Mediafly powers sales effectiveness for account engagement platform provider 6sense, shortening sales cycle by one month
CHICAGO – April 21, 2020 – Mediafly, a provider of sales enablement technology, content management and advisory services that create interactive, value-based selling experiences, today announced that 6sense, the leading Account Engagement Platform, is leveraging Mediafly’s suite of sales enablement tools to significantly accelerate sales cycles, enhance buyer engagement, increase quota attainment and drive revenue.
The B2B buying landscape has changed. With more stakeholders involved in purchase decisions, an abundance of product information to navigate, and limited budget to purchase a growing number of sales and martech solutions, 60% of all sales interactions end in “no decision.” To meet heightened buyer expectations and minimize the number of stalled pipeline opportunities, modern sales organizations must abandon the traditional product pitch in favor of a more consultative, value selling experience. 6sense knew with the right suite of sales enablement tools it could enable its sellers to cut through the noise and tell a compelling and differentiating sales story – one that would convince buyers to prioritize the purchase of 6sense over other technologies, answering critical questions for buyers including “why purchase?” and “why now?”.
“The ability for you to articulate your differentiating value to customers is non-negotiable to stay competitive today; technology can be the key to achieving that,” said Tom Pisello, Chief Evangelist at Mediafly. “It’s not enough to create content that tells a compelling value story. You need to supplement that content with metrics and analysis for why a purchase should be made. Buyers want to know more than the qualitative benefits of your product or service, they need quantifiable proof that your solution will help them save money, do more with less, reduce risks and capture precious growth opportunities.”
6sense partnered with Mediafly’s business analyst team to craft a credible, value-based selling story, leveraging Mediafly’s ValueStory® technology to ensure it is communicated in every deal cycle via two new return on investment (ROI) tools: a marketing demand-gen tool on the website and a sales calculator used in live sales interactions by sales reps. The company also implemented Mediafly’s technology for sales readiness, a sales training solution that transcends traditional, classroom-style learning with digital microlearning modules to coach its sellers on how to leverage the calculators in real-time with buyers and use the output to guide prescriptive and personalized sales discussions.
Since launching its new tools on Mediafly’s ValueStory platform, 6sense has been able to refocus its message on the customer and the unique value the 6sense platform brings to each buyer. As a result, the company has shaved one month off of its average sales cycle.
“Mediafly has helped us find the critical touchpoints in a deal cycle and make sure our sellers have the right tools to not only effectively communicate the value of our solution in the context of our buyer’s business but collaborate with each prospect to move them through their buying journey,” said Latane Conant, Chief Marketing Officer at 6sense. “We couldn’t be happier with the results.”
To learn more about Mediafly, visit www.mediafly.com.
Mediafly is a provider of sales enablement solutions and advisory services that create dynamic, interactive, value-based selling experiences. By using Mediafly’s technology and advisory services, marketing and sales teams at companies including PepsiCo, Disney, 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, insightful 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 six years consecutively, Crain’s Chicago Best Places to Work for two years consecutively and named to Inc.’s Best Places to Work of 2018. Visit Mediafly.com or follow @Mediafly for more information.
BLASTmedia for Mediafly