Go Beyond Sales Enablement To Engage The Modern Buyer, Matt Suggs

June 26, 2018

Say hello to the evolved selling solution

Stream below or right click here to download the episode.

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

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