Value selling is a crucial strategy for businesses looking to establish long-term relationships with their customers and break through the dreaded no-decision. However, it’s not always easy to execute effectively. That’s why we’ve turned to some of the top value-selling experts. Michelle Bai (Head of Analytics and Value, Digital Strategy Group at Adobe) and Jose
Sales coaching is a crucial part of your sales program. On average, companies that invest in training and coaching their employees can expect a 353% return on investment, a 29% increase in win rate, an 8.4% increase in revenue year-over-year, and are 57% more effective than their competitors that have no formal training program. Yet,
When it comes to increasing revenue, most B2B teams focus on three core areas: Increasing win rates Growing your annual contract value (ACV) Winning deals faster While the 3rd of these options is usually considered the easiest and quickest to achieve, it’s also often the most misunderstood. Here, we’re breaking down how to shorten your
So, you’re ready to move to value selling. You can see the sense in selling based on the value your solution brings to each customer, rather than wasting your customer’s attention on features and benefits that don’t speak to their needs. Value selling looks like the best way to serve your customers, and grow your
Cited as the most important role that frontline managers play by 74% of leading companies, sales coaching is a critical part of every sales organization. But, it can be very time-consuming for managers juggling many other responsibilities. To help, we’ve outlined how sales managers can create more sales coaching impact with fewer calories burned. What
Where is your organization on the value selling maturity scale? 87% of high-growth companies now take a value-based approach to sales. Meanwhile, Rain Group reports improving the ability to communicate value is a top priority for 70% of sales organizations. Value selling is not just the recommended way to sell. It is the only way
Workplace dynamics have evolved immensely over the last decade. The workforce has also changed a lot during that period. Today’s revenue teams are no longer content with the workplace culture of yesterday. Extrinsic motivators that propelled productivity decades ago are no longer enough to motivate employees. And competitors are always lurking, ready to capitalize on
I have no authority to do this, but I’m making a pronouncement: value has overtaken benefits as the heart of digital marketing strategy. You might respond to this in several ways. 100% agree. Really? That’s not my experience. Aren’t benefits and value the same thing? I’m going to high-five the first response and hope to
Ah, the annual planning process. Whether you love or hate it, it is part of the job for any B2B go-to-marketer. The mission — assess current marketing efforts, set goals for the upcoming year, and develop a roadmap for achieving those goals. Reasonable, yes. Easy, absolutely not. Your job is to grow the pipeline, increase
As we close out the year and begin to prepare for 2023, many revenue leaders are wondering what the next year will bring… Good news! We’ve got some ideas to share. Mediafly CMO Lindsey Tishgart sat down with our featured guest speaker Forrester Principal Analyst Rick Bradberry on a recent webinar to discuss the top
For many B2B companies, sales tech stack consolidation is top of mind heading into 2023. And for good reason. While the average company spends over $10k per rep/per year on sales tech, the vast investment has not translated to sales productivity or increased win rates. In fact, according to Forrester, only 53% of sales reps
Content across the customer experience can sometimes feel disconnected. Because different people across your organization create content for various use cases and audiences, the content your customers receive throughout their lifecycle can expose a lack of alignment, coordination, or cohesiveness. So how do you fix it? On a recent webinar, Mediafly CMO Lindsey Tishgart sat
Curious how your sales enablement strategy stacks up? In May 2022, Mediafly, in partnership with RevOps Squared, conducted a Future of Revenue Enablement study, a survey of more than 300 B2B enterprises designed to uncover best practices in Sales Enablement across processes, tools, management, and measurement. As the current economic downturn forces B2B companies to
Great news! Forrester has released The Forrester Wave™: Sales Content Solutions, Q4 2022, and we’re thrilled to see Mediafly included. At Mediafly, we’ve made it our focus to build out the most robust, all-encompassing sales content solutions that support go-to-market teams with everything from creating engaging, value-focused content to managing and delivering that content to
Happy Halloween! Whether you are a fan of spooky season or not, there is one thing all revenue leaders can agree on: the prospect of not meeting your revenue targets can be frightening enough to send Michael Myers running. But fear not. Save your nightmares (and potentially your quarter) with this round-up of scary stats
As the end of 2022 draws near, with continued economic uncertainty, closing deals can feel near impossible. A recent survey conducted by Mediafly, in partnership with RevOps Squared, revealed that 65% of B2B companies are leaning into value selling to help. But did you know sales isn’t the only commercial team that can benefit from
A note from Mediafly: We will dive into how to improve sales performance in a minute, but first (in case you missed it), we are excited to announce we have acquired Aptology, a leading talent intelligence solution that we will integrate into our Revenue360 platform. Most companies evaluate talent based on education, experience, and interviews.
The global sales enablement market is estimated to be worth around 2.4 billion dollars, with experts projecting that number will grow to $11 billion by 2032. Why are businesses in every industry all over the world prioritizing sales enablement like never before? When done right, sales enablement is a foolproof way to ensure all of
For years, Mediafly has pushed the idea that all revenue teams, not just sellers, need cohesive enablement to plan and execute go-to-market strategies and drive more revenue. So we are thrilled to see that Gartner has adapted its Market Guide for Sales Enablement Platforms to encompass Revenue Enablement for revenue-generating roles including marketing, presales, sales,
Are you are looking for new ways to increase customer retention? You are not alone. In today’s challenging selling environment and economy, 62% of solution providers indicate their top priority is “driving growth through existing customers” (Forrester). It is easy to see why: 65% of a company’s business comes from existing customers. Companies have a
Between record-high inflation, a reeling stock market, and rampant recession predictions, many revenue leaders wonder how they’ll combat sales risk and continue to meet revenue and growth targets. And rightfully so. Even if we get the “soft landing” Goldman Sachs is hoping for, CEO confidence is down as 60% of Executives expect economic conditions to
Personalization is nothing new. We have enjoyed personalized buying experiences in our personal lives for years. So much so that B2B companies must adapt purchase journeys to mimic those of B2C buying to meet buyer expectations. But delivering custom content experiences for every account can feel daunting and often impossible without proper and scalable technologies.
Gartner, Inc. predicts by 2025, 75% of the highest growth companies in the world will deploy a revenue operations (RevOps) model. So it’s no surprise that revenue intelligence solutions have rapidly become a must-have for forward-thinking businesses. If you are considering adding revenue intelligence to your sales tech stack, there are some key things to
Huge congratulations to two of our largest partners, SAP and Litmos, on Litmos’ transition to a stand-alone company (following today’s announcement that a definitive agreement of acquisition has been signed by Francisco Partners). An SAP Endorsed App, Mediafly has developed a longstanding, meaningful relationship with the Litmos organization. Together we are providing B2B revenue teams
Improving B2B sales productivity has long been the goal of sales technology buyers. But the sales rep, the person who leverages the technology most, is often left out of the selection process. That leads to frustration, low adoption, and unrealized return on investment in sales technology. A new report from Forrester titled Introducing The Forrester
As the recession calls get louder on Wall Street, it can feel downright impossible to close deals. Have you rethought your sales approach for the current economy? As budgets tighten and purchase requirements grow, relying on a traditional, solution-focused pitch won’t help your sellers get deals over the finish line. Value-based selling will. Closing deals
As our society battles inflation, economic uncertainty, and the seemingly inevitable downturn, buyers face stricter requirements for budget approval. While selling solution features may occasionally lead to a win, sellers that better articulate expected business value consistently improve their win rates (See how Databricks wins 6x more Value Selling). To be successful in today’s economy,
Research shows that companies spend an average of 26% of their total marketing budget on content marketing. That number rises to 40% for the most successful companies. That’s a huge investment! So how do you ensure you get the most ROI from your marketing & sales content? Read on to find out. What’s your favorite
