With an ABM platform like 6sense, you get the visibility you need to proactively target the right accounts at the right time. ![]() Waiting for inbound leads can be a waste of time. An Account-Based Marketing Platform to Target Key AccountsĪccount-based marketing ( ABM ) is a focused growth strategy where marketing and sales collaborate to create personalized buying experiences for a mutually-identified set of high-value accounts.Īn ABM platform can help you identify accounts in-market, learn more about your buyer’s hidden behaviors, and drive action across every channel based on intent data and rich insights. Try out our free ROI calculator here to estimate the financial impact a sales enablement solution could have for your company. Arm your customer success or other post-sale teams with realized value calculators to guarantee renewals. Give your sellers business value assessments and TCO calculators to help them quantify your business value to buyers or compare your cost to a competitor’s. That is increasingly important in a digital selling environment where reps have to work smarter (not harder) to differentiate your product or service from the competition.ĭifferent types of tools can be leveraged at various points in the customer journey to ensure your revenue team is tying every conversation back to the value you can provide and helping buyers justify purchase decisions.Īdd self-service diagnostics assessments to your website to improve demand generation and lead quality. Value selling tools enable our reps to quantify and communicate the economic benefits of our technology in the context of our buyers’ challenges. Our sellers also leverage value calculators to lead consultative sales conversations today’s buyers crave. Value Calculators to Quantify the Value of Using Your Product or Service How is your pipeline impacted if competitors are mentioned? Are certain features requested more than others? Conversation Intelligence offers an unfiltered lens into buyer-seller discussions, with rich insights you can use to enrich machine learning models, predictions, forecasts, and analytics. Using ExecVision’s technology (now Mediafly Conversation Intelligence), revenue teams can record, transcribe and analyze every customer call and meeting for insights into the complete customer journey.Īutomatically capture sales conversations and put the data to use. ![]() ![]() Because we feel this is such a critical tool to have in the age of virtual selling, Mediafly recently acquired ExecVision. Conversation Intelligence for Greater Sales Coaching ROIĬonversation Intelligence (CI) is a powerful tool that can help organizations gain a deeper understanding of buyer-seller interactions. Reps can quickly create and share on-demand, interactive walk-throughs of sales proposals, value analysis reports, and product demos tailored to each buyer.Īt Mediafly, we also use Copilot to train remote sales teams on new content or pitch decks.Ģ. Mediafly Copilot, for example, enables sellers to deliver personalized, conversational presentations without long explanations or calls. Video and screen recording tools are a great way to foster more personal connections with buyers. Per MarketingCharts, 43% of consumers prefer interactive video content over other types of video content because it gives them the ability to decide what information they want to view and when they want to view it. Video & Screen Recording Tools to Foster More Personal Connections Today, B2B businesses need tools and insights to successfully engage distracted digital buyers, improve sales effectiveness, and, ultimately, scale the business.Īs such, here are the seven new tools we’ve implemented, developed, or acquired to navigate the transition to remote work and virtual selling: 1. Collaboration and efficiency are no longer the primary challenges. Interactive presentations and content for impactful digital selling experiences.A Learning Management System (LMS) to onboard and train sellers (e.g., SAP Litmos ).A project management software to keep your team on task (e.g., Trello, Asana ).C loud storage software for easy collaboration (e.g., OneDrive, Google Drive ).A CRM software to track customer data and sales activity (e.g., Salesforce, SAP C4/HANA ).A business instant messaging (IM) software to increase team productivity (e.g., Microsoft® Teams, Slack ).A web conferencing software to keep buyers engaged (e.g., WebEx, Zoom ).workers with jobs that can work from home (59%) do so all or most of the time.Īs a reminder, here are the tools we suggested two years ago: As of February 2022, roughly six-in-ten U.S. Today, we’re still virtual selling, but our tools need an update.īefore the coronavirus outbreak, only 20% of Americans worked from home. ![]() Two years ago, we published a blog post detailing seven essential tools we’re using to navigate the transition to remote work and virtual selling.
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