Earlier than 2020, B2B purchaser behaviors had already begun shifting to favor digital and self-service channels. With extra patrons firmly cemented on the earth of digital promoting, there’s no going again.
71% of patrons willingly spend over $50,000 on a single transaction utilizing a distant or self-service mannequin, for instance.
To stay aggressive and related, income groups will want totally different expertise and sturdy know-how to assist multi-experience shopping for because the variety of self-directed shopping for interactions stays better than human interactions. The way forward for gross sales requires a change of corporations’ processes, useful resource allocation, and methods because the market reorients from a seller-centric to a buyer-centric strategy.
Right this moment’s income groups want revolutionary instruments to evaluate, coach, predict and work together with patrons at each stage of their journey. Enter Mediafly’s Revenue360 suite.
The 4 Pillars of Revenue360
Revenue360 is a unified, data-driven platform for gross sales enablement, buyer engagement, income intelligence, and worth promoting. With it, income groups can extra successfully and effectively seize and analyze knowledge to glean real-time insights to create, adapt and pivot their gross sales processes.
The platform brings science to gross sales, utilizing real-time purchaser and vendor exercise and engagement alerts to take a prescriptive, data-based strategy to gross sales enablement and execution.
Along with a strong insights engine, the platform provides enterprise-grade safety and a scalable knowledge lake structure to assist seamless integrations. Revenue360 features a suite of choices deployable collectively or as particular person options.
- Coach360 empowers income leaders to onboard, practice, and coach income groups, thus equipping them with the processes, information, tech, and content material required to fulfill gross sales quotas. The answer contains Dialog Intelligence; Teaching Plans, Sensible Alerts, and Scorecards to assist reps grasp expertise; Teaching Insights; a single supply of reality for gross sales coaching content material; and studying administration capabilities.
- Engagement360 contains an Enterprise content material administration system, superior presentation instruments, and interactive content material creation instruments & providers (animated explainer movies, interactive shows, curated microsites, and video & display recordings) to assist income groups seize and hold patrons’ consideration with personalised content material experiences.
- Intelligence360 provides a wealth of income intelligence instruments and studies, together with gross sales analytics, KPI monitoring, conversational intelligence, pipeline administration, and predictive forecasting. This versatile, no-code answer delivers real-time knowledge and insights, enabling income groups to enhance pipeline well being, enhance forecast accuracy and successfully handle all the income journey.
- Value360 empowers income groups to create enterprise worth and diagnostic assessments, ROI, and TCO calculators that entrepreneurs, sellers, and buyer success managers can leverage to quantify and talk worth to B2B patrons throughout the shopper lifecycle.
Get rid of Knowledge Silos and Level Instruments With An All-In-One Platform
Income groups want 360-degree visibility right into a purchaser’s journey to establish extra direct routes to shut the sale. Revenue360 permits income groups to chop via the noise, meet the customer the place they’re, and shortly speed up them to a purchase order resolution.
Whereas many B2B corporations have begun leveraging numerous income intelligence options to empower patrons with gross sales exercise knowledge, they usually wrestle to make the info actionable and discover having incomplete or siloed knowledge does extra hurt than good. Right this moment’s income groups require a strong intelligence engine able to delivering a single, real-time view of all exercise and engagement insights with prescriptive subsequent steps.
Revenue360 permits gross sales groups to grasp, affect and interact patrons by mining all knowledge enter to create a 360-degree view of a purchaser, detecting alerts together with dialog key phrases, gross sales assembly exercise, content material consumption and shares, worth calculator output, and extra.
The platform captures knowledge and offers insights throughout the shopper lifecycle to empower all business groups, from advertising and marketing to gross sales to buyer success, to realize a shared objective — income.
- Income leaders can establish gross sales teaching alternatives, assess pipeline well being, and forecast precisely.
- Advertising groups can streamline content material supply, perceive content material efficiency and utilization, and create constant, on-brand supplies.
- Sellers can perceive the place and the way they should have interaction with prospects, and prioritize offers most probably to shut.
- Submit-sale groups can quantify and talk realized worth and proactively establish up- and cross-sell alternatives.
Revenue360 solves the important challenges income groups face at the moment — lengthy gross sales cycles, stalled offers, lack of predictability, ineffective teaching, unused content material, prolonged ramp instances, and finally, uncaptured income left on the desk quarter after quarter. Not like conventional gross sales enablement and income intelligence options that work independently, trapping knowledge in disparate instruments, we ship an built-in data-driven expertise that elevates enablement and improves gross sales execution.
James Davison, Chief Product Officer, Mediafly
Win Extra Offers with Buyer Journey Insights
The B2B journey now resembles that of B2C: an interconnected expertise with a number of touchpoints and digital, self-service channels bringing patrons to a purchase order resolution. This selection has diminished visibility into the customer journey — and shrunk perception into the content material and data patrons require to make buy selections.
Sellers want knowledge and insights to take away this roadblock, assist sellers and income leaders perceive a deal’s place within the pipeline, and establish the steps required to maneuver the customer over the end line. Buyer journey analytics and insights like these obtainable in Revenue360 use real-time knowledge to enhance income and buyer relationships.
Revenue360: A Confirmed Success
Combining gross sales enablement, buyer engagement, income intelligence, and worth promoting capabilities, clients utilizing Revenue360 have:
- Elevated win charges 6x.
- Lowered gross sales cycles by as a lot as 25%.
- Elevated income by 28%.
As extra corporations acknowledge the worth of strategically integrating gross sales, advertising and marketing, and repair departments, they’re shifting to holistic, income operations (RevOps). Tech stack consolidation has change into inevitable. With this integration — and a everlasting shift to digital promoting — Revenue360 provides a reliable, sturdy intelligence and enablement answer to seize gross sales exercise and engagement knowledge from all the buyer lifecycle and use the insights to enhance gross sales forecasting, execution and win charges.
Digital promoting provides patrons large management and places sellers in reactive mode. B2B income leaders watching this shift unfold face two choices: Proactively embrace it and make the most of the associated alerts or sit again in wait-and-see mode. B2B income leaders who aren’t leveraging the instruments to construct a contemporary gross sales course of are already behind. With Revenue360, income leaders can predictably develop income in a digital world.
Carson Conant, CEO and Co-founder of Mediafly
From gross sales enablement and content material administration to worth promoting, buyer engagement to income intelligence, Mediafly is your command middle to teach, assess, predict and work together with audiences extra successfully at each stage of the customer journey
