is about helping customers achieve desired outcomes, and this focus can drive growth, profitability, and employee fulfillment across all levels of an organization.   Why you have to check out today's podcast: Discover real-life stories about how employees at every level, from operators to receptionists, can innovate to drive customer satisfaction and business results, making it relatable and motivating. Gain actionable strategies to ensure every team member understands how their role impacts customer value, helping you foster a culture focused on positive customer experiences. Learn how traditional metrics can sometimes hinder value creation, providing tips on aligning KPIs with customer-centric goals to achieve greater long-term success.   "Customer value comes from two things, one, your differentiation, and two, the outcome that customer achieves because of your differentiation." - Mark Boundy   Topics Covered: 01:25 - Sharing the experience that gave rise to using the word 'antipreneurial' in his book 04:08 - The importance of flexibility within processes, contrasting rigid corporate guidelines with adaptable checklists 07:41 -  Stressing the importance of a value-oriented organization not just sales around delivering customer outcomes 09:14 - Highlighting the importance of aligning sales and implementation teams to ensure realistic promises are made to customers 12:39 - What it requires to create a value-driven organization 16:09 - Emphasizing the need to prioritize customer-focused KPIs over purely efficiency-driven ones with real-life illustrations 20:12 - How focusing on customer satisfaction and adding value leads to substantial growth, high profitability, and employee satisfaction 21:35 - Stressing a point that employees feel more fulfilled and engaged when they understand how their work directly impacts customers' lives 22:51 - Defining value and illustrating how value was created by understanding customer outcomes deeply 26:51 - Mark sharing how anyone in the company, even janitors and receptionists can add value    Key Takeaways: "If the most important process in your company is your customer's buying journey, and your KPI has nothing to do with that buying journey, that's a yellow light." - Mark Boundy "If maximizing that KPI inhibits the customer journey, I call that a masking KPI. You're measuring something that makes you worse by making yourself good at stopping the customer from complaining. You get bad at turning customers into joyous partners." - Mark Boundy   People/Resources Mentioned: The Infinity Effect How Elite Growth Companies Abolish Antipreneurial Patterns and Create More Profitable, Happy, Lifetime Customers by Mark Boundy: https://www.amazon.com/Infinity-Effect-Summary-Antipreneurial-Profitable-ebook/dp/B0D1NNLWRH Lucent technologies: https://lucenttek.com/index.html Cisco: https://www.cisco.com/#tabs-35d568e0ff-item-194f491212-tab Miller Heiman Group: https://www.kornferry.com/about-us/our-story/miller-heiman-group Zappos: https://www.zappos.com Barefoot Wines: https://www.barefootwine.com   Connect with Mark Boundy: LinkedIn: https://www.linkedin.com/in/markboundy/ Website: www.boundyconsulting.com Email: mark@boundyconsulting.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

In this episode of "Raw and Real Entrepreneurship," Susan Sly has a dynamic conversation with Aimee Schuster, the founder of Bandwidth Strategy and a Josephine Collective angel network member. They discuss the challenges that women face in entrepreneurship and the importance of mentorship and support.    Aimee shares her journey from starting an eco-friendly business to becoming a fractional C-suite executive, emphasizing the value of risk tolerance and adaptability.    The discussion also covers the evolving landscape of work, the future of marketing in the age of AI, and the significance of building relationships for professional growth.    The episode is a blend of personal stories, professional insights, and a call to action for greater involvement of women in startups and angel investing.   About Aimee Schuster Aimee Schuster is an expert at marketing the invisible, having spent the last twenty-five years helping B2B organizations like Miller Heiman Group, DLA Piper and Homefinder.com build, advance and energize their lead generation programs. Aimee founded Bandwidth Strategy, a fractional CMO and COO consultancy, to help growth-stage organizations drive the right leads into the funnel that result in closed-won business. Aimee uses her experience and a bit of humor/improv (honed as a student at Second City) to create a common language among the all-too-often warring factions of sales and marketing. A go-to voice on sales-marketing alignment and workplace equity, her work has been featured in Fast Company and Business Insider.   Connect with Aimee LinkedIn @aimeehschuster Website https://www.bandwidthstrategy.com/   About Susan Sly Susan Sly is the maven behind Raw and Real Entrepreneurship. An award-winning AI entrepreneur and MIT Sloan alumna, Susan has carved out a niche at the forefront of the AI revolution, earning accolades as a top AI innovator in 2023 and a key figure in real-time AI advancements for 2024. With a storied career that blends rigorous academic insight with astute market strategies, Susan has emerged as a formidable founder, a discerning angel investor, sought after speaker, and a venerated voice in the business world. Her insights have graced platforms from CNN to CNBC and been quoted in leading publications like Forbes and MarketWatch. At the helm of the Raw and Real Entrepreneurship podcast, Susan delivers unvarnished wisdom and strategies, empowering aspiring entrepreneurs and seasoned business veterans alike to navigate the challenges of the entrepreneurial landscape with confidence. Dive deep into the essence of success with Susan Sly, and redefine your entrepreneurial journey.   Connect With Susan X @Susanslylive X @rawandrealentr1 LinkedIn @susansly Website https://susansly.com/

Should you hire another consultant, or a fractional COO or CMO? (And what the heck is the difference?)   This show is brought to you by SmartCookie Media where we provide end-to-end podcast production and VIP Day marketing services. Book a complimentary content session and ask for our free podcast checklist here.   Meet Aimee Schuster. She is the founder and COO/CMO of Bandwidth Strategy. Aimee supports $5M-$100M major revenue companies in creating, growing, and improving marketing departments to execute on lead generation and overall brand awareness. Aimee has sat in full-time positions at companies such as Miller Heiman Group, Yello, SimplyBe, and HomeFinder to provide fractional C-suite solutions to scale and grow their business. In this episode, Aimee tells us what it's like to be a fractional COO and fractional CMO, the difference between consulting and fractional, and how to decide if fractional work is right for you.   Get Weekly Tools to Build Your Business (for free!): The Entrepreneur's Toolkit Connect with Nicole: Nicole Schmied Linkedin; @Nicole Schmied Get Your Data-Driven Marketing Strategy: SmartCookie Media FREE: Content Strategy Session Visit: Bandwidth Strategy Meet Aimee: Aimee Schuster LinkedIn Have a story to tell? Signup here: www.serialentrepreneurshow.com

Founders: this one is for you!   Today, Michelle is joined by seasoned marketing expert, Aimee Schuster. Together, they dive into juicy subjects, from the power of AI tools in streamlining business processes to the value of in-person interactions in building lasting relationships. Aimee shares insights on being a fractional employee, sales methodologies, and the importance of scalability in sales.   Aimee Schuster is an expert at marketing the invisible, having spent the last twenty-five years supporting B2B organizations like Miller Heiman Group, DLA Piper and Homefinder.com build, advance and energize their lead generation programs. Aimee founded Bandwidth Strategy, a fractional CMO and COO consultancy, to help growth-stage organizations drive the right leads into the funnel that result in closed-won business. Aimee uses her experience and a bit of humor and improv (honed as a student at Second City) to create a common language among the all-too-often warring factions of sales and marketing. A go-to voice on sales-marketing alignment and workplace equity, her work has been featured in Fast Company and Business Insider.   Tune in to gain valuable knowledge and practical advice for navigating the ever-evolving business landscape!   ------------------------- In today's episode, we cover the following: What is a fractional CMO? What is "selling the invisible"? Different stages of marketing funnel for organizations The value of SEO and sales methodologies Top struggles working with founders: AI's impact in the job market Scaling your business beyond yourself Trends in workplace cultures Benefits of working in-person Sources that inspire Aimee's work ----------------------- RESOURCES: Read The E-Myth by Michael E. Gerber Read Built to Sell by John Warrillow   ----------------------- Guest info: To learn more about Aimee and her incredible insights on marketing you can follow her on LinkedIn, @AimeeHSchuster website, bandwidthstrategy.com. ----------------------- WORK WITH MKW CREATIVE CO.   Connect on social with Michelle at: Kiss My Aesthetic Facebook Group Instagram Tik Tok   ----------------------- Did you know that the fuel of the POD and the KMA Team runs on coffee? ;) If you love the content shared in the KMA podcast, you're welcome to invite us to a cup of coffee any time - Buy Me a Coffee!   ----------------------- This episode of the Kiss My Aesthetic Podcast is brought to you by Audible. Get your first month free atwww.audible.com/kma.   This episode was edited by Berta Wired Theme music by: Eliza Rosevera and Nathan Menard

Join in on a lively roundtable discussion featuring Openforce executives Wendy Greenland, CEO; Natalie Putnam, CRO; and Doug Grawe, General Counsel.   Host Nick Hancock interviews Wendy, Natalie, and Doug to learn more about current transportation industry trends and how they will potentially affect businesses engaging with independent contractors in 2023.   And to our listeners near and far, have a wonderful holiday season! The Gig Academy host Nick Hancock, Openforce Gig Academy Podcast Host and Customer Success Manager of Key Accounts Nick monitors all areas that pertain to and affect the gig economy and IC model to best advise and meet the needs of Openforce's clientele. Prior to working at Openforce, Nick worked in the dental manufacturing industry and has a background in insurance as a producer. Nick has a Bachelor's degree in Interdisciplinary Studies of Humanities from Northern Arizona University. Nick resides in Phoenix, Arizona where he and his wife recently welcomed their firstborn daughter in October 2021. About this episode's guests Wendy Greenland, CEO of Openforce With vast experience in technology leadership and, most recently, transportation, Wendy Greenland provides a unique skill set to bridge the gap between companies and independent contractors–that only technology can do. Through her leadership, Openforce is well-positioned at the forefront of where technology and the shifting modern labor markets converge. Outside of Openforce, Wendy sits on the Board of Directors for the Alliance of Technology and Women (ATW) and is active with Women in Trucking, and sits on the Board of Directors with the National Home Delivery Association. Prior to Openforce, Wendy spent 25 years in technology companies and most recently was the COO at InfinityHR, which she helped position for acquisition by Arcoro in 2018. She holds a bachelor's degree from Arizona State University and an MBA from Grand Canyon State University and is a certified master trainer with the Miller Heiman Group. Natalie Putnam, Chief Revenue Officer at Openforce Natalie Putnam is a results-oriented executive with over 30 years of experience in logistics. She is acutely tuned in to the market and is instrumental in developing and communicating growth strategies with Openforce's executive leadership team.    Natalie understands the challenges of operating a trucking fleet in the logistics industry and specifically as an independent contractor in the final mile environment. Her marketing experience and leadership of large sales teams create the unique combination of skills best suited to address the rapidly growing logistics contracting market.  One of Natalie's passions is helping companies evolve using technology, especially to enable the freedom and productivity of contractor workforce models. She serves on the advisory board of AWESOME, a women's logistics and supply chain leadership organization, and is a board member and advisor to ALAN (American Logistics Aid Network).   Prior to joining Openforce, Natalie was most recently the CEO of DeliveryCircle, a technology company and final mile provider. She also served as VP of Marketing Strategy at Ryder, VP of Sales & Marketing at KC Southern Railroad, Chief Commercial Officer at Verst Logistics and SVP of Sales at YRC Freight.  Doug Grawe, General Counsel at Openforce For Doug, law school essentially changed how he analyzed problems which has proven to be an invaluable skill for corporate transportation companies over the last 17 years. A quick study, Doug grew most of his career with Dart Transit Company, one of the top-performing and established trucking companies in America. Dart is known for building one of the best owner-operator business models, where Doug had the opportunity to learn from some of the great industry pillars. From there, Doug founded the Grawe Group, LLC, a law and consulting firm specializing in transportation. He has advised several businesses to help them achieve their goals through practical, sustainable risk management solutions. Doug thrives on serving as a partner to transportation business leaders and collaborating with them to figure out solutions, not just telling them what they can and cannot do. Doug attended Iowa State University and holds a law degree from Hamline School of law. He is currently a board member of the Minnesota Trucking Association and chair of its Government Affairs Committee. Believing rules are made by those who speak up, Doug is active on a variety of policy issues impacting the transportation industry, but most notably protecting the rights of drivers to choose independence or employment in the transportation industry. Doug has written many trade articles on the independent contractor issue and submitted amicus briefs to the U.S. Supreme Court to protect the rights of drivers and carriers to choose. About Openforce Openforce is the leader in technology-driven services that reduce operating costs and mitigate risk for companies using independent contractors. Their cloud-based applications help companies and contractors alike achieve more sustainable, profitable growth by removing financial, operational, and compliance barriers to getting business done.

Selling With Love is more than a podcast! Join the community of like-minded entrepreneurs ready to overcome their sales blockages and transform the planet at: https://www.linkedin.com/groups/14070148/ ======= Are you a CEO or a founder struggling with sales? If so, pay attention because Alice Heiman can make your current and future life way easier. Along the interview, you'll discover the first sales, leadership skills and progressive stages that every CEO has to go through. Besides, you can discover why is never to late to learn how to sell, and the crucial aspect of remaining close to your customers if you want to thrive in business. Save the episode and take good notes because it can save your present and upcoming career. =======

It's no secret that the B2B sales game has become harder and harder. With more informed buyers, the same old sales techniques aren't working at the same success rate to convert prospects to customers. But, what should sales reps and leaders do to really move the sales needle? The answer is simple: better prospecting! Yet, the key to doing this successfully often comes down to your sales cadence and the specific actions you're taking and when. This is the topic we cover in a special episode of the Modern Selling Podcast with one of the greatest minds in sales. Priya Sachdev is the Chief Customer Officer, here at Vengreso. She is responsible for Vengreso's Customer Success and Support team as well as all implementation, training, coaching, and delivery of the entire LaaS (Learning as a Service) and SaaS technology suite to the 1,100+ companies that Vengreso has served. Priya has been in the sales training industry for over 20 years and has overseen sales enablement for a leading global provider of digital transformation services as well as serving for 13 years at Miller Heiman Group, where she was the Enterprise Sales Transformation Leader, responsible for consulting with clients globally in sales transformation. In addition, she served as the Vice President of APAC where she was instrumental in overseeing, accelerating, and delivering sales training, methodology, and consulting to the APAC region. If that wasn't enough, Priya has been named as one of the top 25 Most Influential Women in India by CEO Magazine and recognized as one of the 10 Successful Women to Watch by Insights Success. Make sure to tune in to the full conversation to see the specific sales cadence and prospecting strategies are working now to book more meetings, fill pipelines, and get to a sale even faster! How Do You Get to the First Sales Conversation? Going from a cold outreach message to a sales call is often the hardest part of the entire sales cycle. That's why when we polled almost 1,300 sales professionals, 69% of them acknowledged that the most challenging part of their work was getting the first conversation. At Vengreso, we created a full prospecting guide with our unique PVC methodology that walks through the secret formula we've found that works to engage prospects with EVERY message. So, I was curious to hear Priya's perspective on what sales reps can do to lower the barrier to entry and get to a sales call faster. She shares, “we're in a sales pandemic and the biggest problem with prospecting is that sales reps are not following through. The sales cadence and the sales channels used are not right for the target audience.” I've seen in my 20+ years of sales that follow-through is everything if you want to close big deals. But, all too often, sales leaders overemphasize quantity over quality, which leaves lots of money left on the table. Join the conversation and download this episode to learn more about what's working to get prospects to lean in with the first message. What Are the Best Channels for Prospecting? In today's hyperconnected world, there are so many ways that we can reach and engage with prospects. From social media to email, to SMS, to phone calls – we're not short on channels to choose from. However, so many sales reps focus on one channel and never diversify their approach. Studies have found that when you use one channel you can expect about 10% engagement. If you add a second, third, or fourth channel to reach prospects, then you can increase your engagement by 400%! That's why at Vengreso, we take a multi-channel strategy that includes four key parts of our sales cadence: Connecting on LinkedIn Sending a personalized text message Following up with email Using video to engage In my conversation with Priya, we dive deeper into how to implement each of these channel strategies to increase prospecting success. This part of the conversation alone can be game-changing if you've been struggling to get higher prospect engagement with your current sales cadence. Get a pen and paper ready and listen to the episode now. Pay particular attention to the first 15 minutes for actionable insights that you can apply today to your sales cadence to produce better results – without adding extra work. How Should You Use Sales Automation Tools? This can be a tricky question to answer. Because although automation can help to streamline processes and increase your sales productivity, it can also be the reason sales reps aren't closing deals. Modern B2B buyers are savvy enough to know a personalized message from an automated response. Personalized messages get responses back. Automated, generic messages do not. It's really that simple. But, automation does still have its place in the sales process. Using powerful tools like FlyMSG can be great to make it easier for you to quickly personalize your sales messages. In addition, leveraging LinkedIn's Sales Navigator can give your sales teams incredible insights into which connections to make, who to engage to get to a sales call, and what personalized bits of information you can insert into your messages. Modern seller beware! Sales tools are only effective when you know how to use them properly. As I always say, “a fool with a tool, is still a fool.” This is why having the right sales training and using sales tools in the right parts of your sales cycle are so critical. Make sure to listen to this episode to hear what unique strategies we're using at Vengreso to land bigger deals, increase our prospecting success, and make the B2B selling process seamless! 

As we have embarked on the Great Resignation with droves of people leaving or switching jobs and careers, how to find qualified salespeople and getting them to stay has become a hot topic. Since it can take upwards of a year for a new sales rep to truly be competent enough to close deals on their own, the time, energy, and money invested in training is not something most sales organizations take lightly. But, the question becomes: What are the best sales recruitment and training practices that top sales organizations are using to retain their top talent? That's the question we answer in this episode of the Modern Selling Podcast, with my guest, Priya Sachdev.  Priya Sachdev is the Chief Customer Officer, here at Vengreso. She is responsible for Vengreso's Customer Success and Support team as well as all implementation, training, coaching, and delivery of the entire LaaS (Learning as a Service) and SaaS technology suite to the 1,100+ companies that Vengreso has served. Priya has been in the sales training industry for over 20 years and has overseen sales enablement for a leading global provider of digital transformation services as well as serving for 13 years at Miller Heiman Group, where she was the Enterprise Sales Transformation Leader, responsible for consulting with clients globally in sales transformation.  In addition, she served as the Vice President of APAC where she was instrumental in overseeing, accelerating, and delivering sales training, methodology, and consulting to the APAC region. If that wasn't enough, Priya has been named as one of the top 25 Most Influential Women in India by CEO Magazine and recognized as one of the 10 Successful Women to Watch by Insights Success. Be sure to download my full conversation with Priya to learn what sales leaders can do to attract the right talent and get them to stay. What are the major challenges with hiring sales staff? I think most sales leaders of sales organizations would agree – it has become increasingly difficult to find sales reps that will stand the test of time. As the CEO of Vengreso, I've experienced the high churn rate among new sales reps – with some of our new BDRs staying for under 9 months, before being recruited by larger sales organizations. To properly train a BDR requires a minimum of six months for them to be at a place where they can start to independently prospect in a way that actually benefits the company. And, the same is true for an SDR. That's why, we easily pour over $50,000 in sales training and coaching in each of our sales reps within their first year. And, we do this because we believe in them having the right tools, the right systems, and the right strategies to perform – and to perform well. However, you can imagine the toll this takes, when that talent you trained leaves your organization shortly after that year of training. I wanted to get Priya's insight on the topic and see what she thought could be done to help slow (or ideally stop) the sales ‘brain drain' that's happening. She shares, “The challenge is there are more people looking to hire salespeople, than there are people looking for sales jobs. So, many sales organizations are being forced into a place where they will hire whoever they can find with the hopes that they will train them to be an ‘okay' salesperson. The problem with this is that you have people in high-paying roles that were never groomed (or qualified) to be there. And, in some cases, companies aren't figuring this out until months have passed and thousands in training have been invested.” If you're finding it difficult to find qualified salespeople, make sure to listen to our conversation and hear what Priya shares should be done to better vet applicants. How does the sales hiring process need to change? I've been in sales for 25+ years and I've had my fair share of star employees leave, even after I invested in their professional development. This isn't to say you aren't ‘allowed' to transition to other companies or new roles. But, the struggle for sales leaders today is in how to properly assess if an applicant is a right fit for your open sales position(s). At Vengreso, we have a very extensive and thorough hiring process. We take all new applicants, regardless of their previous sales experience and require them to go through our multi-step hiring protocol. Not only does this weed out those who are not fully committed, but it helps us to also see how well they can learn and implement parts of our prospecting model. Since Priya has seen firsthand what goes into grooming an excellent SDR, during her time as a sales enablement leader for one of the largest sales organizations in the world, and now with Vengreso – I wanted to hear her thoughts on what the sales hiring process should include. Priya's insights were spot on, “We have a very different generation of workers. Many times people come into a role with an exit strategy already in mind, if things don't work out. We really need to be hiring for people that are willing to invest as much time and effort in developing their career as we are in training them to be successful.” Tune into this episode of the Modern Selling Podcast to learn what red flags you should be looking out for, before you hire your next BDR or SDR. What are the characteristics of a great sales rep? I always champion the saying that “selling is the art of helping”. If we're not helping our customers solve a problem, then they're not going to buy. We train our sales reps to get to know their prospect as much as they can before they even attempt a single sales message. Whether that's looking at their LinkedIn profile, reading their posts, researching their company or their specific role within the organization – we train them to find a human touchpoint to use. That way when they do reach out, they can do so with a highly personalized message. And, as we know, personalized messaging in prospecting is a must. We teach this in our proven PVC methodology. I ask Priya what her take was on what makes an exceptional sales rep. She shares, “We've become so immersed in sales technologies and automation to make the sales reps job easier. But, these tools are only effective when sales reps know how to use them to improve their prospecting. It's not enough to send an automated message. We need personalization, we need sales reps that know how to engage with a prospect. And, we need sales reps that will do the work to make each outreach successful.” Be sure to download this episode to hear the major shift that Priya believes must happen if sales organizations are going to find and train top talent to stay.

Virtual and digital selling skills are at the forefront of every business and sales leader's current plans and needs. After the COVID pandemic, digital selling has been put on steroids. Let's learn all about digital selling and how you can ace it effortlessly by one of the top sales leaders - Priya Sachdev.Priya comes with 30+ years of experience in sales training and consulting. She has worked with global companies and clients like Miller Heiman Group, Business Salt consulting, and now Vengresso where she is the Chief Customer Success officer which is a leading digital-sales training, coaching, and technology company. With her blogging avatar as Jill of all, she takes pride in being an aging activist and Inclusion Evangelist. She comes with a rich set of accolades having been listed as one of the top 25 Most Influential Women in India by CEO Magazine and named as one of the 10 Successful Women to Watch by Insights Success.On the show, we navigate through the following lanes:Best practices for digital sellingHow to prepare yourself and your prospect for a virtual sales situationTips on developing trust in a digital environment3 areas where women can lead in digital sellingPriya's toolkit for digital salesConnect with Priya Sachdev atwww.linkedin.com/in/salespractitioner/https://thejillofall.com/Listen to the episode now!For more sales insights for solopreneurs visit www.roshnibaronia.com

Virtual and digital selling skills are at the forefront of every business and sales leader's current plans and needs. After the COVID pandemic, digital selling has been put on steroids. Let's learn all about digital selling and how you can ace it effortlessly by one of the top sales leaders - Priya Sachdev. Priya comes with 30+ years of experience in sales training and consulting. She has worked with global companies and clients like Miller Heiman Group, Business Salt consulting, and nowhttps://vengreso.com/ ( Vengresso) where she is the Chief Customer Success officer which is a leading digital-sales training, coaching, and technology company. With her blogging avatar as Jill of all, she takes pride in being an aging activist and Inclusion Evangelist. She comes with a rich set of accolades having been listed as one of the top 25 Most Influential Women in India by CEO Magazine and named as one of the 10 Successful Women to Watch by Insights Success. On the show, we navigate through the following lanes: Best practices for digital selling How to prepare yourself and your prospect for a virtual sales situation Tips on developing trust in a digital environment 3 areas where women can lead in digital selling Priya's toolkit for digital sales Connect with Priya Sachdev at http://www.linkedin.com/in/salespractitioner/ (www.linkedin.com/in/salespractitioner/) https://thejillofall.com/ (https://thejillofall.com/) Listen to the episode now! For more sales insights for solopreneurs visithttp:// www.roshnibaronia.com ( www.roshnibaronia.com)

Christine is my special guest on this episode all the way from Ontario. We met as consultants at Miller Heiman Group (now Korn Ferry) and have stayed in touch ever since. Christine is passionate about leadership and especially developing women into outstanding leaders. Christine started her career with an undergraduate and master's degree in mechanical engineering. After years as a design engineer, she joined a management consulting firm and gained further expertise on restructuring and implementing organizational change. In 2008, she made the bold decision to begin her own business selling and leading sales training and leadership development programs. Today she helps companies improve workplace culture; implement coaching philosophies into the workplace and helps leaders operate at their maximum potential. Christine manages Leader in Motion, hosts the Best Boss Ever Podcast and the publishes the leadership note The Whipp on a regular basis. You can connect with her on Linkedin or at leaderinmotion.com .

LinkedIn, Consistency, and the FutureIn this episode of The Outspoken Podcast, host Shana Cosgrove talks to Colleen McKenna, CEO and Founder of Intero Advisory, LinkedIn Trainer, Author of It's Business, Not Social™, and Leader in LinkedIn Branding, Sales and Recruiting Enablement. Colleen gives her insight and professional tips on marketing yourself and your business on LinkedIn. She goes into what it is like working alongside her family, what her business work environment is like, and the way she looks at the future. Colleen also shares the catalysts of her starting her book and what that experience has been like for her. Lastly, we get to hear books that have impacted Colleen and her fun fact about Oprah Winfrey! QUOTES “Most CEOs don't love social media. But, they will be open-minded to a business tool that will help them increase productivity and sales, find talent, help their salespeople connect with the right people, and share their content and build their brand.” - Colleen McKenna [18:10] “I'm pretty driven once I say I'm going to work on something and I like creating things...I always say I'm like the baker…So, I'm usually the person that puts it in the oven, pulls it out, puts it on the table, then other people on the team finish it up and make it beautiful. - Colleen McKenna [30:28] “I think everyone should take a look at their [LinkedIn] profile and really make sure that their profile is built out as a marketing tool.” - Colleen McKenna [37:31] “Always add value to a conversation. I think that's my 2021 motto. Are you adding value to the conversation?” - Colleen McKenna [42:27]   TIMESTAMPS  [00:04] Intro [01:44] Meet Colleen McKenna [03:55] Starting a Business [06:46] HubSpot [07:48] Business Establishment [10:00] Remote Work and COVID-19's Effect [11:05] Look-Back of the Year [13:08] LinkedIn as a Business Search Engine [14:37] Growing as a Business [18:36] Delegation and Building a Team [21:32] Pricing Services [22:33] Joyful Moments [25:23] Digital Communication and Relationships [27:01] It's Business, Not Social™ [31:18] Colleen's Children [33:41] Technology and Being a Futurist [34:29] Colleen's Husband and Work Environment [37:27] Colleen's Tips for LinkedIn [42:57] Treating LinkedIn Like Facebook? [45:20] Cons of LinkedIn [48:12] Connecting With New People [49:48] LinkedIn Networking and Features [52:07] Creating Content on LinkedIn [54:58] Data and ROI [58:09] LinkedIn in the Hype Cycle [01:00:25] Colleen's Impactful Reads [01:02:06] Colleen's Fun Fact [01:04:06] Outro   RESOURCES https://www.hubspot.com/ (HubSpot) https://marcussheridan.com/ (Marcus Sheridan) http://riverpoolsandspas.com (River Pools) https://www.vistage.com/ (Vistage Worldwide) https://www.facebook.com/ (Facebook) https://twitter.com/ (Twitter) https://www.instagram.com/ (Instagram) https://www.google.com/ (Google) https://www.linkedin.com/in/robertbmiller1/ (Bob Miller) on LinkedIn https://www.millerheimangroup.com/ (Miller Heiman Group, Inc.) https://zoom.us/ (Zoom) https://www.xerox.com/ (Xerox) https://www.linkedin.com/in/reidhoffman/ (Reid Hoffman) on LinkedIn https://www.startupofyou.com/ (The Start-up of You: Adapt to the Future, Invest in Yourself, and Transform Your Career) by Reid Hoffman (Permanent Beta) https://www.amazon.com/Alliance-Managing-Talent-Networked-Age/dp/1625275773 (The Alliance: Managing Talent in the Networked Age) by Reid Hoffman https://www.linkedin.com/pulse/what-i-learned-young-professional-during-pandemic-sarah-bentley/ (What I Learned as a Young Professional During a Pandemic )by Sarah Bentley https://www.linkedin.com/in/sarah-m-bentley/ (Sarah Bentley) on LinkedIn https://www.linkedin.com/premium/products-v2/?intentType=FIND_LEADS&upsellOrderOrigin=guest_login_sales_nav (LinkedIn Sales Navigator) https://www.amazon.com/Life-Transitions-Mastering-Change-Any/dp/1594206821 (Life Is in the Transitions: Mastering Change at Any Age)...

Mark Boundy is an expert in value building, selling, and marketing. In this episode, Mark explains how to present value to your customers in a measurable, concrete, and real way where value is quantified resulting in more profitable deals and paying customers.   Why you have to check out today's podcast: Learn how to translate your customers' feature-and-benefit differentiation into a customer-differentiated customer outcome. Understand the buyer's purchasing journey so they know the value they are getting, and you become their only choice Discover the 13 things you need to know about your customer, so you win every time   "Right now, customers are really struggling with some different issues. And slowing down and understanding your customers' business and how their business is changing gives you an opportunity to really set yourself apart as that trusted advisor, that trusted partner who can help them co-create a solution that maybe your competitors could, but your crappy competitor salespeople don't."  - Mark Boundy   Topics Covered: 02:47 - What is a sales funnel and the misconceptions about it 03:57 - The most shortsighted thinking when it comes to sales funnels 07:03 - Thoughts on some terms used that are seller-centric 08:46 - What the process looks like when humans decide at something 10:18 - What happens when customers are only self-informed 12:53 - The likelihood when there is no differentiating factor among sellers other than the price 14:11 - How to make customers ‘will I' compelling that you are the only choice for the ‘which one' decision 15:23 - Creating demand for the outcomes that come from the differentiating feature 17:10 - Importance of dollarizing outcomes 18:01 - What's with personal outcomes 19:39 - Value versus price 26:43 - Thirteen things you need to know about your customers   Key Takeaways: “If we tell salespeople just to find out what the customers have self-informed and what their envision is, what usually happens is the result of that self-informing is under informing and misinforming and some combination. And their vision for the future is probably pretty underwhelming. And if you actually build exactly what they envisioned, it would never have ROI in the first place.” - Mark Boundy “We train people using methodologies and great questions and understand and uncover the pain. To uncover, get a perfect vision of the customer's imperfect vision. When we ask them to uncover the pain, the customer can only answer the pain that is the result of their self-informed vision, they can only give you what they know. They need an expert to say have you ever thought about this or other customers like you have actually found this, too.” - Mark Boundy “You have to bring them [customers] from a 'will I' to a 'what will I'. As soon as that 'what will I' becomes compelling, then they're back to a 'will I' and it happens to be a 'will I' that you're the only available 'which one'?” - Mark Boundy “I work with my clients to understand their differentiation. And I work with them really hard to translate their feature-and-benefit differentiation into a customer differentiated customer outcomes.” - Mark Boundy “Value only exists in your customers' mind, that scale, that counterbalance only exists in your customers' mind. Your value that you articulate, it's a value proposition, you're proposing something that you hope comes into existence between your customers and yours. So, credibility is what opens their ear.” - Mark Boundy “Value has to outweigh the price. Your differentiated value has to outweigh the price premium over the next best choice.” - Mark Boundy   Resource/People Mentioned: Radical Value: How to Take Your Company to the Next Level Through Radical Customer Centricity by Mark Boundy: https://www.amazon.com/Radical-Value-Company-Customer-Centricity-ebook/dp/B08527K4ZG The Nature of Human Intelligence by Robert J. Sternberg: https://www.amazon.com/Nature-Human-Intelligence-Robert-Sternberg/dp/1316629643 Miller Heiman Group website: https://www.millerheimangroup.com/   Connect with Mark Boundy: Website: https://boundyconsulting.com/ LinkedIn: https://www.linkedin.com/in/markboundy/ Email: mark@boundyconsulting.com   Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/

Alice Heiman is one of the most sought after entrepreneur sales coaches who Founded and is Chief Sales Officer of Alice Heiman, LLC. It is where she extensively demonstrates the direct correlation between sales performance and a leader’s mindset as she firmly believes and practices that a sales leader’s approach to their sales team immediately and dramatically determines the sales results. Alice has spent over 20 years training sales professionals all over the US on a variety of skills, strategies, and tactics. Despite the fact that sales wasn’t the first choice for her career path, she still found her way in establishing her name in the industry that’s separate from her father, Miller Heiman who owns Miller Heiman Group - one of the most recognized pioneering sales training service providers in the US. Further proving that her talents are deeply rooted into her genes, Alice is a thought leader who is always incorporating the newest research and best practices into her sales programs which are proven and tested to master the complexities of sales and accelerate results. From generating leads, handling objections, closing deals, to retaining customers and getting a consistent flow of referrals, she’s an expert in simplifying the sales process that would fit the company’s culture. Alice will be launching her own podcast that features CEOs of mature companies that are within the $10 - 100 Million range as they talk about how they built their organizations and the things they do to keep their sales in a constant progression. Found out more when you visit her website at https://aliceheiman.com.Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Please make sure to rate and review the show on Apple.

What You'll Learn From This Episode:Tips on how to close deals with new and existing customersFind out if your sales organization can get to that next level of growthUsing the map: 'Mutual Action Plan'Related Links and Resources:On my blog, there is an article about Mutual Action Plan and a template that you can download so that you build your very own Mutual Action Plan. Once you've done that customer's list that I've just told you to do, you are going to need Mutual Action Plans to figure out the best way to move forward with any sales opportunity you have. So, it's www.aliceheiman.com/blog and then type in the search 'Mutual Action Plan.Summary:Alice Heiman is the Founder of Alice Heiman, LLC. Alice is recognized by Forbes.com, as being among the world's leading experts on the complex sale. and originally, from the widely known Miller Heiman Group, she works with owner-led companies with a B2B complex sale to build their sales organization.Here are the highlights of this episode:1:27 Alice's ideal Client: An ideal client for me is the CEO of an innovative company with a business-to-business complex sales that has exceptional growth potential-but they're stuck. They might have hit a plateau or they're just aren't sure what's the best path is to get to their next level in profitable sales2:06 Problem Alice helps solve: I help them improve their sales organizations which encompasses a lot of things but improving that so they can make sales easier and that means they can close more deals. But not just with brand new customers, with their existing customers as well.2:55 Typical symptoms that clients do before reaching out to Alice: Well, many times a CEO will call me and say "we're not growing our existing accounts; we're retaining most of them, we have a pretty good retention rate but there's so much growth in those existing accounts and we're just not growing them" that's one of the things. Sometimes they say something to me like "I'm not sure if my team can take us to the next level; the investors and I have a vision but where sales is going, I don't know if the team can take us there. Sometimes they say "I'm not quite sure if my sales leaders have the skills, they need in order to get that sales team out there and really get them closing deals." Those are the kind of things I hear when the CEO is wondering, whether the sales organization that's existing can get to that next level.. you know, that double digit, triple digit growth that they really want, that their investor wants. When they're wondering, then that's the symptom - they're WONDERING.4:29 What are some of the common mistakes that folks make before finding Alice and her solution: You and I both know that these supermen and women wear many hats when they're leading a company. They have a lot of pressure from investors and stakeholders and sometimes their own family if it's a family-owned business. And so, they're trying to do a lot of different things and they're probably aren't focusing on sales; it's one of many things. A big mistake is not placing the proper focus on sales and depending on someone else to be doing that, and they're really not. Another thing is strategy; a big mistake is not having a clear strategy for your company. If you don't have that, you certainly can't have a clear strategy for sales. 'Get more sales' is not a strategy. So, we need a clear strategy that is communicated and I see that often as a mistake. The sales leaders and the sales people aren't quite sure which market they should go after - they should pay attention to existing customers or perhaps to just getting new logos. That unclear strategy is a big mistake.6:07 Alice's Valuable Free Action (VFA): This is it, and if you haven't done this yet, then the minute you stop listening, I need you to make a list of your existing customers. I want you to rate them and rank them in some way, it might be the ones who spend the most money, it might be the one's with the potential to spend ...

What You’ll Learn From This Episode:Tips on how to close deals with new and existing customersFind out if your sales organization can get to that next level of growthUsing the map: 'Mutual Action Plan'Related Links and Resources:On my blog, there is an article about Mutual Action Plan and a template that you can download so that you build your very own Mutual Action Plan. Once you've done that customer's list that I've just told you to do, you are going to need Mutual Action Plans to figure out the best way to move forward with any sales opportunity you have. So, it's www.aliceheiman.com/blog and then type in the search 'Mutual Action Plan.Summary:Alice Heiman is the Founder of Alice Heiman, LLC. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale. and originally, from the widely known Miller Heiman Group, she works with owner-led companies with a B2B complex sale to build their sales organization.Here are the highlights of this episode:1:27 Alice’s ideal Client: An ideal client for me is the CEO of an innovative company with a business-to-business complex sales that has exceptional growth potential-but they're stuck. They might have hit a plateau or they're just aren't sure what's the best path is to get to their next level in profitable sales2:06 Problem Alice helps solve: I help them improve their sales organizations which encompasses a lot of things but improving that so they can make sales easier and that means they can close more deals. But not just with brand new customers, with their existing customers as well.2:55 Typical symptoms that clients do before reaching out to Alice: Well, many times a CEO will call me and say "we're not growing our existing accounts; we're retaining most of them, we have a pretty good retention rate but there's so much growth in those existing accounts and we're just not growing them" that's one of the things. Sometimes they say something to me like "I'm not sure if my team can take us to the next level; the investors and I have a vision but where sales is going, I don't know if the team can take us there. Sometimes they say "I'm not quite sure if my sales leaders have the skills, they need in order to get that sales team out there and really get them closing deals." Those are the kind of things I hear when the CEO is wondering, whether the sales organization that's existing can get to that next level.. you know, that double digit, triple digit growth that they really want, that their investor wants. When they're wondering, then that's the symptom - they're WONDERING.4:29 What are some of the common mistakes that folks make before finding Alice and her solution: You and I both know that these supermen and women wear many hats when they're leading a company. They have a lot of pressure from investors and stakeholders and sometimes their own family if it's a family-owned business. And so, they're trying to do a lot of different things and they're probably aren't focusing on sales; it's one of many things. A big mistake is not placing the proper focus on sales and depending on someone else to be doing that, and they're really not. Another thing is strategy; a big mistake is not having a clear strategy for your company. If you don't have that, you certainly can't have a clear strategy for sales. 'Get more sales' is not a strategy. So, we need a clear strategy that is communicated and I see that often as a mistake. The sales leaders and the sales people aren't quite sure which market they should go after - they should pay attention to existing customers or perhaps to just getting new logos. That unclear strategy is a big mistake.6:07 Alice’s Valuable Free Action (VFA): This is it, and if you haven't done this yet, then the minute you stop listening, I need you to make a list of your existing customers. I want you to rate them and rank them in some way, it might be the ones who spend the most money, it might be the one's with the potential to spend ...

Alice Heiman is Founder of Alice Heiman, LLC. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale. and originally, from the widely known Miller Heiman Group, she works with owner led companies with a B2B complex sale to build their sales organization. And today she shares her expertise with us.

Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. Dekiba offers her best advice on how executive sales leadership can own sales data strategy. She then gives a case study to show how taking a step back—going slow to go fast—results in sales operations, sales enablement and sales management working together to create a data strategy that accelerates seller performance.

Kevin Lewis, Global Sales Excellence Leader at Milliken and a Miller Heiman Group icon, joins Greg Moore this week to discuss how sales managers set themselves up for success. From investing in coaching to moving from an old-school mindset, Lewis explains how both novice and experienced sales managers can bring the best out of the sellers in the field.

Vad är modern försäljning och hur startade det? Den som vet, är Kaj Hattenhauer Sales Vice President på Miller Heimann Group. Bolagets produkter SPIN och Strategic Selling, var föregångare och lade grunden för vad vi idag kallar modern försäljning. Kaj berättar om hur säljutbildningar har ändrats under de senaste 30 åren och vad kunderna vill ha nu, jämfört med då.Kaj Hattenhauer – Miller Heimann Group Känner du till SPIN-metoden och Strategic Selling? Bra, men visste du att de ligger till grund för modern försäljning? Men hur blev det så egentligen? Kaj Hattenhauer på Miller Heiman Group berättar om hur allt började i detta avsnitt. Jag ville ju så klart veta hur ett bolag kan kalla sig för grundare till modern försäljning? Kaj beskriver hur de bedrivit forskning om försäljning sedan 1957 och förfinat sina processer för varje år som gått. Allt för att följa moderna kunders förväntningar och behov. Det är troligt att du gått en säljutbildning någon gång. Kommer du ihåg vad du lärde dig? Vad är det som gör att bolag idag vill att säljträning ska gå snabbt och klaras av på kort tid? Vi har ju ett enormt behov av säljträning som säljare. Vi skulle därför behöva träna mycket mer för att ge våra kunder rätt service i säljsituationen. Miller Heiman Group är bolaget som dels utbildar inom försäljning, men som också gör stora studier. Det tar också fram teknik för uppföljning och har konsultativ rådgivning med sina kunder. Läs mer om deras tjänster på www.millerheimangroup.com Det visade sig att jag och Kaj sågs på en säljutbildning i Idre för 20 år sedan. Jag var ju därför tvungen att fråga om hur säljutbildningar kommer se ut om 20 år. Håll kvar till slutet, för det blir ett kul svar! /Mattias P.S. Prenumerera på Säljpodden i iTunes, Spotify eller på Säljpodden.se. Gå också gärna med i Säljpoddens grupper på Facebook, Instagram och Linkedin. Tack! D.S Inlägget Grundaren av modern försäljning – Kaj Hattenhauer dök först upp på Säljpodden. See acast.com/privacy for privacy and opt-out information.

Business builder, Sales leader, author, coach, consultant, teacher…Chief Clarity Officer…Mark Boundy has grown businesses in a variety of industries by virtue of his relentless focus on uncovering customer value and delivering high-value results. While at W.L. Gore & Associates, Mark began weaving a focus on customer value into Miller Heiman's complex selling methodologies .  This combination grew one of that company's most competition-threatened products by twenty percent/year…every year…while increasing margins and profits. Then, at Lucent Technologies.  Mark applied his customer-value approach; pivoting the world's first carrier-class VoIP product away from a cost-saving to a platform for delivering applications which had never existed: virtual call centers, virtual office presence — even the first product roadmap for Unified Communications platforms, and being awarded a patent for a multimedia conferencing. Switching to Commercial Finance, he ultimately found his way to GE Capital.  Instead of simply selling money–the ultimate commodity, Mark learned each customer's businesses, in order to deliver unique value to each, with decidedly non-commodity pricing.  Mark's client portfolio was in the top 5% in top-line revenue, while also in the top 5% for profitability.Mark Boundy aligned with Miller Heiman to combine the world's most successful sales methodologies with his value discipline for his clients.  Now, the Miller Heiman Group integrates an even more robust toolkit: assessments, SPIN, Coaching, Playbooks, Research…all powerful, but combining them with Mark's customer-value-centric methodology gives Mark's clients an added dimension…one that they…and their customers …value. www.boundyconsulting.com Learn more about your ad choices. Visit megaphone.fm/adchoices

Miller Heiman Group performance consultant Pam Hammers, who focuses on the manufacturing industry, chats with host Greg Moore about how manufacturing sales organizations can adapt their sales talent strategy to recruit, train and retain millennial sellers.

Cybersecurity trends and change in business models from Armor Cloud Security CEO Mark Woodward, plus insights on sales excellence from The Miller Heiman Group's CSO Insights MD Seleste Lunsford.

In this episode we had Jim Dickie, Partner at Sales Mastery discuss latest trends in B2B Sales and Marketing. About Jim: Jim Dickie is a Co-Founder of CSO Insights and Research Fellow for Sales Mastery; an independent research firm that focuses on profiling case study examples of how firms in the B2B marketplace are leveraging sales process, CRM, AI and knowledge to optimize revenue performance. Jim has over 30 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim then went on to co-found CSO Insights, which was acquired by Miller Heiman Group. Jim is also a contributing editor for CRM Magazine, CustomerThink, Top Sales World, and a contributing author for the Harvard Business Review. He has served as an advisor to Baylor Center for Professional Selling, William Patterson University’s Russ Berry Institute for Professional Selling, and is a lecturer at the University of Georgia’s Terry College of Business and the University of Colorado’s Leeds School of Business. Over the past twenty years, Jim’s teams have surveyed over a thousand sales transformation initiatives. Their research has become the benchmark for understanding how the role of sales is evolving, the challenges that are impacting sales performance, and most importantly what companies are doing to address those issues. Having worked with clients spanning multiple industries, including such firms as 3M, ADP, Cisco Systems, Corning, Direct Energy, Fairchild Semiconductor, Federal Express, IBM, Accenture, VISA, Xilinx, McKesson, Unocal, as well as many small to midsize enterprises, Jim has a broad perspective into sales transformation in the B2B world. Top ten takeaways from the episode: “A key question to ask in B2B Sales today is- What’s the next generation of solutions to optimize sales through better solutions.” “I spend part of my time looking for answer and the other part of my time sharing answers!” “One of the major trends we are seeing (because people have access to better data) is that marketing and sales is trying to be all things to all people.“ “We see people spend a lot of time identifying what their ideal prospect looks like.” “We have to start thinking about things from our prospect’s perspective. A personalized message should talk about how you can help someone do their job better. Everyone makes a decision based on personal payback.” “We spend a lot of time doing an analysis to understand who we want to engage with. But we forget to identify how we can help other people do something better.” “We have to earn the right to engage people as Sales and Marketing people today.” “A lot of companies do sales cycle reviews to understand why they lost a deal. But how often do they ask themselves, ‘what did you do to lose the deal’?” “If Customer Support people are not part of a prospecting campaign or part of the marketing campaign, there will always be a disconnect.” “When we did our study, the number one thing people were focused on is AI for lead generation.” About the podcast Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.

Subscribe to Modern Marketing Engine Apple Podcasts |Stitcher |Google Play | Google Podcasts   Great content marketing is about more than just publishing content. Your content has got to stand out - it's got to be truly great. On this episode of the Modern Marketing Engine, Bernie hosts Stephanie Stahl, the General Manager of the Content Marketing Institute. She says that the companies that do content marketing really well are those that are providing the best content, content that is aimed at connecting with audiences emotionally about things that really matter to them. Listen to this episode to learn how brands are doing great content marketing, why webinars are still very effective, what isn’t working for content marketing, and why having a clear picture of your audience's content consumption preferences is one of the most important things to understand. As GM of the Content Marketing Institute, Stephanie brings a wealth of experience to this topic, so be sure you listen! How Does Great Content Marketing Work Differently For B2C and B2B? Content marketing has evolved over the years and has traditionally required differing approaches for B2C and B2B. Today, both require a similar philosophical approach because both are aimed at attracting an engaged and loyal audience - and in both cases, the challenge is that there is so much content out there, it’s hard to create truly great content that overcomes the noise. The answer is to create truly great content all the time. Consistency is key. Brands that are doing successful content marketing are showing their personality, speaking directly to their target audience as people, and appealing to the human desire to see the greater good served. Listen to Stephanie’s description of great content marketing and use it as a benchmark for assessing your own content marketing strategy. Are you building the trust you need to build? Are you speaking to your customer avatar in the right way and using the right methods? Webinars Are Still A Winner For B2B Content Marketing Webinars have long been a mainstay as an effective tool for great content marketing. Stephanie says they are still working extremely well for many brands, though the format and approach have changed in many ways over the years. Webinars are a great way for prospective customers to spend an hour taking a deep dive into an important topic to learn something valuable that makes a connection to the brand delivering the webinar. Research shows this to be true, as does Stephanie’s experience. In her gut, she knows that webinars are still very powerful for content marketing. Is your organization conducting webinars? Why or why not? Does Your Content Marketing Include A Variety Of Types Of Content? Content marketing isn’t just about getting attention - it’s about earning trust and credibility with your audience. That means you need to learn the formats and channels that best suit your audience. How are you going to do that? You need to explore all the channels of content that your audience uses. We refer to this as the “Omnichannel approach.” In most cases, your ideal audience will not be focused on only one form of content. Publish many types of content and then assess what is most effective in reaching and engaging your audience. Stephanie points out that content marketers must study what’s effective with their particular audience. Are the channels you’re using the best ones for your audience? Is what you’re publishing resonating with your audience? It’s the only way to ensure you’re spending your time in the most productive content creating practices. You'll also hear about the Content Marketing Institute’s annual event - Content Marketing World coming up in September and how you can get a $100 discount to attend this year's event. Bernie is speaking yet again at CMW. This year he is partnering with Seleste Lunsford, Chief Research Officer at CSO Insights, the research division of Miller Heiman Group. Bernie and Seleste are presenting key strategies for integrating content into sales enablement. (cham to insert CMW image of Bernie & Seleste here) Be sure to listen to the entire episode for Stephanie’s insights and recommendations for great content marketing. Featured on This Episode Stephanie on LinkedIn Stephanie on Twitter: @EditorStahl Stephanie on Instagram: @Stephanie_Stahl Seleste Lunsford on LinkedIn Outline of This Episode [2:49] The evolution of content marketing in B2B and B2C [5:23] What are the things that are not working in the B2B space? [9:17] The annual event CMI puts on: Content Marketing World [16:25] A preview of the fun activities that happen at CMW [18:41] Bernie’s summary of the conversation Resources & People Mentioned The Content Marketing Institute (CMI) Episode 206 of the podcast, with Cathy McPhillips of the Content Marketing Institute The Content Marketing World event (this year’s theme, “Amaze Your Audience” Seleste Lunsford, Chief Research Officer of CSO Insights The Rock N Roll Hall of Fame Punchbowl Social Get into the conference for $100 off. Use the code “MME100” 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.

  Miller Heiman Group, the flagship 40-year-old company in the sales training and consulting space, has introduced integration of “Scout” for Microsoft Dynamics. In this program, Dana Hamerschlag, Chief Product Officer of Miller Heiman Group, discusses how Scout improves daily sales productivity and CRM compliance which frees up face to face sales time.  Hamerschlag also explains what tools sellers should focus on to get the most out of their CRM. About our Guest Dana Hamerschlag is the Chief Product Officer with Miller Heiman. In her role at Miller Heiman Group, Dana leads the global product organization and is driving the continued innovation of technology solutions. Dana brings more than 15 years of experience in technology companies backed by venture capital and private equity, where she has run product management, product marketing, strategy, and operations. Previously, she served as Vice President of Product Management at Ellucian, where she led the CRM business and significantly grew revenue from $0 to $38 million, paving the way for a $3.5 billion transaction.  Dana spent the early part of her career at The Boston Consulting Group.  About Miller Heiman Group  Miller Heiman Group is the global leader in providing organizations sales methodology plus sales technology to drive revenue and change business outcomes. The company’s training, consulting, technology and research solutions align process, people, tools, data, and analytics to prepare sales and service organizations for the future of selling. For more information, visit www.millerheimangroup.com.  ______________________________________________ Funnel Radio is hosted by James Obermayer and sponsored by the radio/podcast company the Funnel Media Group LLC.

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Many who have been in the sales industry for years are beginning to experience what Greg Moore calls a "tectonic shift": the future of selling looks very different than the past. That’s because the digital age has enabled buyers to be more in control of the buying process than they’ve ever been. Sellers need to adapt in order to be the best "future sellers” possible. I invited Greg Moore, Growth Executive and Sales Transformation Expert at the Miller Heiman Group to share his expertise on the matter on this episode of #SellingWithSocial. Greg has been at Miller Heiman for 24 years, enough time for him to see the sales data that came in before the advent of digital sales technology as well as witness the seismic shift taking place today. In this conversation, we dig into the differences between sellingthe past and selling in the future but more importantly, we highlight what will make sales professionals successful in the future. You don’t want to miss it.   This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%. 70% Of The Buying Decision Is Made Before Reaching Out To A Seller In the past, the buying process for most consumers included connection with a sales professional early in the process. There was really no other way for a buyer to get the answers they needed regarding possible solutions to their problems. But digital has changed that forever. Now, the data reveals that 70% of the buying process is completed before a buyer ever reaches out to a seller. Why is that significant? Because it puts buyers in the driver’s seat of the process - which is great if they come to the conversation well informed. But if they come to the sales conversation confident but misinformed, sellers will have a harder time making the sale. In this conversation, Greg explains why sellers need to be skillful at having conversations that tactfully unearth errors in the buyer’s conclusions so they can be led to the solutions they truly need. Sellers Today Must Help Buyers See Problems They Have Not Considered Consider this scenario: A buyer comes to you after doing their own research convinced that they need your product or service, but they intend to apply it to their situation in a way that you know is not going to produce the outcomes they desire. Are you equipped to help them assess their needs from a different perspective and guide them to a better approach? The future of selling will require that you have that skill in abundance. No matter how well informed buyers are - both now and in the future - they don’t know what they don’t know. That’s because they are not immersed in the best and worst practices of their industry day after day like sellers are. Greg says that “future sellers” will be able to guide conversations beyond the initial conclusions buyers have to arrive at the right solutions for their problems. The will be consultative experts who add tremendous value to the buyers they serve. Compare Yourself To This “Future Seller” Character Sketch If the future of sales is going to require a different kind of seller, what will that person look like? Greg says there are four major differences between successful future sellers and successful sellers in the past. Here are the four contrasts he points out… Independent VS Collaborative: In the old way of selling, successful sales professionals were solo performers. In the future, collaboration will be the way to success. Transactional VS Interactive: Rather than focusing on a transaction as in the past, future sellers need to be able to focus on the interaction they are having with prospects/buyers in order to cultivate success in sales. Persuasion VS Co-Creating: There will always be a need for skill in persuading people to see what they have yet to see, but gone are the days when persuading a person to buy is going to bring success. Co-creating solutions with the help and input of the buyer is the route forward. Control VS Transparency: The old school way of selling kept the entire sales process firmly in the hands of the seller, only divulging certain things at certain points in the process. But now that buyers have access to most of the data they need even before speaking with a seller, transparency is in order. What Are The Tools That Will Move Us Into The Future Of Sales? Those who are successful at selling in the future will be the ones who fully embrace sales science and the tools it provides. Greg says the future seller will need… A tool to help with research A tool to help with organization A tool to help discover and understand the trends of the industry A tool to help identify key buying influences A search engine of some type The common denominator of these tools is that they increase productivity and reduce the tedium of the sales job, taking the minutia off the seller’s plate so they can focus on the relationships and interactions that provide true value to buyers. This conversation is a fascinating look into the future of sales and what those of us in the sales profession can do to equip ourselves for future success. Don’t miss it! This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%. Outline of This Episode [2:58] Greg Moore of the Miller Heiman Group and his path into sales years ago [10:25] What does the future of selling look like from Greg’s viewpoint? [13:50] What does it mean to sell with value? [19:46] Sellers must know how to sell what works, not what buyers think they need [25:43] Characteristics of those who are most successful in selling for the future [31:56] Do the characteristics of future sellers translate over cultures and industries? [36:42] How the science of selling impacts long-term success in sales [41:56] What tools should be in a sales professional’s toolkit? Resources Mentioned Greg Moore on LinkedIn Greg on Twitter: @GregoryTMoore Miller Heiman Group Greg’s favorite movie of all time: Inception Byron Matthews episode The MHG Conceptual Selling Course Neil Rackham BOOK: Spin Selling Documentary: The Story of Sales Kyle Porter, CEO of Salesloft Salesloft CSO Insights BOOK: Sapiens BOOK: Homodeus BOOK: 21 Lessons for the 21st Century Apple Watch Fitbit Sales Navigator Outreach.io Chorus.ai Gong.ai Seamless.ai Discover.org Scout data tool Crystal Knows Modern Marketing 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 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...

Alice Heiman is a nationally recognized sales expert and trainer who brings profound changes to her clients' business and sales practices. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ and a sales keynote speaker. On this episode, Alice shares the biggest challenges salespeople face when dealing with complex B2B sales and how you can overcome them. Conquer the complex sale with her proven strategies and hands-on tips!   Here are some of the topics covered in this episode: The 8 elements of the complex B2B sale Tactics to conquer the complex sale - from prospecting to closing How to deal with multiple decision makers and gatekeepers Ways to shorten the sales cycle for complex sales How you need to position yourself to close the deal   Dealing with price objections is one of the biggest challenges salespeople face. Watch this video to learn some actionable strategies that will help you overcome this objection and win more sales!   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About the Guest: Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She started her sales career in her family business, the ‘Miller Heiman Group’, as Director and Sales Trainer. In that role, Alice worked with clients including Coca Cola, John Deere, Hewlett Packard, and other Fortune 500 companies. When the ‘Miller Heiman Group’ was sold, she started her own sales consulting firm to bring the knowledge she gained to smaller, high-growth companies. ‘Alice Heiman, LLC’ is sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales to accelerate business growth. Alice’s innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth. Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic. The ‘Alice Heiman, LLC’ team helps SMB companies drive sales growth by incorporating the newest research and the best practices.   Website: http://aliceheiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman Twitter: @aliceheiman   Listen to more episodes of the Outside Sales Talk here and watch the video here!  

To customers Tamara Schenk (@tamaraschenk) is a sales enablement leader, analyst, speaker, and co-author of Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force. As an analyst, Tamara is research director at CSO Insights, the research division of Miller Heiman Group, where she is focused on global research on all things sales enablement, CX and sales effectiveness.     She enjoyed twenty-five years of experience in sales, business development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function at T-Systems, a Deutsche Telekom company where she led the global sales force enablement and transformation team.   Podcast Highlights: Situational knowledge is more important to customers Less is more, relevant marketing material is essential 50% of sales forecasts are fantasy   Contact Tamara: LinkedIn Blog Twitter Get My Book  

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.

Dana Hamerschlag is a Harvard Business grad and leader in the sales technology industry who leads product innovation at sales consulting firm Miller Heiman Group. Dana explains, despite the hype, most organizations aren’t doing much with AI, but rather analytics. Why that is? People haven’t invested in the right data sets to use AI engines or predictive models in the right way. Dana states that for AI to work, businesses have to understand both the outcomes and the inputs. Right now, most people only have the outcomes figured out. Take CRM data like what’s extracted from Salesforce for example. Because the data from these platforms isn’t initially labeled based on existing sales methodology/blue sheet insights when entered into the system, salespeople can’t know how to turn a potentially dead deal into a closed deal. Bottom line: If you can’t talk about how to change the outcome with actions, then you can’t leverage AI to its full potential. You need to be able to recommend an action from the input side to get an outcome of predictive analytics with any value. And so here we are... struggling to bring AI to its full potential in the enterprise. Dana and her team are working to produce a solution to this input-outcomes dilemma, available for interview or for comment on this perspective briefed above. Special Guest: Dana Hamerschlag.

  Did you know that a recent study has revealed that if 75% of your organization adopts social selling techniques to engage with buyers, you are likely to see a 61% quota attainment result? How is that possible? What steps can your organization take to see those kind of results? You’ll find out on this episode of #SellingWithSocial with guest expert Tamara Schenk. Tamara is a research director at CSO Insights, the research division of Miller Heiman Group, focused on all things sales force enablement, frontline sales managers, social selling, and collaboration. She enjoyed more than twenty years of experience in sales, business development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in January 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function at T-Systems, a Deutsche Telekom company where she led the global sales force enablement and transformation team. Don’t miss a minute of this compelling episode featuring Tamara! Embracing a Sales Enablement Strategy If you were to evaluate your organization right now, what score would you give it when it comes to sales enablement? Do you have a well thought out strategy? Are you in the process of growing and developing it? Or is it more of an afterthought and lumped in with sales operations? On this episode of #SellingWithSocial, Tamara explains why it's so important for businesses to have separate sales enablement and sales operations teams that work closely together. Too often these two teams get lumped into one, learn from Tamara’s perspective and the research she’s done that points to the benefit of having these teams work independently but part of a cohesive strategy. Make sure to listen to this episode! How can Sales Enablement drive Social Selling? Is your sales enablement team driving social selling? Do you, as a leader see the need to expand and develop your approach in the social selling arena? On this episode of #SellingWithSocial, Tamara goes over her observations of how social selling fits into a broader approach to the sales environment. Tamara says that social selling is not just another piece of technology, it’s not just another tool, it comes down to embracing a total mindset shift on how to engage in a different way. Find out what lessons you can learn from Tamara’s perspective on this powerful episode! How you can create alignment between sales and marketing. Is there alignment between sales and marketing in your organization? Would the personnel on those teams agree with your assessment? What does it take to have a cohesive and focused strategy that brings your sales and marketing teams into alignment? On this episode of #SellingWithSocial, Tamara shares how leaders like you can work toward healthy alignment between your sales and marketing teams. Tamara says that it’s important to start with a change in perspective, the pushback between sales and marketing needs to come to an end if there is any hope for lasting alignment. She goes on to explain how this push for alignment between sales and marketing can impact the overall sales enablement strategy. Make sure to listen to this episode as Tamara expands on this topic and much more! Social Selling is not just using social networks! Have you ever had someone contact you to do business and then proceed to completely and utterly fail at their sales pitch? What are so many salespeople getting wrong in their digital approach and sales pitches? On this episode of #SelingWithSocial, Tamara and I go over an email I recently received that serves as a prime example of what happens when organizations fail to understand that social selling is not just using social networks. Make sure to listen to this episode as we unpack this salesperson’s approach and key lessons you can learn to avoid their same mistakes. Outline of This Episode [1:00] I introduce my guest, Tamara Schenk. [4:30] Why was there a need for sales enablement optimization study? [7:30] Is social selling an important area for organizations to focus on? [13:30] Takeaways from the sales enablement optimization study. [18:00] Why sales coaching is so important. [20:00] How do you create alignment between sales and marketing? [23:30] Tamara and I go over an email I recently received. [33:00] Tamara goes over why intentions are so important. [36:30] Navigating the complexity of connecting with buyers. Resources Mentioned 2017 CSO Insights Sales Enablement Optimization Study Twitter: @tamaraschenk LinkedIn: https://de.linkedin.com/in/tamaraschenk https://www.csoinsights.com/blog/effective-social-selling-part-2-adoption-rates-impact-quota-attainment/ https://www.csoinsights.com/blog/ The Intouchables Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn

The fundamentals of selling still exist, but sales people need to fine tune their skills and techniques to get to their prospects earlier in the decision-making process. That's according to sales and marketing expert and advisory partner of Miller Heiman Group, Rob Hartnett. You need to train your sales staff to be better, he says, in order to create new opportunities, capitalise on them and grow your business. http://www.businessessentials.com.au

The buzz: Crystal ball for 2017. If #1 on your business wish list is to know what 2017 holds for your company, your industry and the world, we've got insightful predictions from more than 75 thought leaders about the technologies, strategies, and trends that can help you grow and compete in 2017 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for SAP Game-Changers Radio 2017 Predictions – Part 5 live. Hear our complete 5-part special on-demand at Coffee Break with Game-Changers Radio. Featured guests: Larry Stolle, SAP; Marisa Kopec, SiriusDecisions; Sheila McGovern, IBM; Tamara Schenk, Miller Heiman Group; Dave Duggal, EnterpriseWeb; Maria Haggen, SAP; Elvia Novak, Deloitte; Christopher Carter, Approyo; Carlos A. Russell, Ternium; Vic Briccardi, RTS Consulting; Rich Seltz, SAP; Matt Donovan, GP Strategies Learning Solutions; Sherryanne Meyer, ASUG; Sathish Gajaraju, Sensify; Ken Redler, cSubs; Padman Ramankutty, Intrigo. Happy new year from SAP Game-Changers Radio!

The buzz: Crystal ball for 2017. If #1 on your business wish list is to know what 2017 holds for your company, your industry and the world, we've got insightful predictions from more than 75 thought leaders about the technologies, strategies, and trends that can help you grow and compete in 2017 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for SAP Game-Changers Radio 2017 Predictions – Part 5 live. Hear our complete 5-part special on-demand at Coffee Break with Game-Changers Radio. Featured guests: Larry Stolle, SAP; Marisa Kopec, SiriusDecisions; Sheila McGovern, IBM; Tamara Schenk, Miller Heiman Group; Dave Duggal, EnterpriseWeb; Maria Haggen, SAP; Elvia Novak, Deloitte; Christopher Carter, Approyo; Carlos A. Russell, Ternium; Vic Briccardi, RTS Consulting; Rich Seltz, SAP; Matt Donovan, GP Strategies Learning Solutions; Sherryanne Meyer, ASUG; Sathish Gajaraju, Sensify; Ken Redler, cSubs; Padman Ramankutty, Intrigo. Happy new year from SAP Game-Changers Radio!