The Quantum Leap. Focused on the Future, Aligned with Today‪.‬ Vendor Neutral

Customer value is the most valuable asset of any company. Your customers and the value you’ve delivered to them is the reason they're customers. How do you make enterprise customer value management a reality? Listen as Justin Michael, Vendor Neutral’s Futurist speaks with Jim Berryhill, DecisionLink’s Evangelist about moving beyond traditional ROI calculators, developing the ability to scale on anything, and four opportunities for massive growth in Customer Value Management. 



About Our Guest:

Jim Berryhill is the Chief Evangelist & Co-Founder of DecisionLink. Jim spent over 30 years in enterprise software sales and sales management, leading high-performance teams at ADR, CA, Siebel Systems, and HP Software with a focus on value selling. He founded DecisionLink with a vision to make Customer Value a strategic, competitive asset by delivering the first enterprise-class platform for Value Management. Jim is a graduate of the University of Georgia, resides in Atlanta with his wife Elise, and has 2 children and 3 grand-children.

Sixty-six percent of buyers say ROI is essential to the decision-making process, yet only 16 percent of sellers are able to make a clear case for ROI. Tom Pisello, the ROI Guy, shares practical tips on how to close the customer engagement gap, the importance of discovery and alignment, and tips for closing the biggest gap, showing a clear case of ROI. Listen in for the specific methods, techniques, tools, mindset, and skillset that you need to engage with today's evolved buyers.



About our Guest:

Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. He's well known from his videos, blog, and newsletter as “the ROI Guy.” Founder of the Evolved Selling Institute and currently Chief Evangelist for Mediafly. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. He founded Interpose in 1993 and sold it to Gartner in 1998. At Gartner, Tom served as Managing VP and was instrumental in Gartner’s software becoming the industry standard for TCO and ROI assessment. After leaving Gartner, Tom launched and developed several innovative companies including Full Armor, Connotate Technologies, DigitalOwl, OurBeginning.com, and Puerta-Bella.com. During this time, he gained substantial start-up experience in IT management, security, big data, and e-commerce. Tom holds a BS degree in Electrical Engineering from the State University of New York at Buffalo and a “mini-MBA” from Rollins College in Florida. Tom currently lives in Winter Park, a small college town located just north of Orlando, Florida, with his two teenage daughters.

Digital transformation is enabling deep analysis like never before. Digital selling has become a way for companies to address clients' needs in a consistent and scalable way with investment in sales technology. Listen as Rakhi Voria, Director of Global Digital Sales at IBM, and Justin Michael, Vendor Neutral’s Futurist discuss the shift to digital selling, aligning sales and marketing, and the keys to measuring the success of digital selling.



About Our Guest:



As the Vice President of IBM Global Digital Sales Development, Rakhi Voria manages a team that is responsible for the strategy, implementation, and revenue of the Digital Sales Development (DSD) function globally. Within the DSD sales force, there are ~350 Digital Development Representatives and Business Development Representatives responsible for driving client engagement, deal progression, and closure of select deals. Rakhi previously worked at Microsoft and most recently served as the Chief of Staff to the Corporate Vice President of WW Inside Sales, where she played a key role in building a new digital sales force for Microsoft, growing the team to 2,000 digital sellers globally and the business to over $5B in under 3 years.



Rakhi has a strong passion for advancing women in sales and millennials in business and regularly shares her thoughts on these topics by speaking at conferences and writing publications in Forbes as a member of the Forbes Business Development Council. She currently serves as Executive Co-Chair of Women@IBM NYC, which is focused on attracting, retaining, and advancing women.



Rakhi has been featured in Geekwire, The Seattle Times, Career Contessa, and other publications. She was named a Top 100 Global Sales Leader by the Modern Sale in 2021, a Top Woman in Sales Keynote Speaker in 2020, and a Top Sales Woman to Watch in 2019. She earned her M.Sc. from the University of Oxford and her B.A. from Colorado College. Rakhi is based in New York City.



Twitter: https://twitter.com/rakhivoria

Forbes articles: https://www.forbes.com/sites/forbesbusinessdevelopmentcouncil/people/rakhivoria/#48e2218175a1

Women in sales documentary feature: https://www.youtube.com/watch?v=hHAnPbQJSHQ



To get started building your optimum revenue technology stack, try our Sales Technology Selector. We'll provide you with a customized report identifying the sales technology solutions that meet your needs. Already know the category of sales technology you need? Use our Certified Sales Technology profiles to find all the details you need to make a decision about which solution is the best revenue technology for your organization.

To meet the modern buyer, we have to understand who the buyer is, who the personas are, what their buying processes are, and then align our sales process and thus our sales competencies to that buying process How do we develop sales training to get skill-based training, retention and behavioral change in this modern world where there are so many distractions? Listen as David Bauders, CEO of SPARXiQ shares insights into the future of sales training and the keys to developing salespeople that outperform other sellers in the marketplace.

Customers and the people selling to them have changed, suddenly things that were working are not and sellers have had to pivot their selling methodology. How can we adapt? Listen in as our host Justin Michael and OneUp’s CRO Ian Moyse discuss sales enablement, the tools, processes, and people that we need to be successful in 2021 and beyond.



About our Guest:

Ian Moyse, Technology Sales Leader and Chief Revenue Officer at OneUp Sales; is also an industry cloud social influencer and is widely published on matters of Cloud and Sales Leadership. Ian is called upon to blog and social influence by many global cloud vendors and was rated twice #1 cloud influencer by Onalytica. 

There's always going to be a new widget out there that somebody can try but if it doesn't fall into line with your business plan, it doesn't make any sense. Listen in as Justin Michael discusses how to leverage sales technology in enterprise channel sales, the role of social media, and ideas on how to approach digital innovation in our latest Quantum Leap Podcast with Scott Smith, Channel Manager, Panasonic's Visual Systems Solutions. 



About our Guest:

Scott T. Smith has provided guidance to B2B, HiEd, and K-12 educational institutions, tech manufactures, and channel partners throughout the US, Canada, UK, and South America.  Scott has more than 25 years’ experience in the Tech industry with such well-known companies as Apple, Promethean, Oracle, and now Panasonic.  During his career, Scott has partnered and consulted with some of the most recognized names in the tech space, the aforementioned Apple, Dell, SYNNEX, and CDW, to name a few.  Whether it was a direct sales assignment, leading a sales team or building and coaching a sales channel, Scott has worked directly with such distinguished institutions and organizations as, The Ohio State University, University of Michigan, Michigan St. University, University of West Georgia, New York City DOE, Chicago Public Schools, San Diego Unified, The School District of Philadelphia, Chick-fil-A, Ford, Wilson Sporting Goods, as well as many others.