Maximizing Revenue Enablement with Generative AI: A CTO’s Guide to GPT and LLMs
As Mediafly’s CTO, with over 20 years of experience in engineering, consulting, product management, and executive roles, I’ve witnessed...
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Rev up your revenue engine: key stats and trends in B2B revenue enablement
As buyer budgets shrink and competition for wallet share intensifies, enabling the entire GTM team is paramount to success....
Read moreLights, Camera, Action: Mediafly Sets The Stage For Category Leadership
Even if they don’t admit it publicly, consultants have their favorite clients – and Forrester analysts are no different....
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Forbes Expert Panel: 14 Sales Hacks To Maximize Each Prospect
There’s a common saying that time is money, and in no other industry is that truer than in sales and marketing. With a limited amount of time to introduce a concept and get the audience interested, sales professionals have a hard task ahead of them. Luckily, by understanding a few things about how humans think,
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The End of B2B Sales as We Know it, and I Feel Fine! – w/Peter O’Neill
Not long ago, I spoke with Peter O’Neill, Independent Consultant of his firm, MARCHNATA (formerly of Forrester). We discussed the history of sales enablement, and the death of B2B sales. He had a wealth of knowledge to share on these subjects! On the “Death of the B2B Salesmen“ via a report from 2015… “In that
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How to Smoothly Transition to Remote Selling
I was proud to have my article How to Smoothly Transition to Remote Selling recently featured on Hubspot. Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. This new normal has left many sales organizations across the globe scrambling to provide their sellers the resources they
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Why ROI Selling is the Key to Continued Business Growth in a Post-Pandemic World
In May 2020, the US unemployment rate skyrocketed to 14.7 percent – the worst since the Great Depression. Companies across the United States are struggling as a result of months of lost revenue due to COVID-19 shutdowns. As local and global economies begin to reopen, many are wondering how and when their businesses will rebound.
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Articulating the Business Value of Managed Services – with Chris Holgate (Success in MPS)
I had the pleasure of interviewing Chris Holgate of Success in MPS. His infectious personality and wealth of knowledge made the interview seamless and enjoyable. In response to my question “What does MPS (Manage Print Services) Look like today?”, he had this to say… “Manage Print Services Today, in very basic terms, is trying to
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Manage Smarter 124: Tips for Boosting Your Sales Team’s ROI
I was honored to join hosts Audrey Strong and C. Lee Smith diving into what it takes to better enable sales and drive sales transformation in our session: ”Tips for Boosting Your Sales team’s ROI”. One important tip in this new digital / remote selling environment: “Create little stories you can pivot to based on
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Sales Pop guest podcast interview: From Pitch to Purpose – Evolving with Value and Outcomes
I had the pleasure of being interviewed by John Golden and the folks at Sales Pop. Today, buyers are totally stressed out, with much uncertainty, budget lockdowns and constraints. My interview: From Pitch to Purpose – Evolving with Value and Outcomes, is all about how to get sellers to transition more quickly from pitching products
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It’s Rough Out There, But Not Impossible to Sell
Many companies are using the crisis to reconsider the priority of proposed projects, realign their budgets and slash spending. Goldman Sachs reports that the biggest US companies will cut spending by a record 33% during 2020, including a sharp 27% reduction in capital expenditures, a 9% pullback in R&D and a 26% plunge in investment
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How ABCOMRENTS Is Using Sales Enablement Technology To Safeguard Its Business Amid A Global Pandemic
When ABCOMRENTS, a proven leader in providing resale, integration, and technology rentals services to clients across the United States, initially partnered with Mediafly years ago, it was to help the company align its sales and marketing teams for improved organizational efficiency and effectiveness. At the time, ABCOMRENTS had a number of common sales and marketing
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Sales Enablement Is Revenue Enablement…If You’re Doing It Right
SiriusDecisions’ latest Buying Study found B2B customers interact with an average of nine types of provider representatives before making a purchase decision, not just sales reps. And customers are more likely to move forward with a purchase when their presales experience is consistent across all provider representatives. But is sales enablement enough to ensure all
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