The process of selecting a sales enablement technology can be daunting when the stakes are high for the organization. Use this guide to structure your sales enablement evaluation and find the vendor that meets your needs.
1) Business Value & Alignment
Confirm this solution will work for all stakeholders including Sales, Marketing and IT teams. One mistake many companies make is choosing a technology that only benefits one team, but does not deliver value for the others.
- Will this technology allow marketing to manage and distribute content easily?
- Should sales reps be able to modify content?
- How effectively will this reduce sales admin time?
- Does this solution scale and integrate with existing systems (i.e. CRM)?
Align internally on how important a customized sales enablement solution is for your organization. Determine how easily you can adapt the solution for specific business and sales needs.
- Is it important for our branding to be prominent in the sales app?
- Can our navigation be built around the way our sellers search for content?
- Do we want custom environments for sales divisions (GTM by product or region)?
- How do we efficiently ensure content is recent and relevant?
Purchasing a new sales and marketing tool is great, but don’t forget to think about the time it takes to implement. Make sure the sales enablement solution you choose is complemented by a dedicated account service team that guides you through a seamless roll out to your users.
- What tools and training do we need for a successful adoption?
- What is our deadline for launching a tool?
- How will we introduce the tool to the organization?
- How do we get technical support?
4) Product Roadmap
Before selecting a sales enablement technology, ask about where they’re going. Learning where the company is heading allows a sneak peek into its product innovation and its ability to think ahead to continuously improve the solution based on customer feedback.
- How does the customer influence new features? Ask for an example!
- What’s on the product roadmap for the next 1-3-5 years?
- What’s your process for implementing new product enhancements?
- Does this organization have an innovative culture we want to be a part of?
You’re going to want to dig deep on security, especially if you’re an industry with compliance requirements, such as financial services or life sciences. Find out the technical and human processes by covering these topics.
- Are external security audits done? What do the latest results look like?
- What are their server backup, disaster recovery and business continuity policies?
- What is their software development lifecycle?
- Who has access to our content?
Don’t forget to use the resources at your fingertips! Case studies, customer testimonials and user experience reviews can be found on most websites and will help you get a full picture of the sales enablement solution that is best for your organization.
Mediafly was founded on the principle that people hate being sold to because it rarely addresses their needs. By using our technology, the world’s top companies are able to shape sales presentations in real time, rather than boring their customers with generic pitch decks built the night before. Sales teams using Mediafly are more effective in each meeting because they engage their customers with insights that are relevant to them. We call this Evolved Selling™.
Evolved Selling™ takes sales enablement to the next level by incorporating methodologies and technology that enhances engagement with prospective buyers. Read more about our approach to Evolved Selling™.