As a certified Salesforce ISV Partner, Mediafly is thrilled to be joining Salesforce on their 2018 World Tour. Mediafly, a leading provider of sales enablement technology, is excited to share how progressive companies are using Mediafly and Salesforce together to enhance their sales effectiveness.
Last week, our team attended the Salesforce World Tour in Boston to learn more about the strategies leading companies are adopting to drive innovation and success, and to identify where Mediafly can add value to new and existing Salesforce implementations. Here are our top three key takeaways from Thursday’s event.
Industry-specific customizations are the future of CRM
This year’s Salesforce World Tour event in Boston, MA focused on the ways sales teams at healthcare, financial services, and manufacturing organizations have adopted a customized approach in order to deliver stronger sales interactions. For these companies, becoming a buyer-centric organization has meant aligning sales and marketing to meet buyers on their journeys and engage them in a way that matters most to them, with relevant, contextual and individualized content.
While sales organizations across all industries and sizes leverage Salesforce CRM as their primary database to store customer information, a limited number of organizations are actually using that data to address the unique challenges various industries face when it comes to interacting with, engaging and selling to customers.
Forward-thinking companies are using data insights captured in their CRM systems to increase the efficiency of sales teams and empower them to deliver effective and valuable meetings for buyers. This creates a stronger selling experience in which the buyer looks forward to the next interaction and the seller helps drive business outcomes. The best way to do this is to turn data into actionable insights, harness the power of AI, and generate a feedback loop for the company to inform future strategic decisions.
Artificial Intelligence (AI) will evolve sales performance
AI is on the rise in a business context and the way it impacts sales effectiveness could be a game-changer. While most organizations utilize Salesforce reporting capabilities, the data doesn’t become impactful until it is acted on. Using AI to identify what customers want and then delivering relevant and personalized content at each step of the buyer journey creates a customer-focused sales approach.
AI has the power to increase both sales efficiency and sales effectiveness by transforming the way sellers spend their time and engage with buyers. Manually searching for recent and relevant marketing-approved content is time-consuming, and AI-powered content recommendations can save sales teams hours each day. With this time back in their day, they can spend more time on results-oriented activities like selling. AI can also recommend products based on the prospect’s input and feedback, generating better customer experiences and higher conversion rates.
Sales presentations that include dynamic and customized elements empower sellers to deliver value specific to buyers’ challenges and needs. Removing the guesswork from the sales process enables sellers to hone in on what the buyer wants and nothing they don’t, simplifying a once complex sales process. Arming businesses with AI pushes them to leave the status quo behind and offers a better understanding of what resonates with buyers. Addressing the needs of buyers is the single best way to drive revenue growth for businesses.
Marketing’s role in sales success is the key to maximizing ROI
A common misconception is that a sales process begins with the first interaction between a seller and a buyer. However, in reality, the buyer’s journey begins long before that. Every prospective buyer starts out by identifying problems they’re facing and solutions that can help. They conduct their own research online and via their personal network to learn about competitive offerings before initiating a sales conversation. During this time, marketing is proactively generating new leads and nurturing them until they’re ready for buying conversations, but their impact doesn’t stop there. At least, it shouldn’t.
Aligning sales and marketing for a buyer-centric approach is crucial and can make complicated sales processes easier to manage. Becoming a buyer-centric organization means meeting buyers where they are on their journey and engaging them in a way that matters most to them. Personalizing the journey for each prospect will not only lead to more deals closed but will also help marketing uncover more leads and convert them into qualified opportunities sooner, maximizing marketing’s impact on the sales cycle.
Marketers can lead the charge by providing sales with a better understanding of what content is most productive at each stage of the sales process and by communicating how to fully articulate the value of each offering. Through a CRM feedback loop between sales and marketing, sales teams have what they need at their fingertips and can move swiftly to create more meaningful interactions with each buyer.
About Mediafly
Mediafly is a mobile sales enablement solution that enhances how brands engage prospective buyers. By using Mediafly’s platform, marketing and sales teams at companies including PepsiCo, GE Healthcare, MillerCoors and Charles Schwab, are able to deliver custom, dynamic sales presentations quickly and efficiently, engaging customers with insights that are relevant to them. Mediafly’s Evolved Selling™ solution enables sellers to be more flexible and interactive in their sales interactions, resulting in increased sales and stronger customer relationships.
Evolved Selling™ takes sales enablement to the next level by incorporating methodologies and technology that enhances engagement with prospective buyers. Read more about our approach to Evolved Selling™.
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