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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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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On-Demand Webinar: How to Quickly Pivot Your Sales and Marketing Strategy in the Age of Social Distancing
ABCOMRENTS, a proven leader technology rentals services, needed to evolve from managing content via email and file shares, to empower sellers to better find and leverage important content across 4,000+ SKUs. This challenge became more urgent as ABCOMRENTS acquired a company with many more geographically distributed sellers and even more product lines and SKUs. In
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Guiding Principles to Launch and Scale your Value Selling Practice w/ Gregg Nichols (Citrix)
Gregg recently joined Citrix as the Global Head of Value Engineering, chartered to build a worldwide team to help prospects and customers assess the business value of running on Citrix technology. In this interview, we discuss his challenges launching this new practice, his guiding principles for excellence, how he proves the value of his practice,
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Digital Selling Requirement: Pivot from Traditional Presentations to Interactive Conversations
I was shadowing a virtual meeting last week and it was quite typical. The seller was walking the prospects through the corporate presentation deck:the agenda, who we are, here are our customers … you know the one. I watched the prospects via their video feeds, and after the first slide or two, one of the
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Go in Slow to Come out Fast
When I was a performance driving instructor, we used mnemonics to help our students remember the most important elements of how to go faster and keep the shiny side up. When it came to taking a corner, the advice we gave to students on how to best handle a turn was often the hardest to
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CPG Sales Enablement: Evolving from Pitching Products to Advising on Value
I was interviewing a leading CPG sales enablement leader recently about the impact of the crisis on their business. Sure, the lockdown had crushed their restaurant and bar business, but on-line and store sales were making up for the shortfall. Indeed, sellers weren’t able to meet with customers face-to-face, but they were leveraging virtual meetings
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SiriusDecisions Summit Case Study: Social Maturity Assessment Tool
How do you develop and successfully launch a new Assessment Tool for your prospects and customers? This was the question we posed to Colin Fenn, Senior Director of Enterprise Value at Hootsuite. In this interview, conducted as part of the Forrester / SiriusDecisions annual Summit, 2020 we examine the challenges Colin and his team faced
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Forbes Expert Panel: 15 Effective Ways To Personalize A Sales Pitch
Personalization is so important when trying to connect and engage with buyers, especially now that most engagements are remote. So how do you improve your presentations to advance beyond the traditional linear presentation and canned sales pitch? See Tom Pisello’s advice on how to Use A Slide-Based Story Format and the importance of storytelling vignettes,
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Sales Enablement: You’ve Come a Long Way Baby! with Craig Nelson (SAP)
In this interview we discuss the roots of sales enablement, and the lessons learned from the early days that can guide us into the future. Craig outlines six key Sales Enablement use cases that SAP CX is focusing on in 2020, which can serve as a great guide for your own improvement efforts. CONTINUOUS LEARNING
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What Good is Sales Enablement? Tom Pisello interview on the Fix the Convince podcast
I recently had the chance to be interviewed by Paul Mosenson of NuSparkConsulting, and the host of the Fix the Convince podcast. We discussed everything Sales Enablement, and the responses could be helpful as you build your digital selling and sales transformation plans. For those who do not know- what exactly is sales enablement?’ There
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