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Posts matching tag: "Sales Enablement"

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Categories:Blog

How Sales Enablement Helps Overcome the Top 3 CPG Sales Challenges (with proof it works!)

The Consumer Packaged Goods (CPG) industry has grown increasingly crowded and competitive. Meanwhile, transactional selling and brand loyalty are on the decline. So how do you ensure your CPG sellers differentiate themselves and products to engage buyers and compete with the competition? In case you haven’t heard, relationship-based selling is out, and value-based selling is

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Categories:Blog

3 Content Management System Issues You Need to Address to Boost Customer Engagement

When it comes to utilizing sales tools in an increasingly digital-first landscape of changed, more empowered buyers, the whole is greater than the sum of its parts. While CRM or CMS (content management systems) enable sellers to tackle day-to-day tasks efficiently, they don’t inhabit the larger definition of “sales enablement.” Mediafly defines sales enablement as

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Categories:Blog

Top 3 Challenges for Sales Enablement Professionals

Tad Travis, a Director in Gartner Research, is responsible for the CRM sales research agenda. Tad cut his teeth in pharmaceutical sales enablement before joining Salesforce, so he knows his stuff on both the demand and supply side. In a recent briefing, I asked Tad what he sees as the biggest challenges sales enablement professionals

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Categories:Blog

How to Succeed in Sales

In recent research from Gartner Inc., the analyst firm found “information connectors” to be the most successful sales reps, increasing the likelihood of purchase ease by 40%. This new breed of seller serves as a curator or broker of information, directing customers to the tools, data, and insights they need to make informed purchase decisions.

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Categories:Blog

How to Justify Your Sales Enablement Investment

So you’ve decided sales enablement is right for your company, but you’re not sure how to make it a reality. To justify your sales enablement investment, you must build a business case outlining the benefits to your organization. The business case will include identifying who the key stakeholders are, obtaining executive sponsorship and calculating the

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Categories:Blog

7 Reasons Not to Value Sell with Spreadsheets

Value selling is a sales technique used by sellers to convey the value or economic impact their product or service brings in the context of the buyer’s business. Read on for 7 Reasons Not to Value Sell with Spreadsheets from subject matter expert and Mediafly’s Chief Evangelist, Tom Pisello. Today’s digitally-savvy, economic-focused buyers require a

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Categories:Blog

Sales Enablement’s “Big Shift”

As you evolve your 2019 sales enablement strategy, read on for three guidelines from Mediafly’s Chief Evangelist, Tom Pisello, to help you enable more effective sales conversations. Let’s explore two very different sales scenarios. In scenario one, a well-dressed salesperson walks into a boardroom. He immediately launches into a somewhat dry, static PowerPoint presentation detailing

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Categories:Blog

Why Automation is Important to Sales Enablement in Financial Services

Sales enablement is a critical component of the marketing strategy for many B2B companies. A robust sales enablement strategy can completely transform the way your team sells, leading to better customer-centricity, sales productivity, and win rates. With sales enablement technology adoption on the rise, many leading marketing teams are looking for the right solution to

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Categories:Blog

4 Sales Enablement Predictions for 2019 from Mediafly’s Founder and CEO

Happy New Year! 2018 was an incredible year for the sales enablement space. Mergers and acquisitions, notable investments, and news of looming IPO runs all contributed to the success of Mediafly and our competitors while shining new light on the industry and validating the importance of sales enablement within the B2B sales and marketing tech

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Categories:Blog

6 Strategies to Increase Sales Enablement Technology Adoption

If you build it, will they come? Congratulations! You recognize your buyer has changed and have built your case for sales enablement technology. You know your customers are increasingly digital, doing more research on their own and engaging with your sales reps later in the buying cycle than ever before. You understand they can find

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