DIGITAL STRATEGY
Smart sellers recognise evolved buyer expectations Facilitating this digital transformation in B2B selling and marketing are digital sales enablement and content management platforms , which have become increasingly popular over years , but since the pandemic , have become strategic imperatives . Mediafly has seen a dramatic increase in the level of adoption and depth of its own digital solutions with existing customers and in the number of customers they now work with across CPG , manufacturing and technology solution providers .
“ Sales teams realised they needed to instantly digitally transform their sellers to meet virtual selling requirements , meet changing buyer content preferences and address economic-focused decisionmaking ,” Mediafly ’ s Chief Evangelist Tom Pisello tells Business Chief .
According to Pisello , smart marketers and sellers have recognised , and continue to recognise , “ the evolved and elevated expectations of buyers post-crisis ” and are subsequently stepping up to provide buyers with digital content that they can access and share with others on the buying team 24 / 7 ; personalising content to the buyers ’ industry , location and role ; leveraging interactive content in a variety of ways ; and arranging content into collections for prospect buying teams , organising and populating in one portal all of the content the buyers needs to make a more informed facilitated decision .
And the results speak for themselves . For example , research firm Forrester found that B2B firms using Mediafly ’ s platform experienced greater efficiency ( 25 % increase in selling time ), a massive 300 % increase in the use of content that ’ s most effective at inspiring deals and driving revenue , and ultimately a 66 % lift in revenue .
140 June 2021