Maximizing Revenue Enablement with Generative AI: A CTO’s Guide to GPT and LLMs
As Mediafly’s CTO, with over 20 years of experience in engineering, consulting, product management, and executive roles, I’ve witnessed...
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Rev up your revenue engine: key stats and trends in B2B revenue enablement
As buyer budgets shrink and competition for wallet share intensifies, enabling the entire GTM team is paramount to success....
Read moreLights, Camera, Action: Mediafly Sets The Stage For Category Leadership
Even if they don’t admit it publicly, consultants have their favorite clients – and Forrester analysts are no different....
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“Death” By Power Point…
Has this happened to you? And what exactly IS It? Have you ever thought about how your go-to visual aid could actually be what’s keeping you from closing deals? You might have great sellers with an awesome product to present, but somehow your sales presentations continue to fall flat. As the chief evangelist at a
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Up -Level Your Sales Enablement!
In an interview with the incomparable Mary Shea of Forrester, we discussed the changing climate of sales and sales enablement. One of the many topics she provided clear and valuable insight on was the seemingly steady merge of transacting and engaging both on and off line… “When you think about the silos that have existed
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Lessons Learned Scaling a Value Selling Program – With Zach Rickenbach
What do ultrarunning and value consulting have in common? In this episode, we interview Zach Rickenbach, a value consultant for identify and access management firm Okta, to learn how he and the Okta team scaled their value selling program to engage over 2,000 prospects and customers each year. One of the most impactful insights he shared was
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Expand Selling-Using ROI to Secure and Grow Subscription Revenue – with Jack Keen
Often customers need tangible proof that the purchase produced a return on investment in order to renew or expand the relationship, however most solution providers don’t do a good job of being able to quantify the realized value provided. In this interview, we discuss the importance of Realized Value, what providers are struggling with today,
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Create Togetherness – with Jeff Davis
I interviewed Jeff Davis, a sales and marketing alignment expert, author and international keynote speaker. We discussed his book: Create Togetherness: Aligning Sales and Marketing to Drive Revenue Growth, to provide practical tips to help you identify and begin to address your sales and marketing alignment issues. Jeff had some wonderful insight into growing and changing
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Lessons Learned on Scaling a Value Selling Program – with Bill Weinberg
We spoke to Bill Weinberg of MicroFocus and learned how important value selling tools are to him and his team. He created a wonderfully effective system that helped his three person team get over a thousand sellers to EVOLVE!! On selling products vs. value… “One of the things that we were focused on doing is
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5 Must-Dos For A Killer 2020 Sales Enablement Strategy
Better quota achievement. Better win rates. Bigger deal size. Accelerated sales cycles. Every company, regardless of size or digital maturity, can benefit from sales enablement and value selling technology, yet less than 8% have taken the leap. Why? Last week, Tom Pisello, the ROI guy, participated in a webinar, interviewing esteemed Forrester Principal Analyst Dr.
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Amazing Sales Enablement Successes: Four Examples – with Matt Suggs
When you’re a sales leader for some of the best like Oracle, Ariba and GE, you learn a thing or two about engaging prospects, planning and preparing, as well as enabling sales teams. In this session with Matt Suggs, EVP of Sales for sales enablement leader Mediafly, we dive into real world examples from Pepsico, Miller Coors and
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How to Differentiate Yourself in a Highly Competitive Market
Over the past decade I had the honor to interview and collaborate with the late Jim Ninivaggi many times. Jim was well known and respected for his work with SiriusDecisions, as Sales Enablement Practice Leader, and as the Chief Enablement Office for sales enablement firm Brainshark. He was also well known for his pocket square,
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Forrester: Advancing Beyond PowerPoints to Value Selling
Forrester research highlights significant B2B “last mile” issues, where sellers directly engage with customers. This according to Mary Shea, Principal Analyst for Forrester, as she co-presented with me at a breakfast presentation to a group of B2B marketing and sales enablement execs in Austin TX. Unfortunately, according to Forrester research, there is a distinct value
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