Evolved Selling

Navigate the Modern B2B Buying Journey from Pitch to Purpose

Today's B2B buyer is challenged by a more complex buying journey — with more stakeholders, lengthening decision cycles, and no decisions. In order to help buyers navigate this journey, sellers and marketers are evolving from pitch to purpose, providing the right content, tools and intelligence to better communicate and quantify business value outcomes and drive faster purchase decisions.

Evolved Selling simply and effectively guides you through a Sales Transformation Journey through the 4 I's of Evolved Selling:

• Inspire: Leveraging a time-honored value storytelling technique originally developed by Aristotle, and confirmed by modern neuroscience, to motivate buyers from "do nothing" to "yes."
• Influence: Learning how sellers can better access the right value-focused content at the right time in the right format to motivate buyers forward at pivotal moments.
• Interact: Understanding how to deliver data-driven interactive sales and marketing tools like diagnostic assessments, ROI and TCO calculators to foster collaborative discovery and financial justification.
• Intelligent: Providing integration, tracking and insights with machine learning and artificial intelligence to understand best outcomes and optimize each next best sales effort.

You'll learn directly from leading analysts and the real-world success and pitfalls of those who have made the Evolved Selling journey, including: ADP, MillerCoors, PepsiCo, Splunk, and Workday.

Designed for sales leaders, sales enablement professionals, content marketers and value consultants — this is the definitive guide on how to use your unique value, content and customer intelligence to engage and sell better.