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Categories:Blog

B2B Buyers Are Changing

Today’s B2B buyers are changing their behaviors, and as a result, the traditional sales process is no longer traditional. With increased access to information about products, industry knowledge and competitive intel, buyers have more power when entering into the sales process. The additional resources buyers have at their fingertips allows them to conduct their own

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Categories:Blog

Selling Your Sales Enablement Business Case

In my recent webinar with Mediafly, I received queries on how to sell your sales enablement business case. This can be one of the biggest challenges as navigating through your organization and dealing with different personalities can make it a very complex process. Not sure how to sell your business case? Well, we got you covered!

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Categories:Blog

10 Steps to Build your Sales Enablement Business Case

My webinar with Mediafly gave a detailed overview on how to create a business case for sales enablement. I received requests for more detail around the steps associated with a business case. In general, the steps for a business case are the same regardless of what investment you are going after, but sales enablement does require special attention in a few spots.

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Efficinecy
Categories:Blog

Making a Case for Efficiency within your Sales Organization

Understanding how to make day-to-day activities for sales personnel more efficient is a challenge most companies face. Part of the challenge comes from salespeople being responsible for several non-revenue generating activities. This forces sales to perform a balancing act in figuring how to meet quotas while accomplishing other administrative tasks.

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