Jim Moliski is the SVP Product Marketing and Sales Enablement at Corporate Visions, where he spearheads efforts to enable a diverse, global sales team to apply the right messages, content, and skills to be effective in the marketplace. The experience Jim brings to Corporate Visions helps to inform its own solutions that help salespeople communicate value across the three conversations that are required for a business-to-business selling engagement. Jim previously worked at Launch International, later acquired by Corporate Visions, and served as VP of Sales Enablement Consulting at The SAVO Group. We spoke with Jim about his experience in Sales Enablement, and the tools, strategies, and philosophies needed to help reps break the status quo and tell a differentiated story across the entire customer buying cycle.
In Part 1, I reviewed the idea of efficiency vs. efficacy in sales training, and many of the situations that challenging rep performance and ability. In Part 2, I covered the idea of the Learning Cycles approach to sales training, and Certify to Fly – a model for ensuring learning sticks before, during, and after your sales kickoff.
If you ask sales leaders what is on their minds in Q4, the answer is nearly universal: “How will we close the quarter?” If you ask them what else is on the horizon, the answer is again ubiquitous: “What’s the plan for sales kickoff?”
The dominant theme to this year’s Conversations that Win conference was made clear on the main event of Day 2: a trip to Alcatraz and a tour of the infamous prison. The now-beautiful historic park, and site of one of the most intolerable places in US history, had an underlying message that Corporate Visions CSO/CMO Tim Riesterer shared in his keynote.
More and more companies are today realizing the value of good messaging. What reps say at the moment of truth has always been considered more art than science.
The need is heightened when you must navigate a complex sales process with multiple products and services to win. If your reps are more often consultants than “order takers,” and your messaging is stale, ineffective, or undefined, it may be time to invest in a 3rd party message development program.
The SiriusDecisions Summit 2015 is rapidly approaching, and thousands of sales and marketing leaders are preparing for a week in Nashville. While many conferences explore the future of sales or marketing, few combine these perspectives into one cohesive event. Over the past ten years of the Summit, SiriusDecisions has evolved the topics, arriving on an age-old but still thought-provoking theme: aligning sales and marketing in the B2B space.