What is Evolved Selling™?

By Carson Conant | October 30, 2018

Last week, Mediafly announced our acquisition of value-selling tools leader Alinean Inc. This acquisition combines the power of Mediafly’s best-in-class sales enablement platform with Alinean’s interactive selling tools and advisory services to create a new Evolved Selling™ experience.

Earlier this year, I authored a blog post titled What is Sales Enablement?. That blog remains the most popular blog on Mediafly.com. This makes sense if you consider that sales enablement is a relatively new concept and one that more companies than ever are trying to identify if they need (spoiler alert: they do). But if you read that post or any of the information surrounding our recent acquisition of value-selling tools leader Alinean Inc., you’ll quickly realize that Mediafly’s version of sales enablement differs a bit from most others in the industry.

Why? We recognize that buyers have changed. In a digital-first world, they’re doing more research on their own and engaging with sales reps later in the buying cycle than ever before. In fact, up to 70% of the information B2B buyers see on your product is self-discovered online, not given to them by sales reps. So why, according to Forrester Consulting, are 80% of sellers still pitching products and services when buyers are looking for more? Today’s buyers care most about their unique challenges and the business value outcome of proposed solutions. Can your sellers effectively communicate the business value your product or service provides in the context of your buyer’s business?

Focused on our mission to create a world where buyers enjoy being sold to and actually look forward to the next sales interaction because of the value it brings, our approach to sales enablement is less about providing a sales solution for training and onboarding and more about impacting the live engagement between buyers and sellers. Specifically, our goal is to help companies transform the seller-buyer dynamic by shifting boring, static sales presentations to interactive, value-based sales experiences. Sure, we have standard sales asset management (SAM) or digital content management for sales (DCMS) capabilities, and those features lend themselves to increased organizational efficiency and sales effectiveness. But at Mediafly, our ultimate goal is to exceed the expectations you have for your sales enablement technology and take your organization to a state of Evolved Selling™ where you can drive competitive differentiation and revenue. Combining the power of Mediafly’s best in class sales enablement platform with Alinean’s best of breed interactive tools and services will help us do that.

A new Evolved Selling experience

Companies that adopt an Evolved Selling approach can expect to accelerate deal closure by up to 43% percent and drive company growth by as much as 60%. Evolved Sellers experience a 70% lift in buyers purchasing more than the original scope of the project because of the value and insights added throughout their sales interactions. They also drive repeat business, with buyers 82% more likely to consider them for future opportunities.[1] How?

Evolved Selling Four Pillars Graphic
Evolved Selling incorporates sales engagement methodologies and technology to enhance how brands engage with prospective buyers, empowering sales reps to make sales interactions much more impactful and successful every time. The four pillars of Evolved Selling are:

As you embark on or continue your search for the right sales enablement solution for your organization, consider whether you need a solution to keep reps organized and educated or a solution that will revolutionize the way your reps approach buyer-seller engagement for more deals won. Select the technology that will drive the greatest sales outcomes for your organization.

Carson Conant founded Mediafly in 2006 and has led the growth of its enterprise solutions that are being used by some of the world’s largest and most admired companies. Under his leadership, Mediafly has been named on the Inc. 5000 list of fastest-growing companies for eight years consecutively, in addition to being named Crain’s ‘Best Places to Work’ for four years consecutively. 

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