The buying journey is not only slowed, but often stalled. It’s not that more deals are being lost to the competition, but they’re being lost to doing nothing. Why? Today’s buyers are “Cold as ICE.”
As buyers become more informed, cautious, and economic-focused, sellers need to adapt or they risk being extinct. This broken buyer journey presents a new opportunity for you to shift your approach from traditional product pitch to value-based storytelling – the story of the buyer’s needs and goals.
In this book, you will learn:
The book provides actionable takeaways of Mediafly’s Evolved Selling™ approach, via “The 4 I’s.”
INSPIRE: Are you using the right messaging? How do you inspire buyers to “get unstuck” from the status quo and take action? Effective sellers communicate to buyers the cost of doing nothing – for their own career, to stave off competition, and to gain the revenue to survive as a company. Inspiration means teaching and providing the insights and diagnostics to get them to understand where they are broken and what to do about it.
INFLUENCE: Are you using the right content? Are your sellers using the right (dynamic) content at the right time? For content to drive results, your reps need the flexibility to tell the story of the value your product or service brings in the context of the buyer’s business, industry, or challenge – when the buyer needs it.
INTERACT: Are you having the right conversations? Do your sellers go into meeting with the same linear PowerPoint? Or are they collaborating and prescribing customized solutions? Evolved sellers, who approach meetings with interactive selling tools, like ROI and TCO calculators, can tell a value story that gets the buyers attention…and keeps it.
(Lead with) INTELLIGENCE: Do you have the right insights? Is your solution properly integrated with the other key components of your sales tech stack for a holistic view of your buyer? Does it incorporate new and emerging technologies like Artificial Intelligence (AI) and Machine Learning (ML)? Can you effectively track and measure the impact your content has on revenue? Understanding how your content is being used, knowing what content works and what doesn’t, and utilizing those insights to optimize future content efforts ensures your marketing and sales teams have what they need to move deals forward.
Is your sales team spending too much time designing generic powerpoint presentations?
Although "value" is often cited as the biggest barrier to achieving sales growth goals, recent studies highlight the fact that ROI is not getting the emphasis that it should.
Are you reps struggling to engage buyers with traditional sales collateral?
The top rate content include Analysts Reports, Industry Articles and Case Studies .
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I am so excited to announce “Evolved Selling” book by Mediafly Chief Evangelist, Tom Pisello. Tom is a visionary in the world of value selling. W have adopted his CLOSE methodology throughout Mediafly with great success. In this breakthrough book, Tom has married his battle-tested methodologies with Mediafly’s Evolved Selling philosophy into this insightful and actionable book for sales and marketing transformation.”
As buyers struggle with more stakeholders, tight budgets and a complex purchase process, frustration mounts. This presents a great opportunity for solution providers and sellers to facilitate the decision making process, helping buyers make the right choice, like a good concierge does. Our new Evolved Selling book provides the research, tools and methods needed to inform immediate improvements to value selling, content marketing and sales enablement programs in order to accelerate sales performance and capture this new opportunity.“