What worked in the past — your top performers, your best sales plays, and your most popular content — All of this may not be working as expected now.

With virtual selling and elevated customer expectations a fact of life, if you haven’t re-evaluated needed sales and marketing capabilities, and enabled your sellers with new tools to elevate their game, you are likely feeling the pain.

In this interview with Peter Ostrow, VP, Research Director, Sales Enablement Strategies at Forrester Research, we examine the latest research to understand what is working and what is not, and provide you with the strategy and tools to rise up and triumph over the new “customer engagement” challenge.

Speakers:

Host: Tom Pisello, Chief Evangelist, Mediafly

Guest Speaker: Peter Ostrow, VP, Research Director, Sales Enablement Strategies, Forrester Research

How do you arm your sellers so they know exactly what to say and leverage when they engage with prospects and customers? 

How do you prevent “show up and throw up”, elevating to a more engaging and interactive conversation? One that inspires that follow-on meeting, and ignites your prospect to accelerate the deal to “Yes”?

In this interview with Sean Goldie, VP of Revenue Enablement & Strategy at 6sense, we discuss the challenges their sellers had in leveraging big presentations, white papers, brochures, and other traditional content in their virtual selling engagements. Sean will illustrate how they were able to quickly develop and leverage workspaces, interactive presentations, and value to empower sellers to elevate each engagement to success.

Speakers:

Host: Tricia Stamatakos, VP Presentify, Mediafly

You’ve got a partner program that is responsible for most of your current sales, and a relatively new direct sales force established to take control of the sales cycle.

So how do you make sure the partners are enabled to be even more effective, and this new direct sales force is enabled to take control of more customer conversations and succeed?

How do you know what’s working or not as quickly as possible to correct the course and create success?

In this session, we interview John Ross, Director, ServiceNow Solutions at Sakon, to understand how Sakon quickly implemented an evolved selling program of sales, content, and value enablement, helping to empower partners and direct sellers alike with better customer conversations, engagements, and selling.

Speakers:

Host: Melanie Romano, Customer Success Manager, Mediafly

Content has always been a big priority for marketing leaders. But how do you enable your marketing and sales teams in a modern way to succeed with content in a world where B2B selling is becoming harder than ever?

In this interview with Matt Heinz, President of Heinz Marketing, and Latane Conant, CMO of 6Sense, we discuss the state of B2B content today from the perspective of the marketer, the acceleration into digital selling, what it takes to create a new generation of content effectiveness and engagement, and how that impacts the relationship between sales and marketing.

Speakers:

Host: Isabelle Papoulias, Chief Marketing Officer, Mediafly

Matt Heinz, President, Heinz Marketing

Latane Conant, Chief Market Officer at 6sense and Author of “No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing”

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