Podcasts about Mediafly

Hiring used to be about handshakes—now it's about hacking the system. Mary Shea, GM of Hire Quotient and former co-CEO of Mediafly, spills the secrets of modern hiring, from decoding hidden talent pools to avoiding AI's résumé black hole. Whether you're job hunting, recruiting, or just trying to figure out why no one calls back anymore, this episode is for you. Key Highlights of Our Interview: AI as a Recruiter's Right Hand “Offloading 75% of the recruiting workload, generative AI and automation work overtime, tackling bias and sourcing talent far beyond the usual platforms.” Beyond LinkedIn “Why limit your search to one platform? With integrations across tools like Crunchbase and Apollo, HireQuotient casts a wide net, uncovering passive and active candidates who often fly under the radar.” Championing Diversity “When male-dominated results dominated a recruiter's search, HireQuotient adapted with a few new prompts, demonstrating how AI can open doors for underrepresented talent.” White Glove Experience, AI-Style “Automation doesn't mean impersonal. By automating outreach and early-stage screening, recruiters had more time to build personal connections and keep candidates engaged.” Omnichannel Humanity “Use every channel, but never forget the power of face-to-face. It's not just networking; it's feeding your humanity.” The Human Advantage “AI might read resumes, but humans hire. Keep networking, stay visible, and remember that meaningful relationships can outlast any algorithm.” _________________________ Connect with us: Host: Vince Chan | Guest: Mary Shea PhD --Chief Change Officer-- Change Ambitiously. Outgrow Yourself. Open a World of Deep Human Intelligence for Growth Progressives, Visionary Underdogs, Transformation Gurus & Bold Hearts. 6 Million+ All-Time Downloads. Reaching 80+ Countries Daily. Global Top 3% Podcast. Top 10 US Business. Top 1 US Careers. >>>100,000+ subscribers are outgrowing. Act Today.

Who needs a solo act when you can have a dynamic duo? In Part Two of this series, Mary Shea, General Manager of Hire Quotient and former co-CEO of Mediafly, takes us inside the world of co-CEOship—a growing leadership trend that's part genius, part juggling act. Mary unpacks what makes it work: trust, complementary skills, and a shared vision. But she's also refreshingly candid about the pitfalls—slower decision-making, the need for a strong board, and why even the best co-leaders need a “business couples counselor.” If you're rethinking leadership structures, this one's for you. Key Highlights of Our Interview: AI's Impact on Sales Teams “AI is paving the way for smaller, more agile sales teams, moving away from the traditional 80/20 rule toward a future where 80% of the team delivers 100% of the revenue.” The Rise of the Consultant Seller “AI acts as a coach on the salesperson's shoulder, helping them become more advisory-oriented, and enabling deeper impact in customer interactions.” Why Two CEOs? “In today's complex world, no single leader can address everything, from geopolitical challenges to the rapid pace of AI innovation. The co-CEO model allows for a divide-and-conquer approach.” Challenges of Co-Leadership “Decision-making can be slower, and sometimes we wish we could just do things our way. But alignment is key, and when it works, it's incredibly impactful.” Who's the Umpire? “Our ‘umpire' is our investor and board. If we truly can't resolve a disagreement, we rely on their input as the ultimate decision-maker.” The Professional Marriage “Co-CEOship is like a professional marriage—it requires resilience, commitment, and sometimes even a ‘marriage counselor' in the form of an executive coach to navigate tough patches.” _________________________ Connect with us: Host: Vince Chan | Guest: Mary Shea PhD --Chief Change Officer-- Change Ambitiously. Outgrow Yourself. Open a World of Deep Human Intelligence for Growth Progressives, Visionary Underdogs, Transformation Gurus & Bold Hearts. 6 Million+ All-Time Downloads. Reaching 80+ Countries Daily. Global Top 3% Podcast. Top 10 US Business. Top 1 US Careers. >>>100,000+ subscribers are outgrowing. Act Today.

Mary Shea's career is proof that you don't have to stick to one soundtrack. From a classical musician to a leading voice in sales leadership, she's taken some bold risks—and in this first episode of a three-part series, she's sharing the lessons she learned along the way. As General Manager of Hire Quotient and former co-CEO of Mediafly, Mary is on a mission to amplify underrepresented voices and reshape sales leadership. With insights from her time at Forrester, she also dives into the digital transformation of sales and how creativity plays a bigger role in business than you might think. Key Highlights of Our Interview: From Music to Business “I started as a classical musician, playing with the Mexico City Philharmonic and Guadalajara Symphony. But when the career palette felt too small, I took a leap into business, changing my life forever.” Sales: The Great Equalizer “Sales is one of the few fields where hard work and skill can lead to financial independence, regardless of where you start. That independence allows you to make meaningful changes in your life and others'.” Playing Catch-Up with Purpose “Coming into the business world with a PhD put me 10 years behind my peers, but it also ignited a fire. I moved quickly, knowing every opportunity was critical to closing that gap.” Creating the Playbook “I'm not just about managing to a playbook—I love creating it. The intellectual stimulation of building strategies with teams and seeing them succeed is what drives me.” _________________________ Connect with us: Host: Vince Chan | Guest: Mary Shea PhD --Chief Change Officer-- Change Ambitiously. Outgrow Yourself. Open a World of Deep Human Intelligence for Growth Progressives, Visionary Underdogs, Transformation Gurus & Bold Hearts. 6 Million+ All-Time Downloads. Reaching 80+ Countries Daily. Global Top 3% Podcast. Top 10 US Business. Top 1 US Careers. >>>100,000+ subscribers are outgrowing. Act Today.

Mary Shea, General Manager for North America at HireQuotient and former co-CEO of Mediafly, takes us on a tech-fueled journey through the wild world of AI-driven hiring. From cracking the code on hidden talent pools to dodging ghosting recruiters, Mary's got tips for everyone—job seekers, recruiters, and those just trying to figure out if their LinkedIn profile is detailed enough. She even schools us on networking, blending classic human touch with digital-era wizardry. If you've ever wondered how to outsmart the bots while keeping your humanity intact, this episode is your playbook—with a side of humor and heart. Key Highlights of Our Interview: AI as a Recruiter's Right Hand “Offloading 75% of the recruiting workload, generative AI and automation work overtime, tackling bias and sourcing talent far beyond the usual platforms.” Beyond LinkedIn “Why limit your search to one platform? With integrations across tools like Crunchbase and Apollo, HireQuotient casts a wide net, uncovering passive and active candidates who often fly under the radar.” Championing Diversity “When male-dominated results dominated a recruiter's search, HireQuotient adapted with a few new prompts, demonstrating how AI can open doors for underrepresented talent.” White Glove Experience, AI-Style “Automation doesn't mean impersonal. By automating outreach and early-stage screening, recruiters had more time to build personal connections and keep candidates engaged.” Omnichannel Humanity “Use every channel, but never forget the power of face-to-face. It's not just networking; it's feeding your humanity.” The Human Advantage “AI might read resumes, but humans hire. Keep networking, stay visible, and remember that meaningful relationships can outlast any algorithm.” _________________________ Connect with us: Host: Vince Chan | Guest: Mary Shea PhD Chief Change Officer: Make Change Ambitiously. Experiential Human Intelligence for Growth Progressives Global Top 3% Podcast on Listen Notes World's #1 Career Podcast on Apple Top 1: US, CA, MX, IE, HU, AT, CH, FI, JP 2.5+ Millions Downloads 80+ Countries

In the second episode of this two-part series, Mary Shea, General Manager of Hire Quotient and former co-CEO of Mediafly, delves into the co-CEOship model—a rising approach in today's complex business landscape. With growing challenges for single leaders, she explains how trust, complementary skills, and shared vision are essential for success. Mary candidly discusses the model's benefits, like shared workload and greater impact, alongside challenges like slower decision-making. She also highlights the importance of open communication, board oversight, and coaching as “umpires” to navigate conflicts. This episode offers timely insights for leaders exploring innovative ways to thrive in a rapidly changing world. Key Highlights of Our Interview: AI's Impact on Sales Teams “AI is paving the way for smaller, more agile sales teams, moving away from the traditional 80/20 rule toward a future where 80% of the team delivers 100% of the revenue.” The Rise of the Consultant Seller “AI acts as a coach on the salesperson's shoulder, helping them become more advisory-oriented, and enabling deeper impact in customer interactions.” Why Two CEOs? “In today's complex world, no single leader can address everything, from geopolitical challenges to the rapid pace of AI innovation. The co-CEO model allows for a divide-and-conquer approach.” Challenges of Co-Leadership “Decision-making can be slower, and sometimes we wish we could just do things our way. But alignment is key, and when it works, it's incredibly impactful.” Who's the Umpire? “Our ‘umpire' is our investor and board. If we truly can't resolve a disagreement, we rely on their input as the ultimate decision-maker.” The Professional Marriage “Co-CEOship is like a professional marriage—it requires resilience, commitment, and sometimes even a ‘marriage counselor' in the form of an executive coach to navigate tough patches.” _________________________ Connect with us: Host: Vince Chan | Guest: Mary Shea PhD Chief Change Officer: Make Change Ambitiously. Experiential Human Intelligence for Growth Progressives Global Top 3% Podcast on Listen Notes World's #1 Career Podcast on Apple Top 1: US, CA, MX, IE, HU, AT, CH, FI, JP 2.5+ Millions Downloads 80+ Countries

In this first episode of a two-part series, Mary Shea, General Manager of Hire Quotient and former co-CEO of Mediafly, shares her remarkable journey from classical musician to sales leader and diversity advocate. Mary reflects on the pivotal moments that shaped her career, including the risks she's taken and the transformative lessons learned. As a proud member of the LGBTQ community, she discusses her mission to amplify underrepresented voices and drive equity in sales leadership. Drawing from her time as Principal Analyst at Forrester, Mary provides valuable insights into the digitization of sales and the role of creativity in building high-performing teams. Packed with passion, advocacy, and actionable advice, this episode sets the stage for an inspiring conclusion in Part Two. Key Highlights of Our Interview: From Music to Business “I started as a classical musician, playing with the Mexico City Philharmonic and Guadalajara Symphony. But when the career palette felt too small, I took a leap into business, changing my life forever.” Sales: The Great Equalizer “Sales is one of the few fields where hard work and skill can lead to financial independence, regardless of where you start. That independence allows you to make meaningful changes in your life and others'.” Playing Catch-Up with Purpose “Coming into the business world with a PhD put me 10 years behind my peers, but it also ignited a fire. I moved quickly, knowing every opportunity was critical to closing that gap.” Creating the Playbook “I'm not just about managing to a playbook—I love creating it. The intellectual stimulation of building strategies with teams and seeing them succeed is what drives me.” _________________________ Connect with us: Host: Vince Chan | Guest: Mary Shea PhD Chief Change Officer: Make Change Ambitiously. Experiential Human Intelligence for Growth Progressives Global Top 3% Podcast on Listen Notes World's #1 Career Podcast on Apple Top 1: US, CA, MX, IE, HU, AT, CH, FI, JP 2.5 Millions+ Downloads 50+ Countries

In this weeks' Scale Your Sales Podcast episode, my guest is Mary Shea. Mary Shea is a co-CEO of Mediafly, a well-known revenue enablement firm. Mary is the Global Chief Evangelist at HireQuotient, a purpose-driven AI company that simplifies recruiting by finding exceptional and diverse talent. As a globally recognized thought leader, keynote speaker, podcast host, author and advisor, Mary is passionate about the future of buying and selling, the role product and commercial innovation play in driving successful revenue outcomes, and the criticality of elevating the voices of underrepresented people in the workforce. In today's episode of Scale Your Sales podcast, Janice B Gordon discuss the evolving sales landscape and leadership challenges with Mary Shea, co-CEO of a revenue enablement company. Mary shares her expertise in rapid fund-raising, talent enhancement, and workforce reduction, while emphasizing diversity and inclusion in leadership. We explore bias in hiring, the need for sales-specific data in recruitment, and the complexities of finding diverse talent. Welcome to Scale Your Sales Podcast, Mary Shea.   Timestamps: 00:00 Nonlinear career transition into technology and business. 05:09 Transitioned from Forrester analyst to company evangelist. 07:56 Future sellers more efficient and technology enabled. COVID accelerant. 10:21 Transition to efficient, predictable growth challenges leaders. 15:34 Increasing diversity in B2B sales through community engagement 17:59 co-CEO faced challenges, raised funds, made changes. 23:01 Software leverages data partnerships to identify candidates. 25:29 Promoting diversity and inclusion in hiring practices. 28:21 Focusing on diverse teams for better performance. 31:34 Monetary cycles and diversity are essential for success. 37:13 Understanding, empathy, and diversity in sales teams.   https://www.linkedin.com/in/maryshea/   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales   And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

We're back with the much-anticipated sequel in our series, where Mary delves deep into the transformative powers of AI in revolutionizing sales tech and boosting revenue like never before. Prepare for a deep dive into her top 5 predictions that are set to redefine the industry!But wait, there's more! Ever wondered about the dynamics of sharing the helm? Mary opens up about her groundbreaking journey as a Co-CEO at Mediafly, offering a rare glimpse into the challenges and triumphs of dual leadership.And, for a twist you didn't see coming, Mary shares a book that has profoundly impacted her worldview on humanity. It's a revelation that's bound to intrigue and inspire.Gear up for an episode packed with insight, innovation, and intrigue. Your next big idea might just be a play button away!

Learn now Mary Shea harmonises "the art of leadership" and "the science of sales" to orchestrate stellar career that's truly her own.

In this edition of the Sales Tech Deep Dive, David Dulany and NKD explore the evolving landscape of sales technology with their guest, Mary Shea, PhD, and Co-CEO of Mediafly. The conversation starts with Mary's insights on Mediafly's history and its role in shaping the sales enablement category. She discusses the company's journey from serving media companies to becoming a leader in sales and revenue enablement.The conversation delves into Mediafly's innovative approach to content management, the integration of artificial intelligence in sales processes, and the acquisitions that expanded their capabilities in value selling tools and revenue intelligence. Mary highlights the significance of understanding buyer behavior and adapting to digital-native buyers in the current economic environment.The discussion also touches upon the unique trajectory of Mary's career from an analyst to a co-CEO and the strategic decisions that have positioned Mediafly for growth amidst challenging market conditions. David and Nicholas probe into the specifics of Mediafly's client engagement, focusing on the nature of inbound leads and the composition of buyer teams. This conversation offers a comprehensive look into the trends, challenges, and future directions in the world of sales technology.Want more Pipeline and Revenue? Tenbound Free Resources:Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenbound/ https://www.facebook.com/tenboundinc/ https://twitter.com/Tenbound https://www.instagram.com/tenbound/ Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2

In Part 1 of this podcast episode, Dan Sixsmith discusses a new research study by Mediafly that explores the key drivers of success for high-performing revenue teams. The study reveals that most organizations invest heavily in their sales tech stack and plan to reinvest headcount savings into innovative sales technology. It highlights the importance of data, engaging content, and personalized buyer experiences for success. Sixsmith also discusses the emergence of digital sales rooms in B2B marketing, which allow for collaborative value creation and efficient content performance tracking. He emphasizes the need for data congruence, pipeline management, and the use of conversational intelligence tools for sales rep training

As many teams struggle with driving stage progression (accounts going dark), increasing win rates and ACV (many companies are reporting 10% drops in enterprise deals), protecting and expanding key accounts (82% of b2b buyers are indifferent, disengaged or actively looking to replace a vendor), we asked Steve Richard (SVP of Revenue Enablement at MediaFly) to  join us on the ABM Done Right Podcast to discuss: Know your number and what it takes to get there.In many cases, ABM is being implemented without the teams taking a good look at the business -- and seeing where there are gaps and where do we need to change interactions/experiences/motions so we can get to the number that leadership wants. You'll learn what teams need to look for to see what we need to fix and prepare sellers for.Why sales enablement is not enough. You'll see the gaps in most sales enablement programs, how revenue enablement differs from sales enablement and how we need revenue enablement and account-based enablement to drive ARR, GRR, and NRR. We also talk about what revenue enablement and what account-based enablement should look like.The key areas where sellers need help.We discuss key challenges that sellers and customer success teams have with multithreading, influencing internal conversations, driving stage progression, and getting larger ACV. You'll see how you can enable teams to accelerate high-value tier 1 accounts to revenue at a higher deal size.Driving GRR and NRR We discuss how most customer success teams are managing accounts vs. being in protection/expansion selling conversations. We talk about the challenges that customer success teams have -- and where the gaps lie in their conversations/interactions that have them losing the interest of the C-suite and VPs after the close. We also discuss ABM for customer marketing and how teams go onto customer calls thinking they'll be able to upsell/cross-sell, and the conversation quickly turns to saving the account for renewal and why this is happening.

In this conversation with Latané Conant, CMO at 6sense, she talks about doing account-based marketing right. Today, you'll hear about making demand centers more efficient, team structures at 6sense, ensuring an accurate source of truth, Latané's most-used platforms, and the importance of saying ‘no'.  As CMO of 6sense, Latané is passionate about empowering marketing leaders with effective technology, predictive insights, and thought leadership so they can confidently lead their teams, company, and industry into the future. Prior to joining 6sense, Latané served as CMO and Sales Leader at Appirio. She also serves as a member of the Revenue Collective, and as Advisory Board Member for Mediafly and Atrium. Episode Outline[05:13] The best way to have an efficient demand center. [08:06] How Latané has structured her teams. [11:05] Ensuring an accurate source of truth. [13:04] Platforms that Latané can't live without. [14:33] Marketing leaders who should be on the show. [15:08] 6sense's selling motion.  Connect with LatanéWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

On your mark… Get set… Acquire a company! An acquisition announcement garners a lot of excitement, but the real challenge rests in everything a company does afterwards to ensure that brand equity isn't lost and that customers aren't confused. Want an acquisition playbook? Here's the kicker, no two acquisitions are the same. Luckily for our listeners, we have three fantastic CMOs with multiple acquisitions under their belts, here to share their strategies and best practices when it comes to effectively pivoting post-acquisition. With wisdom from Julie Feller of U.S. Legal Systems, Isabelle Papoulias of Mediafly, and Kristen Russel of symplr, this episode is not to be missed—tune in!   For full show notes and transcripts, visit https://renegade.com/podcasts/ To learn more about CMO Huddles, visit https://cmohuddles.com/

Steve Richard, SVP, Value Realization at Mediafly sits down with Susan to talk about sales and sales training in a recession. He says, "Really good demand gen marketers that are super targeted with what they do and have very little scrap rate have never been higher demand. That's one thing I'm definitely seeing that's critically important right now. And everyone's going outbound." Key points in this episode: SDRs, SBRs, are you in the top third, mid-range third, or bottom third? Time to start self-sourcing opportunities How many times do you need to repeat training materials, three, seven, 50, or 100 times?  The sins that steady renewals can cover. Is this current market downturn isolated to tech to tech, or is it across the board? Steve's advice to take from this episode: "If you're good at generating opportunities, you're always going to be fine.  That's it. It's simple. So learn how to generate opportunities no matter what customer-facing role you're in." ----more---- About our guest: Steve Richard is SVP of Sales Excellence at Mediafly following their acquisition of ExecVision, the company he founded, in 2022.  Steve also founded Vorsight which he sold in 2021. Steve's mission and life's work is to help as many sales teams as possible become wildly successful.  He has been featured in numerous publications, including The Harvard Business Review, The Washington Business Journal, and The Washington Post.  Outside of work, Steve enjoys scuba diving, skiing, running, and watching lots of football.  He lives in Arlington, VA with his wife Ellen and their four kids ages 6, 9, 11, and 13. Follow Steve's one-minute sales tips of the day on LinkedIn.

Jodi Cachey, VP of Content Strategy & Growth Marketing at Mediafly, talks with Jeremy about how content marketing adds value to companies navigating tough economic times.Highlights:The role marketers play in keeping companies running during leaner timesThe importance of tracking what matters, not just vanity metricsShowing people your value using the C.L.O.S.E. methodLearn more about MediaflyConnect with Jodi on LinkedInMemorable Quotes:"The best way to get them to care in an economic downturn is to kind of put your money where your mouth is and say, you know, quantify it.""We use a methodology called C.L.O.S.E. and that is challenge, loss, opportunity, solution, and evidence. So that's kind of how we structure all of our content. We never start with our solution. We start with, this is the challenge that we know you're facing. This is what it's costing you. This is the opportunity if you fix that challenge and this is how the solution will help you fix it. And then this is the evidence.""I think from my perspective, if the economy tanks and your team is still performing well and you're meeting sales targets, your value is pretty self-explanatory, right?"The B2B Content Show is produced by Connversa, a podcast production agency helping B2B brands connecting with prospects, generates TONS of content, and grow revenue. Learn more at connversa.com

We speak with Carson Conant, CEO & Founder at Mediafly, about their acquisition strategy. Including identifying key leadership, structuring deals, and how to retain top talent. Mediafly has averaged around one acquisition a year since 2018 and with two already finished for 2022.  Check out other podcast episodes, webcasts, and videos at WFS.com. 

We never really had the data to know what's going on in the sales process… We just relied on the judgment of reps… Sales was a mysterious art. Now, we have tech for every stage of the process. With the right data infrastructure, we get the insights that enable us to convert sales from art… to science. We can now capture all that information to help you understand where and why you win, both tactically and holistically, across the sales process. This fundamental shift from the art of sales to the science of sales is changing revenue operations, sales, and leadership. Do you know why your best-performing reps are your best-performing reps? If not, tune into this episode and guest: Todd Abbott, EVP Corporate Development at Mediafly, who shares how new sales technology enables true cross-functional alignment across sales, marketing, services, management, and backend systems. Todd covers the mystery behind sales success and how technology fundamentally changes the game. Join us as we discuss: The mystery behind winning The tactical and strategical values of the science of sales    Now that you know the importance of data-driven sales strategies… it's time to learn how to change the way your team, company, or organization uses systems. Check out the full list of episodes here: The B2B Revenue Executive Experience.

This week's show is entitled, "You Have a Ton of Sales Data. What to Do With it?!" and my guest is Steve Richard, Senior Vice President, Value Acceleration at Mediafly.  Tune in to hear more about: Sales intelligence and the increase in sales transparency The process of raising and training a sales rep Key tips for entrepreneurship Listen in now for this and MORE, watch the video or read the transcript on the Heinz Marketing blog (search "Steve Richard".  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena@heinzmarketing.com.

Carson Conant is the Founder and CEO of Mediafly. Find him on LinkedIn, Twitter or check out Mediafly's website. You can find our host, Ari Salonen on LinkedIn or Twitter. Our guest this episode has overseen five acquisitions in the last three years — with two so far in 2022. Ari and Carson begin their conversation by digging into Carson's philosophy toward M&A, how he got started, and then move on to talk about acquihires, building an M&A engine, and advice he would give his former self. This season of DealLab is supported by Midaxo+, the next-generation M&A software, offering advanced capabilities for frequent acquirers to manage and visualize deal progress from start to finish in a single platform.

Isabelle Papoulias, the former CMO at Mediafly joins the podcast. She shares where marketing teams need to focus their energy, the impact brand has on demand, why you should dedicate someone on your team to brand experience and much more. Isabelle's LinkedIn: https://www.linkedin.com/in/isabellepapoulias/ Mediafly's Website: http://www.mediafly.com

As marketers, we tend to collect. We collect tools and software in our determination to better aid our efforts to reach, capture and support our audiences. But there's always something missing; actionable insights, a challenge that both we at Pathmonk and Mediafly are working to solve. Mediafly provides collaborative tools for sellers and marketers to provide interactive, value-focused buying experiences that drive revenue. The VP of product marketing, Nick Thompson, gives us an in-depth look behind the curtain and dives into his role in product marketing. Taking a different approach by focusing more on the customers than the product Nick is working to create impactful copy and productive customer conversations to shape the buying journey, speak the customers' language, and provide ultimate value.

SaaS acquisitions are plentiful, but what are the keys to a smooth transaction, and who is involved? Spoiler alert: it's more than the C-suite. In this episode, Lindsey Groepper speaks with Isabelle Papoulias, the EVP of Global Expansion at Mediafly, about marketing's role in M&A. As the former CMO, Isabelle has taken the company through five acquisitions in the last four years, providing her with takeaways and insights for B2B SaaS marketers who find themselves in the throws of M&A. Listen in as she shares what the marketing team can expect in an acquisition, what their role is, and how to align on goals with both your CEO and board. Connect with Isabelle: https://www.linkedin.com/in/isabellepapoulias/  Learn more about Mediafly: https://www.mediafly.com/  Connect with Lindsey: https://www.linkedin.com/in/lindseygroepper/  Learn more about BLASTmedia: https://www.blastmedia.com/

Interview with Nick Thompson - Vice President of Product Marketing at Mediafly A marketing veteran - Nick Thompson is the Vice President of Product Marketing at Mediafly, where he is in charge of product marketing strategy and execution. Nick has spent most of his career in the technology industry, and he is extremely enthusiastic about storytelling, buyer, and sales enablement. With a Bachelor of Business Administration focused in Media Entertainment from Full Sail University, Nick has assisted numerous brands in reaching their full potential. Listen to the latest edition of Marketer of the Month to see how Mediafly helps clients flourish via excellent communication and strategy. What's On The Menu: MediaFly's effective sales enablement strategies for 2022 The need for visually appealing, engaging product marketing Rethinking content marketing: how content marketing is different from influencer marketing Choosing the right influencer for your target audience Ensuring constant value addition to your social media Top 3 lessons that Nick learned from being in the tech space

Carson Conant, Founder and CEO at MediaFly, a collaborative tool for sellers & marketers shared a few of his top sales enablement predictions for 2022, Key topics covered: Growing importance of Sales Enablement Platforms How sales enablement and sales tech as a whole will shape up in the near future Sales enablement processes that boost ROI for B2B teams

Arrested Development. Zoey's Extraordinary Playlist. Firefly. What do these three shows have in common? Well, for starters, people apparently are pretty fed up with hearing correct opinions on how superior these shows are to everything else on TV! And secondly, they were famously canceled. Low ratings are fear of all creative projects (please leave a 5 star review below!), and the grim reaper in charge of delivering them is the all powerful Nielsen. A revolutionary during the Great Depression, Arthur Nielsen pioneered the data surrounding ratings as we know them today. He's allowed companies to make data-based decisions regarding their work for nearly a century, and that's just what your CX needs.Today's guest, Jodie Jansen, is the Chief Customer Officer of Mediafly. She brings data to the forefront of CX and helps her team and customers make data-based decisions. And today, she'll teach you how to do the same.--------“Don't guess about the health of your customers, quite frankly, don't guess about the health of your team. Don't take for granted or don't take at face value that a deal is going the right way or a customer is healthy because someone said it was. Rely on the data to be able to give you those insights.” - Jodie Jansen--------Time Stamps* (0:00) Arthur Nielsen's guide to data-driven CX* (6:31) What is Mediafly?* (7:39) Making CX the heart of your business* (9:13) The secret to data-driven CX* (13:55) How to find the right people to work with--------SponsorThis podcast is presented by Oracle CX. Hear more executive perspectives on CX transformation at Oracle.com/cx/perspectives--------LinksConnect with Jodie on LinkedInCheck out Mediafly

Everyone talks about the "Customer Journey" but often operates in stage-by-stage silos of customer acquisition, retention, and expansion.What is the Customer Journey - first, it often depends on if you come from a "Buyer perspective" versus the "Seller perspective." Ultimately, the seller is trying to figure out how to turn the buyer's meandering journey into a more liner, faster buying journey...sounds like an adversarial relationship using this model.One interesting aspect of today's buying journey is how to optimize how Marketing, Sales, and Customer Success collaborate across the customer journey. The early phase can feel disjointed to the customer as they engage with a vendor using multiple "marketing-led" experiences that are not well understood by the Sales Development and/or Sales resource, who often do not know the knowledge and experience the prospect already has from self-directed research.Does having shared goals and metrics across Marketing, Sales and Customer Success impact the customer experience? Having an "Account Energy Score" may assist in aligning the functions across the customer journey. It can also inform the probability of a prospect becoming a customer. The Account Energy score factors in signals at each stage of the journey and weight specific actions such as content engagement or activities based upon the stage of the journey, such as Customer Acquisition vs Customer Retention vs Customer Expansion.Though there is never a "magic bullet" that can guarantee a prospect becoming a customer, being able to dynamically score each point of engagement depending on the latest understanding of how each signal correlates to customer journey progress is a material increase in insights versus today's standard models.In the "tough question category," is it the seller's responsibility to follow the buyer's journey OR to try and help guide and lead the prospect to make the best purchase decision? Carson's perspective is it is better to lead the buyer through the process by understanding the buyer's actual needs and being willing to stop the process IF their solution is not in the best for the buyer.Another key point is there is NO single customer journey or buying process, so it's critical to always be listening to the prospect and align plus help guide the buyer through the process.In today's "land, retain and expand" customer lifecycle process in the SaaS industry, having a 360 degree view that is informed by every signal that impacts the customer journey is a best practice. It is also a best practice that requires tight integration of your Marketing, Sales, and Customer Success team aligned to the customer journey.If you are interested in learning more about today's customer journey, and how to use their engagement as input to your forecast, and to better inform your internal resources on the best next action, this conversation with Carson is highly informative.

For a locked room labeled “Marketing Spend,” the CFO holds the keys. And they aren't going to be quick to hand them over, either. This all-important alliance depends on the CMO's fluency in CFO-speak, AKA how $1 into marketing will equal more $$$ out. Luckily, it's not too hard a language to pick up.  In this episode, we're airing three Q&As with three CFOs who laid out their formulas for a great CMO/CFO alliance during a recent CMO Huddles Super Huddle (a bi-annual mega-huddle exclusively for our community of B2B CMOs). Tune in for some wonderful insights from Chris Andersen of Acquia, Nicole Anasenes of Ansys, and John Evarts (now President and COO) of Mediafly—insights that CMOs just might want to share with a CFO who's on the fence about the power of marketing.  For full show notes and transcripts, visit https://renegade.com/podcasts/ To learn more about CMO Huddles, visit https://cmohuddles.com/

What is and constitutes interactive content that resonates? Is interactive content part of your business strategy? It's not something that every brand does, but it represents a way that content and sales enablement has been done in the past to create experiences that better serve potential customers than static content. Today's guest is Isabelle Papoulias, CMO/Vice President of Marketing at Mediafly, where she oversees all of Mediafly's marketing efforts and works with its sales and business development teams to ensure continuous growth. She shares insights on how to break the sales and marketing mold using interactive content.   Some of the highlights of the show include: Animated vs. Interactive: Mediafly makes clear distinction between two types Interactive Content: Navigation helps create constant customer experience Correct Content Usage: Helps marketers/sellers understand buyer behavior Common Content Types: Case studies, product demos, and success stories Site Analytics: Be better prepared for next interaction and serve relevant content Getting Started: Pick one content asset of huge strategic importance to company CLOSE Method: Challenge, Loss, Opportunity, Solution, Evidence for storytelling Scale Up: Improve, apply interactive content to other pieces, platforms, people Interactive Content Creation Tools: Mediafly, Reprise, and content agencies   Links: Isabelle Papoulias on LinkedIn Mediafly Presentify Mediafly's Customers Reprise Netflix Forbes Expert Contribution: 10 Steps To Ensure Your Pitch Stands Out To Large Clients Ben Sailer on LinkedIn CoSchedule   Quotes from Isabelle Papoulias: “Interactive content is content that allows for navigation that helps create a very constant experience for the buyer, ultimately.” “It's interactivity of the service of creating a highly engaging and custom consumption experience that really meets the needs of the buyer.” “Not only does it make for a more enjoyable experience, but I think in a remote world especially, there is an aspect of edutainment.” “So much of the buyer journey now is digital without a live person, without a rep that I know I'm definitely feeling the pressure of content needing to, call it, sell harder on its own.”

Forrester. Gartner. IDC. These global market research firms can put your brand on the map, or they can tuck you into the doldrums of an undesirable quadrant. With a direct and well-trusted line to B2B customers, analyst relations are no joke, and the CMO plays an integral role in building up a mutually beneficial relationship that lasts.   In this episode, CMOs Isabelle Papoulias of Mediafly, Carlos Carvajal of Q2, and Narine Galstian of SADA share their experiences navigating the world of analyst relations and the lessons they've learned along the way. Whether you're in the early stages of getting on the analysts' radar or refining the way you engage your analyst connections, this episode is packed with best practices, mistakes to avoid, and more.    For full show notes and transcripts, visit https://renegade.com/podcasts/

Johan Abadie, the SVP of Marketing at Mediafly joins the podcast. He explains why companies shouldn't focus only on creating demand, but also shares why they should be capturing existing demand. Johan takes a deep dive on how he and his team measure intent signals, coach their buyers through the buying process, how they engage with prospects and much more. Johan's LinkedIn: https://www.linkedin.com/in/johanabadie/ Mediafly Website: https://www.mediafly.com/

Tom Pisello is currently the Chief Evangelist for sales enablement firm Mediafly, acquirer of Tom's former company Alinean where he was the founder and served as CEO. Alinean was the pioneer in the development of value communication and quantification messaging, tools and training. Tom is well known as the ROI guy through his popular blog, […]

In this episode, we talk to Jodi Cachey, Vice President of Content Strategy and Growth Marketing at Mediafly.

It's time to break down real SaaS marketing problems - with a sour twist. Garrett Mehrguth interviews marketing leaders from around the world while they're challenged to get their words out - puckering with sour candy/food they consume throughout their conversation. Guest: CMO at Mediafly, Isabelle Papoulias!

When LinkedIn came out with its report in 2020 that showed that 44% of organizations are facing significant declines in responsiveness, we at Personal ABM mentioned that it was not pandemic related. COVID may have exacerbated the situation but it's because we need a new way to market and sell to prospects. Recent studies from Challenger, support the claims that Kristina Jaramillo and Eric Gruber made last year. Despite many companies rebounding in 2021 and despite sales and marketing teams increasing their prospecting by more than 5%, more than 50% of respondents mentioned that the biggest barrier to getting deals done is getting prospects to respond. On this podcast, Tom Pisello (Chief Evangelist at Mediafly) and host of the Sales Evolved Podcast and Eric Gruber (Personal ABM CEO) discuss:1) How we need to be much more relevant and important to a much fewer set of people than this mass industrial-scale attitude we have today where it's about as much outreach, activity, and opportunities as possible. 2)  How we need to improve messaging, develop new content to present it, and engage with a broader group of customer stakeholders to share it if we want to get greater market access. 3) How marketing can shift content and carry the internal conversation for sales. You must remember that only 5% of the decision-making journey takes place with the seller in the room – and in the room with the seller is a small subset of the buying committee. 4) How you need to build your storytelling and integrate it with your content and messaging to answer the questions "why change", "why now" and "why you."After you listen to this podcast with Tom Pisello, you'll want to check out these additional resources to help you with your ABM content and storytelling:Rebooting the Stories That Sales and Marketing Are Telling - A Podcast Conversation with Carrie KellyWhy Content Does Not Support ABM Nor Sales – Eric's article on Content Marketing WorldRehumanizing Sales and Marketing – a Conversation with BombBomb's Ethan BeauteRebooting Content to Support ABM, Sales and the Customer Journey – A Conversation with PathFactory's Cassandra JowettRebooting Content Performance Panel

Full video: https://youtu.be/7dsouVBpYr8  

Johan Abadie, the SVP of Marketing at Mediafly joins the podcast. We talk about companies need to scale back their marketing automation, how to be more personable as a brand, how to couple automation with personalization and much more.

In this episode, we're speaking with Elise Oldenburg - Sales Enablement Director at Mediafly. Before becoming the sales enablement director for a sales enablement platform, Elise held the position of director of customer operations within Mediafly. Her background in customer success has shaped the way she approaches sales. By staying truly invested in the CUSTOMER'S success, they've been able to differentiate their service - above any one product feature.

In this episode, Timmy Bauer talks with Isabelle Papoulias, CMO at MediaFly, about the two most underutilized tactics in B2B marketing.

In this episode of the #CX series, Ethan Beute, Chief Evangelist at BombBomb, talks with Isabelle Papoulias, CMO at Mediafly, about taking care of your team members and expanding your go-to-market motions when you're growing through acquisition. Listen to more CX conversations on Ethan's podcast, The Customer Experience Podcast by clicking through one of the following links to your favorite podcast player: Apple Podcasts Spotify Sticher Google Play Google Podcasts

There are six big trends driving sales transformation: the rise of virtual selling, a new generation of leaders and new buyers, the need for integration and measurement and the explosion of AI, With these trends in mind, Stephen Diorio and his team at the Revenue Enablement Institute published new research and a framework for creating a new Commercial Model and selecting the best sales technology to support the transformation. In this interview, Stephen discusses the driving trends and outlines the 9-elements of the 21st Century Commercial Model. https://www.linkedin.com/in/stephen-diorio-1339011/ Mediafly's profile in the Revenue Enablement 100 (including interview with CEO Carson Conant) https://www.revenueenablement.com/re100/mediafly/ #salesenablement #revenueenablement #salestransformation #salestechnology #salestech #contentmanagement #interactivecontent

You know that part of the conversation asks, "What kind of results should I expect?" How do you respond? Especially if what you sell doesn't have a clear ROI. Tom Pisello has dedicated most of his career to cracking the value equation in modern selling, to the extent that he's known as 'The ROI Guy'. He also might actually be The Most Interesting Man In The World. Not just because he looks like the Dos XX character, but because his past includes radio, playing in a wedding band, and being a Porsche Racing instructor.Tom steps to the mic this week and drives laps around the concept of delivering value throughout the sales process.Find Tom online:Instagram: https://www.instagram.com/thomaspisello/LinkedIn: https://www.linkedin.com/in/tompiselloFind Mediafly online:Website: https://www.mediafly.com/ See acast.com/privacy for privacy and opt-out information.

In this episode of the Startup Selling Podcast, I was interviewed by Tom Pisello.   Known as the ROI Guy, Tom is the host of the EVOLVERS podcast series, author of the book Evolved Selling, founder of the Evolved Selling Institute, and Chief Evangelist for sales enablement platform provider Mediafly.     Tom is a successful serial entrepreneur, founder of several firms focused on business value sales and marketing, and a Gartner veteran.   Some of the key topics that we discussed in this episode are:   The linkage of ultra running with running a startup. Lessons from the trail and applying it to selling. Challenges in the marketplace in a post-COVID world. Shifts in the selling environment. Paying attention to your internal economy. Changes and ways you can think about measurements and sales forecasting. The importance of sorting versus selling in your prospecting and outbound. Keeping control of your sales process.   Link & Resources:    Tom Pisello on LinkedIn: www.linkedin.com/in/tompisello   The Evolved Selling institute: www.evolvedselling.com   Evolved Selling Book: www.evolvedselling.com/evolved-selling-book   Evolvers Podcast: open.spotify.com/show/2K9MRd11NQuIitXsoCKbYX   Evolved Selling Institute on LinkedIn: www.linkedin.com/company/evolved-selling-institute/?viewAsMember=true     Listen & subscribe to The Startup Selling Show here: BluBrry | Deezer | Amazon | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

Which KPIs matter the most? This Week, I am so excited to be joined by Marketing and Anylitics Guru, Johan Abadie. Johan shares his insights on why marketing metrics should be directly tied to revenue, as well as way to hyper personalize messaging and avoid siloed teams. Please be sure to subscribe & leave a comment/rating to stay up to date with the top minds in the experiential marketing industry. Apple or Spotify or Amazon **Want access to additional content, & exclusive invites to strategy round tables? Check out the community page at www.robert-chain.com to join** @1:02 - Background, and demand Gen focuses @1:50 - How the human element of sales, only a small portion of the entire cycle @4:30How to avoid siloed teams @6:20 How to efficiently hyper personalize messaging @9:30 How to track the customer journey from the very first click @13:00 Modern day SEO @15:30 At the end of the day, what really maters in marketing Sponsorships: on for t --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/robert-chain/support

Acquisitions are often times of stress and disruption, to say the least.   Our most recent podcast guest casts new light on one of my favorite themes — that a good employee experience is a necessary precursor to a good customer experience — from the perspective of acquisitions and mergers.   In this episode, I interview Isabelle Papoulias, CMO at Mediafly, about her 3 tips for a smooth acquisition process.    Isabelle talked about:   - Customer experience means delight & consistency   - Her double acquisition story   - Top 3 lessons, including checking your biases   - Her role transitions from Sales Director to VP of Marketing to CMO   Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Google Play or Google Podcasts, and find more episodes on our blog.

Carson Conant is the founder and CEO of Mediafly and today we dive into the current state of sales enablement. We talk about whether we’re enabling sellers or just enabling processes. Plus, we get into what pieces are missing from the current sales enablement mix. Learn more about your ad choices. Visit megaphone.fm/adchoices

Latane Conant is the Chief Marketing Officer at 6Sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritise efforts and then engage the right way. To date, the company has raised $120M in financing from Battery Ventures, Insight, Venrock, Costanoa, Bain Capital and Salesforce Ventures to name a few. As for Latane, before 6Sense she was CMO and sales leader at Appirio where she drove 5X more effective field marketing programs and an increase in inbound leads by 300%. If that was not enough, Latane is also on the Advisory Boards of both Mediafly and Atrium.   In Today’s Episode We Discuss: How did Latane make her way into the world of SaaS and come to be the rockstar CMO and ABM thought leader she is today with 6Sense? What does the preparation process look like pre-sales kick off week? What is involved? Who is involved? What needs to be ready? How does Latane feel about putting comp plans as part of the week?      How important is a theme to having an engaging week of content? What can teams do to bring their themes to life? How does Latane advise others when it comes to keeping the content fresh and exciting?   What is the right way to end the week? What are the right follow up steps to take? Where do many people go wrong here?     Latane’s 60 Second SaaStr: Hardest element of Latane’s role today with 6Sense? What would Latane most like to change about the world of SaaS? What does Latane believe that most around her disbelieve?  If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Latane Conant

Tom Pisello, The ROI Guy, is a serial entrepreneur, popular speaker and author, focused on value marketing and selling. Tom's new book, Evolved Selling - Optimizing Sales Enablement in the Age of Frugalnomics (available on Amazon) is a follow on to The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More (available on Amazon). Some Key Points of This Discussion Why Tom focuses on ROI. Why we need to build and quantify value. The power of Discovery assessments in building the business case for change. Walking into customer interactions with a hypothesis of their potential problems. Aspects of "The Challenger" sales and how to implement it effectively. The power of Socratic dialogue to help customers become more aware Closing for a Discovery meeting vs a Product Demo How slowing down early in the sales process actually speeds up the whole sales process How sellers must help customers to buy How there are still positive opportunities in this difficult market How Mediafly helps companies to guide customers, turbocharge presentations and produce business cases to be more effective. Why pain is a stronger motivator than gain. Check more about Tom’s company and latest book Evolved Selling and the Mediafly solution for presentations.

Being a hunter sales leader in these times is not easy. One way to outperform the competition? Think about your next on-line meeting less as a presentation and more as a collaborative conversation and experience. In this interview with VP of Sales for sales enablement provider Dustin Zweck we discuss some of the best practices he recommends to clients and uses with his own teams to transform on-line virtual customer meetings into a compelling digital selling experience. https://www.linkedin.com/in/dustinzweck/ #digitalselling #remoteselling #salestransformation #salesenablement #revenueenablement #discovery #assessment #financialjustification #salesperformance #salescoaching #interactiuvepresentation #interactivecontent #contentmanagement #valueselling #valuestory #storytelling #customerintelligence #marketingperformance #ROI

Carson Conant is the CEO and Founder of Chicago-based sales enablement solution provider Mediafly. Under Carson’s leadership, Mediafly has been recognized as an Inc. 5000 Fastest Growing Company for five consecutive years, one of Inc.’s Best Workplaces of 2018, and a Best Place to Work by Crain’s Chicago Business. Mediafly’s software is currently leveraged by top Fortune 500 companies including PepsiCo, MillerCoors, Disney, and Goldman Sachs.

In this episode of the Startup Selling Podcast, I interviewed Carson Conant.   Carson Conant is the CEO and Founder of Chicago-based sales enablement solution provider Mediafly.   Having grown up in an entrepreneurial family, Carson is no stranger to the challenges and rewards of building a company from the ground up and assembling a brilliant team to successfully execute on his vision.    Under Carson’s leadership, Mediafly has been recognized as an Inc. 5000 Fastest Growing Company for five consecutive years, one of Inc.’s Best Workplaces of 2018, and a Best Place to Work by Crain’s Chicago Business. Mediafly’s software is currently leveraged by top Fortune 500 companies including PepsiCo, MillerCoors, Disney, and Goldman Sachs.   Some of the topics that Carson and I discussed in this episode are:   What does sales enablement mean? The difference between marketing and sales content. When and how to use content in your sales process. The lessons from marketing and its functions in an organization. When to update your content whether it is a video presentation, case study, or powerpoints. When is the best time to establish a sales-enablement role in your organization?  Links & Resources   Mediafly: www.mediafly.com   The Evolved Selling Institute: www.evolvedselling.com   Carson Conant on LinkedIn: ww.linkedin.com/in/carsonconant Listen & subscribe to The Startup Selling Show here:   Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com   Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.

Focusing on existing customers is key to success for many organizations through the crisis. How do you optimize your growth sales and customer success teams to better engage with existing customers now that all meetings are remote, buyers are more frugal and you get more "No" than "Yes"? Who better to ask than Mediafly's own Andrew Miehl. See what he is doing to better retain and expand existing customers, focusing on enabling better remote selling, realized value and maintaining a fun, winning attitude. https://www.linkedin.com/in/andrew-miehl/ #salesenablement #revenueenablement #growthsales #customersuccess #realizedvalue #realizedROI #buyerengagement #salesplaybook #salesprocess #salesoptimization #salesperformance #salestechnology #salestech #digitalselling #remoteselling

Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. He is well known from his podcasts, videos, blog posts, and newsletter as “the ROI Guy.” Tom is the Founder of the Evolved Selling Institute and currently Chief Evangelist for Mediafly, a leading sales enablement solution provider. In this episode, Audrey, Lee and Tom discuss:  ·          How to changes you can sell as well remotely as well as you did in person ·          Top ways to keep selling in COVID-19 ·          Better methods to prepare interactive digital documents to make compelling sales sessions ·          Creating mini-presentations to keep virtual selling with prospects at a higher level of engagement   "Create little stories you can pivot to. As sales manager you have to teach your sellers to piece together these little mini presentations and be able to jump into these mini stories and in that mode as well to be able to basically share those as a whole presentation.” – Thomas Pisello  Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales.     Connect with Thomas Pisello www.evolvedselling.com https://twitter.com/tpisello https://www.facebook.com/thomas.pisello https://www.linkedin.com/in/tompisello/   Connect with the hosts of Manage Smarter:  ·         Website: ManageSmarter.com  ·         Twitter: @ManageSmartPod  ·         LinkedIn: Audrey Strong                                                                  ·         LinkedIn: C. Lee Smith    Connect with SalesFuel:  ·         Website: http://salesfuel.com/  ·         Twitter: @SalesFuel  ·         Facebook: https://www.facebook.com/salesfuel/ Learn more about your ad choices. Visit megaphone.fm/adchoices

If you want your sales teams to convince buyers to buy more often, then sales enablement may be just the tool you need.  Imagine giving them custom content and a more interactive and personalized presentation customized to the buyer's needs. It's a great way to Fix The Convince.  Today we talk about Sales Enablement with my guest: Tom Pisello. Tom is well known as the ROI guy.  He is currently the Chief Evangelist for Mediafly and the founder of the Evolved Selling Institute. Prior to this, he founded value selling and marketing firm Alinean, merging with Mediafly two years ago, and was a Managing VP for research firm Gartner. Tom is a successful serial entrepreneur, author, and podcaster. And I'm Paul Mosenson, the host of Fix the Convince and Founder of NuSpark Consulting, a marketing optimization consultancy for firms of all sizes and categories

Oftentimes marketers are not the ones that get to talk to customers. They build an understanding of what the buyer's needs are and then develop content and marketing strategy around their current knowledge. However, without ever getting to the buyer's needs in their own words, how is marketing supposed to know if they are heading in the right direction? How is the product team supposed to know that their buyers will positively respond to their latest innovation? A Marketing Leader, Cross-Functional Teams Strategist, and the CMO of Mediafly, Isabelle Papoulias, challenges marketers to be the most knowledgeable about the customer in the business. She explains that marketing leaders do so much more than marketing and the value of advocating for the voice of the customer.   Takeaways: Marketing should have their finger on the pulse of the customer, the trends, and how they are changing to inform product innovation. Without the customer in mind, businesses will only create products they are interested in, not necessarily what their customers are interested in. Marketing should understand the customer more than anyone else in the company. You want to get insights from your current customer base, so that you can go and get more customers. Turn your customers into advocates with a customer advisory board. Start building the board with your happiest most successful customers, ones that are fans of your brand. Have a variety of industries, company sizes, and roles represented. Do not assume you know everything, talk to your customers and listen to their buyer needs straight from the source. The CMO has to be focused on the company objectives and what success looks like for the business. If someone comes to you with an idea, use the filter question of, does this serve our growth objectives? Build your priorities by identifying the gaps and problems in your current processes that need to be addressed, to meet your growth targets. For marketing and sales to be aligned, the leaders of those departments have to have the mindset that, “we are better working together than separately.” Career Advice from Isabelle - Trust yourself, you know more than you think.   Links: LinkedIn: https://www.linkedin.com/in/isabellepapoulias/ Mediafly: https://www.mediafly.com/ Evolved Selling Institute: https://www.evolvedselling.com/ Evolvers Podcast: https://www.evolvedselling.com/podcasts/   Busted Myths: The CMO role is solely about marketing, which is not important, so companies should just eliminate it. - The CMO role is so much more than just marketing. Many marketing executives deal with enterprise-wide responsibilities, manage inside sales, and collaborate on product innovation. Businesses that are getting rid of the CMO role, are not doing without the role, they are just calling it something else. The CMO role is essential and far more diverse than just marketing strategy. Technology is the silver bullet that will solve your problems. - Technology is meant to help scale and enhance what you currently have. You need the human resources and strategy in place first, before just buying technology. If you do not have the resources to use the technology appropriately, you will only continue to scale your current problems.   Shout Outs: 29:26 Carson Conant, CEO Mediafly 1:09:20 Isabelle's Mom

Tom is an entrepreneur, speaker, and author of the book Evolved Selling™: Optimizing Sales Enablement in the Age of Frugalnomics. He is Mediafly’s Chief Evangelist, and he focuses on developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers. In this episode, Tom covers how field salespeople can effectively navigate this crisis, with tips for sales managers on how to best adapt to the new work dynamic.  Here are some of the topics covered in this episode: How field salespeople can provide meaningful value during this time How to make the buyer's journey easier amidst tightening budgets Tips for reps to meet quota and show accountability  Daily habits and routines for working remotely Ways to maintain a winning mindset   About the Guest:  Over the past decade, Tom has engaged in the launching and maturing of several innovative technology companies. During his role as Managing VP of Gartner, he played a major role in making Gartner into the industry standard it is today. Today Tom is the Chief Evangelist at Mediafly and the Founder of the Evolved Selling Institute.   LinkedIn - https://www.linkedin.com/in/tompisello/ Website - https://www.evolvedselling.com/ - Evolved Selling Institute, has interactive tools, free books during the Coronavirus, & provides a great community during this time   Listen to more episodes of the Outside Sales Talk here and watch the video here! P.S.: Don’t miss Steve’s announcement about a new project we’re releasing next week. It’s going to be a way to celebrate the top sales leaders that have inspired all of us.   Stay tuned to know more!

SaaS AdLab Podcast | Episode: 72 -------------------------------------------------------------------------------------------- Featuring: Carson Conant - CEO: Mediafly -------------------------------------------------------------------------------------------- Join the SaaS AdLab Private Facebook Group: http://bit.ly/SaaSAdLabGroup -------------------------------------------------------------------------------------------- URLs: Website: https://mediafly.com -------------------------------------------------------------------------------------------- Follow Fantôm Agency: https://www.instagram.com/fantom.agency/ https://facebook.com/fantomagency https://twitter.com/fantomagency

It’s tough enough to build a company’s marketing engine from the ground up, but Isabelle Papoulias, CMO of Mediafly, successfully navigated through not just one, but two acquisitions within a six-month period. What did she learn? Not all acquisitions are created equal: it was two weeks before their second acquisition announcement when Isabelle, in conversation with her CEO, realized they had an opportunity to completely pivot their brand messaging for the better and decided to scrap their original plan. While this would be considered risky to most, the decision ultimately elevated Mediafly to a new level within the sales enablement category. Join us on this week’s episode of Renegade Thinkers Unite to hear all about Isabelle’s experience during these back-to-back acquisitions, how their campaign brought both expected and unexpected successes, and why ABM goes beyond marketing to give a company a surround sound approach to targeting valuable prospects. 

The integration of CRM and sales enablement is essential to improved sales success, according to this interview with integration partner expert Tony Kavadas, but all integrations are not created equal. There are several integration use cases that deliver more value, and should be a part of your sales enablement evaluations and plans. https://www.linkedin.com/in/tonykavadas/ #evolvedselling #salesenablement #AI #ML #salestechnology #salestech #salesstack #CRM #integration #salesoperatingsystem #salesautomation #salesperformance #salesoptimization #customerintelligence #ROI #valueselling #roicalculator #tcocalculator

Ten years or so ago, the expression “never waste a downturn” became a popular maxim among business leaders who viewed the economy’s downward spiral as an opportunity to trim waste and restructure portions of their businesses. The expression also summed up the mind-set of a unique class of executives who, despite a bleak hiring environment, viewed the period as being potentially transformational for their careers. Such was the case with CFO John Evarts, who entered the downturn as a CFO for a not-for-profit and exited as CFO of Mediafly—a small content asset management company that in the coming years would open a new growth chapter by answering the demand for more compelling content in sales enablement. “From late 2008 to 2009, there were some challenges inside the not-for-profit sector, so I started looking for an opportunity to broaden myself beyond the not-for-profit realm—I was comfortable in taking that risk and making a bet on myself,” explains Evarts, who had originally transitioned into the not-for-profit sector from the world of investment banking and has also taken on the title of COO during his Mediafly tenure. “When I shifted from the not-for-profit area into ‘start-up land,’ I was fortunate to have this amazing opportunity to play a more strategic role and determine how to deploy resources in a more strategic way.” - Jack Sweeney   CFOTL: Share with us a finance strategic moment of insight? Evarts: Our first opportunity for mergers and acquisitions was really what I would say was a watershed moment for me. I had never had the opportunity to pursue an acquisition before, and I needed to figure out for myself what a framework would be in order to determine whether this was a good one or not a good one. It's very different from what's in the textbooks. When you get into the actual practical matter of pursuing an acquisition, you need to be very disciplined in how you look at it, how you think it through. We had to come up with this construct that we call our 100-day plan. When I started thinking about how to make that construct and 100-day plan--what we call "one Mediafly"--it really started driving home the point that culture is critical. The reason why we're acquiring this company is so that not only do we get the benefit of the products, but also we get the benefit of the really great people who are on the team. We were able to get this 100-day plan around M&A as a way for us to think about and philosophize about this "one media fly" concept, which is, for example, the way that we look at how to source the capital that is necessary and how to figure out how the people need to work within the organization. So, it's not only how many resources we need in order to acquire this company, but also what does the construct in the comp model look like afterward? What is the expectation of revenue production that's going to come out afterward? Then, over time, you get to the point where you're also talking about culture and its impact. What do you think about when more than 50% of the company is outside of the Chicago headquarters? What do you do? How do you think about remote work? So, all of this goes beyond the typical finance conversation. It's really about culture, by the time you get it all the way out. This, for me, was kind of an "A-ha!" moment, once we got to this concept of "one Mediafly."

This episode features Carson Conant, the CEO of sales enablement firm Mediafly, and a lively discussion where we pull the covers back on four Sales Enablement myths. Fear doesn't need to hold you back, as we debunk each of these myths one by one. #evolvedselling #Mediafly #CarsonConant #CEO #Founder #sales #b2b #b2c #salesenablementforall #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valueselling #valuestory #sellingtools #salestools #salestech #storytelling #salesplaybook #buyerenablement #guidedselling

When you're a sales leader for some of the best, like Oracle, Ariba, and GE, you learn a thing or two about engaging prospects and enabling sales teams. In this session with Matt Suggs, EVP of sales for sales enablement leader Mediafly, we dove into real world examples from Pepsico, Miller Coors and Coupa, to illustrate best practices across each pillar of the Evolved Selling Journey - Inspiring, influential, interactive, and intelligence. #evolvedselling #Mediafly #MattSuggs #CSO #ChiefSalesOfficer #sales #b2b #b2c #salesenablement #salesleadership #salespresentations #salestech #bestpractices #contentmarketing #contentmanagement #valuemarketing #valueselling #valuestory #interactivecontent #sellingtools #salestools #storytelling #nopitch #ROI #salesplaybook #buyerenablement #guidedselling

There's no doubt that we're in the age of information. With a little research, anybody can find nearly everything about your product and company. Why, then, do we insist on telling potential buyers all about ourselves in the first five minutes of meeting? The author of Evolved Selling and Chief Evangelist at Mediafly, Tom Pisello, fills us in on the B2B selling strategy he's found to be most effective. We explore: The “cold-as-ice” buyer Being a sales facilitator The CLOSE approach To hear this episode, and many more like it, you can subscribe to The Sales Engagement Podcast. If you don't use Apple Podcasts, you can listen to every episode here.

In this episode you'll learn about... The Agency Life vs. the Brand Life The Secret to Climbing the Corporate Ladder Misperceptions of the CMO Role Aligning Sales and Marketing Managing Diverse Personalities and Roles Women in Leadership Evolved Selling   "A key word for me is being uncomfortable. Uncomfortable is my default setting. I know that if I’m not uncomfortable, then I’m not learning.”

In this episode of TalkingSense we sit down with Tom Pisello, Chief Evangelist at Mediafly, to talk about evolved selling - shifting from ‘pitch’ to ‘purpose’ - and the ROI behind it. “Most sellers know at the end of the day they aren’t there to sell a product. That they really want to help the customer out. But they are comfortable.” Check out the video version here https://talkingsense.com/

Tom Pisello, also known as the ROI Guy, is the chief evangelist at Mediafly. In the episode, Tom & I discuss the impending death of the B2B sales rep. Tom shares what types of attributes are necessary for B2B sales reps to survive and thrive in this day. We also explore how to add value to your clients in a proactive rather than a responsive way. Tom is a successful serial entrepreneur, popular speaker, and author. He has great research and insight for those in the world of B2B Sales. You’re going to learn a ton from Tom Pisello! Listen and Discover > How 1.5 million of the 5 million B2B sales reps are predicted to be out of a job by 2020. > Why you need two value-added archetypes within your B2B sales organization. > The impact a Customer Success Department can have on growing revenue and customers. > What it means to co-create the journey with your customer during the sales process, be an expert in that journey as well as an expert in the business problem they're trying to solve. > And much more... Learn more about the Same Side Selling podcast: https://www.ianaltman.com/same-side-selling-podcast/

Matt Suggs, EVP of Sales at Mediafly, joins me on this episode.

Mediafly is not the company it was day one. CEO Carson Conant and VP of Marketing Isabelle Papoulias are now offering up evolved selling with Mediafly. Delusional optimism was the original driving force, but after time passed, he found himself doing work for Disney. It’s a wild ride going from the early days of Mediafly, podcasting, to the pivot toward enhancing sales engagement for Fortune 1000 organizations. Quick tip: facts do better than anecdotes.

In this episode, we are joined by Matt Suggs, EVP of Sales and Customer Success at Mediafly to discuss the future of sales enablement. A 20-year software sales veteran, Matt offers insight into why B2B buyers hate being sold to and how asset managers can use technology to provide a truly engaging and compelling client experience. Some of the topics we touch on in this episode include the four pillars of "evolved selling", why mobile technology lines are becoming blurred, the true meaning of personalization, and how interactive experiences are directly impacting sales success and bottom-line revenue. We hope you take away some useful insights from this episode. Thanks for listening and enjoy the show!

Case study on how to pivot a business. CEO Carson Conant shares about how he successfully led 3 market and customer-driven pivots at Mediafly. Episode 013.

The buzz: The Future! If you're hoping for a crystal ball to see what 2016 holds for your company, industry and the world, we've got the next best thing. Over the course of three weeks – Dec 2, 9, and 16 – we'll bring you predictions from more than 45 thought leaders – covering the technologies, strategies, and trends that can help you grow and compete better in 2016 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for SAP Game-Changers Radio 2016 Predictions – Part 2 live! Featured guests: Brian Kilcourse, RSR Research; Robin Saitz, Brainshark; Dr. Steven Hunt, SAP; Jane Wesman, Jane Wesman PR; Benjamin Robbins, Palador; Joseph Miles, SAP; Hugh McCullen, Axxiome; Andrea France, Capgemini; Prashant Kulkani, TechMahindra; Kevin Wheeler, Futurist; Julia Goga-Cooke, G Consultancy; John Evarts, Mediafly; Jeff Hattendorf, Macrospect; Jack Schmidt, SAP; Owen Pettiford, CompriseIT; Nina Kaufman, Esq., AskTheBusinessLawyer.com. Happy holidays from SAP Game-Changers Radio!

The buzz: The Future! If you're hoping for a crystal ball to see what 2016 holds for your company, industry and the world, we've got the next best thing. Over the course of three weeks – Dec 2, 9, and 16 – we'll bring you predictions from more than 45 thought leaders – covering the technologies, strategies, and trends that can help you grow and compete better in 2016 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for SAP Game-Changers Radio 2016 Predictions – Part 2 live! Featured guests: Brian Kilcourse, RSR Research; Robin Saitz, Brainshark; Dr. Steven Hunt, SAP; Jane Wesman, Jane Wesman PR; Benjamin Robbins, Palador; Joseph Miles, SAP; Hugh McCullen, Axxiome; Andrea France, Capgemini; Prashant Kulkani, TechMahindra; Kevin Wheeler, Futurist; Julia Goga-Cooke, G Consultancy; John Evarts, Mediafly; Jeff Hattendorf, Macrospect; Jack Schmidt, SAP; Owen Pettiford, CompriseIT; Nina Kaufman, Esq., AskTheBusinessLawyer.com. Happy holidays from SAP Game-Changers Radio!

The buzz: The Future! If you're hoping for a crystal ball to see what 2016 holds for your company, industry and the world, we've got the next best thing. Over the course of three weeks – Dec 2, 9, and 16 – we'll bring you predictions from more than 45 thought leaders – covering the technologies, strategies, and trends that can help you grow and compete better in 2016 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for SAP Game-Changers Radio 2016 Predictions – Part 2 live! Featured guests: Brian Kilcourse, RSR Research; Robin Saitz, Brainshark; Dr. Steven Hunt, SAP; Jane Wesman, Jane Wesman PR; Benjamin Robbins, Palador; Joseph Miles, SAP; Hugh McCullen, Axxiome; Andrea France, Capgemini; Prashant Kulkani, TechMahindra; Kevin Wheeler, Futurist; Julia Goga-Cooke, G Consultancy; John Evarts, Mediafly; Jeff Hattendorf, Macrospect; Jack Schmidt, SAP; Owen Pettiford, CompriseIT; Nina Kaufman, Esq., AskTheBusinessLawyer.com. Happy holidays from SAP Game-Changers Radio!

The buzz: The Future! If you're hoping for a crystal ball to see what 2016 holds for your company, industry and the world, we've got the next best thing. Over the course of three weeks – Dec 2, 9, and 16 – we'll bring you predictions from more than 45 thought leaders – covering the technologies, strategies, and trends that can help you grow and compete better in 2016 and beyond. Pour a cup of Joe, Earl, or Dom, and join us for SAP Game-Changers Radio 2016 Predictions – Part 2 live! Featured guests: Brian Kilcourse, RSR Research; Robin Saitz, Brainshark; Dr. Steven Hunt, SAP; Jane Wesman, Jane Wesman PR; Benjamin Robbins, Palador; Joseph Miles, SAP; Hugh McCullen, Axxiome; Andrea France, Capgemini; Prashant Kulkani, TechMahindra; Kevin Wheeler, Futurist; Julia Goga-Cooke, G Consultancy; John Evarts, Mediafly; Jeff Hattendorf, Macrospect; Jack Schmidt, SAP; Owen Pettiford, CompriseIT; Nina Kaufman, Esq., AskTheBusinessLawyer.com. Happy holidays from SAP Game-Changers Radio!

Justin Kownacki, and Michael Sorg are talking with maker of the piano rock, Matthew Ebel about how he survives as an independent musician, getting people on his bandwagon to make a living, and an interesting look on what "making it" really means. This week, Mike recommends â??Outliersâ??. You can get this audiobook for FREE from Audible at www.audiblepodcast.com/sorgatronmedia today at no risk to you. Cancel anytime and the book is yours! Freelance 4 Real is about the ups and downs of the freelance life â?? how to do it without going crazy, going broke or having to find another day job. Submit your comments and questions to freelance4real@sorgatronmedia.com and follow us on Twitter as @freelance4Real! Theme song â??Take Back Your Freedom!â?? by Prymal Rhythm used under Creative Commons via iodapromonet. Subscribe to Freelance 4 Real on iTunes (leave comments!) or listen to us on MediaFly. You can also get it as part of the Sorgatron Media Everything Audio feed on iTunes.

Justin Kownacki, and Michael Sorg are facing their fears in freelancing and dissecting their careers to determine if we're happy with our own paths, and Justin shares his discovery and trying of the Pomodoro Technique. This week, Mike recommends Gary Vaynerchuck's "Thank You Economy". You can get this audiobook for FREE from Audible at www.audiblepodcast.com/sorgatronmedia today at no risk to you. Cancel anytime and the book is yours! Freelance 4 Real is about the ups and downs of the freelance life â?? how to do it without going crazy, going broke or having to find another day job. Submit your comments and questions to freelance4real@sorgatronmedia.com and follow us on Twitter as @freelance4Real! Theme song â??Take Back Your Freedom!â?? by Prymal Rhythm used under Creative Commons via iodapromonet. Subscribe to Freelance 4 Real on iTunes (leave comments!) or listen to us on MediaFly. You can also get it as part of the Sorgatron Media Everything Audio feed on iTunes.

Justin Kownacki, and Michael Sorg are looking for different walks of freelancers as this week we talk with Robyne Parrish, actress at large, known for listeners as â??Lorraineâ?? on The Baristas, and appearances on Royal Pains, Men in Black 3, and more! We talk about her involvement as Founding Artistic Director & Associate Executive Director with the Sonnet Repertory Theatre in New York, and the ups and downs of finally getting to a self sustaining career in acting. This week, Mike recommends Gary Vaynerchuckâ??s â??Crush Itâ??. You can get this audiobook for FREE from Audible at www.audiblepodcast.com/sorgatronmedia today at no risk to you. Cancel anytime and the book is yours! Freelance 4 Real is about the ups and downs of the freelance life â?? how to do it without going crazy, going broke or having to find another day job. Submit your comments and questions to freelance4real@sorgatronmedia.com and follow us on Twitter as @freelance4Real! Theme song â??Take Back Your Freedom!â?? by Prymal Rhythm used under Creative Commons via iodapromonet. Subscribe to Freelance 4 Real on iTunes (leave comments!) or listen to us on MediaFly. You can also get it as part of the Sorgatron Media Everything Audio feed on iTunes.

Justin Kownacki, and Michael Sorg are joined this week by week two of back to back coder extraordinaire in Steve Klabnik as we discuss open source and how heâ??s getting paid, working on start ups instead of major corps, tips on a start up, an off shoot discussion on whether college is worth going to these days and his upcoming book Get Some REST that you can check out at http://getsomere.st. Freelance 4 Real is about the ups and downs of the freelance life â?? how to do it without going crazy, going broke or having to find another day job. Submit your comments and questions to freelance4real@sorgatronmedia.com and follow us on Twitter as @freelance4Real! Theme song â??Take Back Your Freedom!â?? by Prymal Rhythm used under Creative Commonsvia iodapromonet. Subscribe to Freelance 4 Real on iTunes (leave comments!) or listen to us on MediaFly. You can also get it as part of the Sorgatron Media Everything Audio feed on iTunes.

Justin Kownacki, and Michael Sorg are joined in Sorgatron Media Studios by Josh and Rachel Sager, who've recently started their own husband/wife LLC, Second Block Studio, and talk about the importance of forming an LLC to save your house and dog, the importance of contracts, working with someone that fills your gaps, and more! Freelance 4 Real is about the ups and downs of the freelance life â?? how to do it without going crazy, going broke or having to find another day job. Submit your comments and questions to freelance4real@sorgatronmedia.com and follow us on Twitter as @freelance4Real! Theme song â??Take Back Your Freedom!â?? by Prymal Rhythm used under Creative Commons via iodapromonet. Subscribe to Freelance 4 Real on iTunes (leave comments!) or listen to us on MediaFly. You can also get it as part of the Sorgatron Media Everything Audio feed on iTunes.

Amber Ojeda shared this track with us via her Soundcloud page. We grabbed it immediately in hopes of spoiling you as usual. Her album has recently been released in Japan by Sweet Soul Records. Read the press release here. Press Release   2011 is shaping up to be a breakout year for Amber! Be sure to keep in touch and follow her career by connecting online. twitter.com/amberojeda

We create, license, and promote original music for film, television, web videos, and all visual media. Contact us so we may enhance your next project. Serious inquiries only! DJ Consortium 1-210-859-6705 dj coa, sole profit, jay soul, simpleX, kafele bandele, stico von drake twitter.com/djcomeofage

Gawker password disaster, powerful tweets, top trends, Social Network recognition, Mediafly, and more. Hosts: Amber MacArthur and Leo Laporte Guest: Carson Conant Download or subscribe to this show at https://twit.tv/shows/netnight We invite you to read, add to, and amend our show notes.

Gawker password disaster, powerful tweets, top trends, Social Network recognition, Mediafly, and more. Hosts: Amber MacArthur and Leo Laporte Guest: Carson Conant Download or subscribe to this show at https://twit.tv/shows/netnight We invite you to read, add to, and amend our show notes.

Just listen....and enjoy! dj come of age kafele bandele

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com * 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 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 Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy