Go Beyond Sales Enablement To Engage The Modern Buyer, Matt Suggs Jun 26, 2018 Wes Schaeffer The Sales Podcast Marketing Automation Sales Enablement Entrepreneur Share this blog post on Twitter Share this blog post on Facebook Share this blog post on LinkedIn Say hello to the evolved selling solution Stream below or right click here to download the episode. [ LISTEN NOW ON ITUNES ] Sales Enablement Tips you'll learn in The Sales Podcast... Army Engineer Employee #393 at Ariba before being acquired by SAP Employee #10 at MediaFly, now with 75 Concentration of staff in Chicago with several on the West Coast Put in the effort to stay connected to your remote staff Traveling helps him stay connected with his sales team Mediafly is used in front of your customer to create a seamless presentation Track the experience and leverage machine learning and call tracking with sharing tracking Use Mediafly instead of PowerPoint! B2B buyers are frustrated with educating salespeople Reduce friction between buyers and sellers by giving appropriate levels of information to educate and create mystique Have a sales conversation vs giving a one-way presentation Understand your personas Send relevant insights specific to their industries to get the attention of your B2B prospects Cold calling and direct outreach can and does work Forrester published "Death of a Salesman," but a professional sales person is still needed B2B buyers still have access to data, now more than ever So they are educated from online information, colleagues, analysts, and even social media sites and forums But not all of the information is correct Now we have to consider the problems of the customer as well as what they think they know. Email marketing Have a good hook in your email subject line Open rates are declining Insert good leads into nurturing campaigns Leverage multi-media, multi-touch marketing to stay top-of-mind It's tough to get into a large enterprise with a door-to-door visit Expand into similar / related industries Get clear on knowing what the prospect doesn't know but thinks they know! Show up by adding value 74% would buy from the first sales person that brought critical insights to them Automate more transactions so you can focus on value-added services Switching-costs are declining Related Articles: How to Sell to Big Companies With Jill Konrath "The Only Sales Guide You'll Ever Need" by Anthony Iannarino Links Mentioned In The Sales Podcast Visit Mediafly for dynamic, interactive, data-driven insights, CRM for continuous feedback.
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