Resources: Blog

In this interview with Tom Stubbs of PepsiCo, we got his unique perspective on this dynamic post-crisis environment, his take on the future of CPG sales and enablement, and what you need to invest in now to be successful in 2021 and beyond. Check out some take-aways below, and be sure to click the link

The buyer’s decision making process has become much more complex, and too many decisions are ending up at “No Decision”. This is a challenge, but also represents an incredible opportunity for the seller who knows how to help the buyer navigate a more complex process. In this interview with Gert Scholts,”The Best Sales Coach,podcaster and

Two, four, six, eight, who do we appreciate? Our team, clients, partners, and the many others who have driven the success of Mediafly over the last year, of course. It’s thanks to you that we find Mediafly earns a spot on the Inc. 5000 ‘Fastest Growing Companies’ list for the eighth year in a row!

If you’ve seen a rise in “No Decisions” across your pipeline, felt the delays of “buying by committee”, or trudged head-on into the CF”No”, you need Value Enablement. Checkout this new article by Tom Pisello for SalesTech Star with research to confirm that what you are seeing is for real, and exactly how a credible

In today’s fast-paced business world, everything is about speed. The faster an organization can draft an idea and bring it to market, the faster customer needs can be met—and the faster things can go wrong if the process isn’t handled with care. Sacrificing quality for speed isn’t the best way to find business success. With

Podcasts to fuel your Sales, Content and Value Enablement Growth I love to maintain a growth mindset, and do this via long walks with my dog Ruby while I listen to my favorite podcasts. To help you fuel your growth mindset practice, we’ve compiled a list of our favorite sales, content and value enablement podcasts.

LinkedIn has been successfully promoting the concept of Buyer First, a selling method which considers the buyer’s individual condition, especially the economic, emotional, and other challenges faced through this crisis, and helps the buyer solve key issues and challenges through the engagement process. With Buyer First, sales reps are better listeners, sharers of relevant information,

On-Demand: Optimizing your Digital Selling Performance, Processes and Tech Stack for RevOps Success Revenue operations, or RevOps, is a relatively new organizational role. Getting it right can have a hugely positive impact on your bottom line, but with the sudden introduction of hybrid working and remote teams, there are significant challenges RevOps must overcome. Listen

Last week, Tom Pisello, Founder at the Evolved Selling Institute & Chief Evangelist at Mediafly, interviewed Steve Silver, VP, Research Director at Forrester, during a Mediafly sponsored EVOLVERS Meet-Up. In the session, Steve and Tom discussed: How to ensure your sellers can meet sales targets while fulfilling the expectations of increasingly digital buyers The role

The coronavirus pandemic may have plunged us into a recession that lasted only two months, but it has forever changed the way we do business. As buyers have become increasingly digital, their expectations of sellers have evolved. If you want to win their business moving forward, your sellers have to evolve along with them. That

Leveraging Sales, Content and Value Enablement to Reduce Decision Friction and Drive Purchase Decisions I couldn’t wait to dig into the 2021 B2B Buyer Survey from DemandGen Report, as its annual survey is always packed with useful insights and actionable knowledge. And who doesn’t need more intelligence on the latest buyer trends and guidance on

IT organizations are pursuing accelerated digital transformations, and one of the best ways to accomplish this is by modernizing, freeing up “keeping the lights on” costs and overhead in order to gather the funding and resources to innovate. Red Hat wanted to help IT decision makers understand the potential for achieving these IT cost savings

Sixty-six percent of buyers say ROI is essential to the decision-making process, yet only 16 percent of sellers are able to make a clear case for ROI. In this quest interview on the Quantum Leap podcast with host Justin Michael, Tom Pisello, our own ROI Guy shares practical tips on how to close the customer

Leveraging better B2B sales engagement process, facilitation content and financial justification to stand out and sell more When it comes to selling B2B solutions, you aren’t imagining if you think the game has gotten a lot harder. And the reason? It’s not because your primary way to engage buyers is now remote and virtual! Recent

In this interview, Omer outlined three ways to get the most productivity from your sellers now that they are remote and digital selling, and six new Sales Tech elements to drive improved selling effectiveness. He had a lot to share. Here are just a few highlights in regard to the new remote working environment. Is

Years ago, I was in conversation with someone from a well-known sales and marketing software provider. We were talking about sales enablement – naturally – and he pointed out that, sometimes, sales and marketing teams can be highly tactical and not very strategic. This, he said, was a key contributor to many lost opportunities and

Five value-based selling experts detail how they’re overcoming today’s unique sales challenges, scaling and accelerating their value programs, and shaping value enablement at their organizations in the most challenging selling environment we’ve ever seen in our latest roundtable discussion. Today, B2B purchase decisions are plagued by cross-functional buying committees, CF”No” scrutiny, and zero-based budgeting. That

With great power, comes great product capabilities! At Mediafly, we take pride in the value that we bring to our customers and the benefits our solutions can provide them. After all, without our differentiating products, we’d be just another sales enablement provider in a rapidly growing space. Now halfway through 2021, we’re excited to share

Engaging B2B buyers is harder than ever. Companies are trying to create engaging and intuitive buyer experiences but selling headwinds frequently interfere with efforts to drive consistent revenue growth. It’s clear progressive change is needed to capture the attention of B2B buyers today — to inspire and motivate them, get them to commit and close

A CMO who continues to rely on spam, forms and cold calls is so yesterday. Buyers demand more, and there is a better way to connect, engage and sell by doing less. This according to my interview with Latane Conant, the CMO for leading account-based marketing firm 6sense and a new author with an important book that

Why is the Chief Customer Officer so important now to growth success, and what should your strategy focus on for 2021 sales, marketing, customer success and service success? In this interview with Yamini Rangan, the CCO of Hubspot, we discussed the accelerated shift to digital, remote and economic focused buyers and the leadership and strategy

Two things are guaranteed this time of year: the summer solstice and the Summer G2 Grid® Reports. Much like the solstice recognizing the sun at its highest point in the sky, G2’s latest reports recognize standout sales enablement solution providers reaching new heights. This year, Mediafly appears in ten summer reports across three categories including

Top-performing B2B sales reps have evolved their success methods to meet changing customer demands and remain at the top of their game. Looking at these sales champs, we notice three key challenges they were able to overcome, and characteristics that lead to their continued over-achievement. The best, these are all traits which can be replicated

Value Selling is a sales methodology that prioritizes quantifying and communicating the value of products and services to buyers over product features and capabilities.  Sellers who adopt a value selling approach avoid pitching products. They instead focus their sales efforts on uncovering and dissecting buyer challenges and communicating how their products or services can help

A staggering 40% of sales engagements and opportunities are not ending up in a win or lost to the competitions, but end up in a ‘no decision” or staying with incumbent vendor or legacy solution position. That means that well north of 60% of sales activity and hard earned opportunities are wasted. I was excited

Virtual selling is here to stay, it is certainly not new, and there is no excuse for poor virtual engagements any longer. This according to my interview with Alice Heiman, one of the most experienced sales consultants and readiness professionals. In fact, according to Alice, the winners in 2021 and beyond will be those organizations that not only embrace virtual,

Dynamic selling is about aligning your selling plan to the customer’s buying process. Every customer (or group of customers when you’re selling into a business) has a different decision-making and purchasing process, which is why the selling process should be flexible enough to meet their needs. It requires developing relationships and making the effort to

You want to implement a value enablement program. But not just any program – one that will scale and help drive additional business and growth with new prospects, and especially existing customers. So, how do you enable value selling the “right way”? That is a question we posed to the EVOLVERs community, and we compiled responses

Having loyal brand advocates can be a huge boost for any business. One crucial aspect of brand loyalty and advocacy is maintaining good, healthy customer relationships. By routinely checking in on your audience’s engagement and satisfaction, you will increase the chances that they will become advocates for your brand. The members of Forbes Business Development

Tom Pisello, the ROI Guy, Guest Interview on Stop the Sales Drop Podcast How do you engage with an evolving buyer and decision making committee? You have to reshape your messaging, turbo-charge your content and fuel better customer engagements, and in this guest interview, Tom Pisello delivers the specific advice you need to meet elevated