Resources: Blog

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

Selling isn’t easy when you’re an introvert. It involves interacting with people, distinguishing yourself in a crowd, and putting yourself at risk of failure – none of which comes easy to someone with an introverted nature. Despite these challenges, being introverted comes with secret weapons that can benefit sales. For example, you may be better

On Tuesday, June 14th, CNBC reported we officially entered a bear market with equity markets down 20% or more from their most recent all-time high. The market setback has top CEOs preparing for a recession, with 60% of business leaders expecting the economy to worsen over the next 6 months.  Now more than ever, businesses

B2B organizations struggle to connect with buyers in digital and hybrid environments. To reach today’s buyers, you must cut through the noise that keeps them distracted and less engaged. Today’s buyers receive endless emails, LinkedIn InMail, text messages, and cold calls — all without any context relative to what pains they are working to solve.

This year’s Coinbase Super Bowl ad was so popular that it crashed the Coinbase app. It also demonstrated how convenient QR codes make it to access and consume targeted content. With conferences and events resuming, we’ve been incorporating QR codes into our booth designs, creating unique opportunities for visitors to engage with the information that

In 2017, Forrester predicted the death of the B2B salesman, boldly asserting that one million B2B sales reps would be displaced by 2020. They argued modern B2B buyers prefer self-service and digital research, therefore, eliminating the need for sales reps, especially those who fail to add value to the buying experience. While this prediction never

The job of a sales coach is to monitor individual members of a sales team, analyze performance data, and continuously coach them to improve. The idea is to reinforce positive behaviors, identify areas where sellers are deficient or struggling, then pinpoint and implement strategies to improve performance.  Old School Sales Training Doesn’t Cut It A

What is Conversation Intelligence? Conversation intelligence (CI) software records, transcribes and analyzes sales calls to deliver actionable insights on your market, messaging, and coaching.  Listening to conversations between buyers and sellers offers plenty of use cases and insights. Conversation Intelligence is a powerful tool for sales coaching, training and ramping, understanding the market, and learning

Two years ago, we published a blog post detailing seven essential tools we’re using to navigate the transition to remote work and virtual selling. Today, we’re still virtual selling, but our tools need an update. Before the coronavirus outbreak, only 20% of Americans worked from home. As of February 2022, roughly six-in-ten U.S. workers with

Last week, football fans excitedly tuned in to the 2022 NFL draft, or what The New York Times cynically dubbed “an annual demonstration of human overconfidence.” The New York Times article titled The Power of Humility makes a good point. While the Jaguars selected Travon Walker as the first overall pick in the 2022 NFL

A note from Mediafly: We will dive into how to optimize your sales coaching in a minute, but first (in case you missed it), we are excited to announce we have acquired ExecVision, a robust conversation intelligence solution that we will integrate into our Revenue360 platform. In addition to the powerful technology, the ExecVision team

Great news! Forrester has released the first Forrester Wave™: Revenue Operations and Intelligence, and we’re thrilled to see InsightSquared included. Get your copy of the full report here. Just a few months ago, Mediafly acquired InsightSquared. Our customers see the value in revenue intelligence, know the power of data-driven enablement, and want visibility into their

Why do some sellers have more success than others? Is it luck? Drive? Territory? A seller’s success comes down to their ability to adapt in the moment to provide value to the buyer. To do this, sellers must have the proper knowledge, skills, and awareness to conduct the right conversations at the right time. So

Today’s customer journey is a mess. As buyers increasingly adopt digital, self-service channels, 43% say they’d prefer not to talk to a sales rep at all. While we can attribute some of this to evolving buyer preferences and behaviors, the reality is that most sellers don’t understand their buyers, creating an uninspired, uninformed customer experience.

Forget everything you know about the B2B selling and buying experience. Today, everything changes.  It’s a big day for the Mediafly community and revenue teams everywhere. For over a decade, we’ve operated under the mindset that customers expect and deserve more. And that sellers who deliver a standout experience while respecting buyer preferences will be

Let’s talk about the infamous call-to-action. Because it’s frustrating when something good ends badly. Titanic, anyone? There was definitely room for two on that board, James Cameron! In all seriousness, though, seeing a sales presentation end badly when it’s otherwise been stimulating and engaging is like watching a brilliant film go sour at the end.

According to the U.S. Bureau of Labor Statistics, 4 million people quit their jobs in July 2021. Resignations are on the rise, leading to a record 10.9 million open jobs at the end of July and a continued wave of resignations through the end of the year. This is largely due to remote work burnout

For the last four years, I’ve looked forward to writing our annual International Women’s Day blog. I treat this as a time to check in with my female colleagues on things below the surface. Sure, we have our #mfly-women channel on Slack and many of us see each other on countless Zoom meetings each week,

Throughout my long 30 year entrepreneurial career I’ve had the opportunity to work with some amazing people to create two companies from scratch, help start another half a dozen, write three business books, and help create the Value Enablement / Management market. High on my list of accomplishments is the work we have done with

New data from Mediafly confirms B2B buyers’ preference for interactive content and presentations in an increasingly digital selling environment. On average, B2B marketers designate 20-30% of their marketing budgets to content marketing. Why so much? Because content is one of the most powerful tools in a revenue team’s toolkit.  A successful content strategy will produce

When we talk to sales leaders, we often hear the same litany of challenges: “I need to improve sales forecast accuracy.” “My sellers are struggling to engage buyers and close deals.” “My team is not hitting revenue targets.” Today’s increasingly digital and self-service buyers compound these challenges. The buyer journey is no longer linear and

We were so lucky to have the wonderful Mike Kunkle, one of the top sales enablement thought leaders, author of the new book “The Building Blocks of Sales Enablement” and currently Vice President, Sales Effectiveness Services for sales growth consultancy SPARXiQ as a guest a short time ago. When you want to evolve and elevate