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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How to Increase Sales and Differentiate Yourself with the CLOSE Sales Methodology
According to Forrester, a meager 10% of buyers report that sales reps are value-focused, with most still using a less-than-effective “product pitch.” How do you transition from pitch to “purpose”? The advice: Leverage the 3 buy buttons in the brain to improve your customer engagements and sales success. https://www.mediafly.com/value-based-selling-how-to-increase-sales-and-differentiate-yourself-with-the-close-sales-methodology/
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Martech Advisor: Three Reasons Why B2B Buyers Are “Cold as ICE”
With the purchasing power moving from seller to buyer, buyers are becoming “Cold as Ice” meaning they are more in-control, cautious and economically-focused. So, what does this mean for B2B sellers? Checkout the advice from the ROI Guy, Tom Pisello, in this Martech Advisor article: https://www.martechadvisor.com/articles/sales-enablement/three-reasons-why-b2b-buyers-are-cold-as-ice
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Martech Series: Three SalesTech Challenges Facing Sales Enablement Professionals
Sales Enablement technology provides valuable opportunities for sellers to keep up with increasing demands and to scale as the business grows. Tad Travis, Director at Gartner Research, is an expert in this area. He previously served as a customer success manager and application architect at Salesforce before spearheading the CRM sales research agenda at Gartner.
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Sales Babble Podcast: Return on Investment (ROI) Buying with Frugalnomics
In this interview with Pat Helmers on the Sales Babble podcast, Tom Pisello, the ROI guy, reveals the latest research on just how broken b2b buying is, and how sellers have a unique opportunity to jump in and be the heroes. Checkout the podcast here: https://www.salesbabble.com/roi-return-on-investment-buying-with-frugalnomics-with-tom-pisello-265/?
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Sales Evangelist Podcast: Guide Buyers with Prescriptive Conversations
Buyers are currently challenged with a de-evolving purchase process. More stakeholders, more scrutiny and less budget means longer sales cycles and more decisions ending in “do nothing”. Sellers can help save the day, by proactively guiding prospects through the purchasing journey with prescriptive conversations and advice. Checkout how to do this in our Interview with
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Same Side Selling Podcast: The Rumored Death of the B2B Sales Rep w/ Ian Altman
In this podcast, Ian Altman interviews Tom Pisello, the ROI guy and founder of the Evolved Selling Institute, about the predicted impending death of the B2B sales rep. We discussed what types of attributes are necessary for B2B sales reps to survive and thrive in this day. We also explore how to add value to
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The 3Cs of Content Scoring
You’ve likely heard of lead scoring, but how about content scoring? See this new article in 60secondmarketer to check out the 3 C’s of content scoring and learn how it could be a valuable measure and method to optimize your sales content: https://60secondmarketer.com/blog/2019/10/10/how-content-scoring-helps-sales-leverage-ai-to-close-more-deals-faster/
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Use Value Selling to CLOSE the Book on Long, Stalled Sales Cycles
It’s not about how your solutions can save the day. It’s about making your prospect the hero in overcoming their challenges. See why Value Selling could be the missing Sales Enablement key you need to move your prospects from “stalled” to “customer”. Simple strategies to incorporate Value Selling for accelerated purchase decisions – http://ow.ly/G4pA50w70TD
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Buyers Expect You to Provide a Business Case
I remember the first time I visited West Point like it was yesterday. I was still in high school, and a dear friend invited me to see her brother graduate. To make this even more special, I was lucky enough to hear the great communicator, President Ronald Reagan, deliver the commencement speech. Two things immediately
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Boost Sales Reps’ Effectiveness By Moving Sales Engagements from Pitch to Purpose
It doesn’t take long to find frustrated buyers, with a serious case of marketing overload and vendor fatigue. A recent research report from Gartner indicates just how much prospects are struggling with buyer journey friction. They currently spend two-thirds of their time gathering, processing, and de-conflicting information and ultimately, trying to figure out where their
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