Data-Driven Insights: A part of the sales enablement equation
According to Forrester Research, 77% of B2B buyers want sellers to integrate customized data-driven insights into sales presentations. The information presented should teach them something new about their business, industry or market and help the seller to tell the story of how the product or service will impact their business. Sales teams that do this accelerate deal closure, drive repeat business and increase cross-sell opportunities.
There’s a good reason for this. Today’s B2B buyers have a wealth of information available at their fingertips. They’re doing their own research into possible solutions and entering the sales process later than ever. In fact, only 8% of B2B buyers believe sales interactions are valuable at all. To combat this notion, sellers need to recognize that today’s buyers are empowered by the knowledge of what’s available to them and adjust their approach accordingly. To be successful, modern sales interactions need to focus less on what the product or service can do and more on what the product or service means to the buyer’s business.
Leveraging 3rd party or CRM data-driven insights during sales presentations helps differentiate sellers and gives them a competitive advantage. By teaching a buyer something new about their organization or industry, a sales rep can transform into a trusted advisor that gains the respect and attention of the buyer.
Ultimately, buyers will look forward to the next sales interaction because it is so valuable. This data-driven approach to selling shifts the buyer’s perception of the salesperson from seller to expert, and showing a buyer how a solution can impact their business transforms information from data to insights. This is what buyers want.
This is part three of our four-part series on sales enablement. Sign up for our Blog Newsletter to get the next part of the series straight to your inbox.
Mediafly is a mobile sales enablement solution that enhances how brands engage prospective buyers. By using Mediafly’s platform, marketing and sales teams at companies including PepsiCo, GE Healthcare, MillerCoors and Charles Schwab, are able to deliver custom, dynamic sales presentations quickly and efficiently, engaging customers with insights that are relevant to them. Mediafly’s Evolved Selling™ solution enables sellers to be more flexible and interactive in their sales interactions, resulting in increased sales and stronger customer relationships. Mediafly has been named to the Inc. 5000 list of fastest growing companies for four years consecutively in addition to being named Inc.’s Best Places to Work of 2017. Visit Mediafly.com or follow @Mediafly for more information.
Evolved Selling™ takes sales enablement to the next level by incorporating methodologies and technology that enhances engagement with prospective buyers. Read more about our approach to Evolved Selling™.