In an uncertain economic climate, sales organizations are faced with an interesting predicament. On one hand, it’s more important than ever to equip your sellers with the tools and resources they need to create compelling and engaging sales interactions that move deals forward. On the other hand, it becomes increasingly difficult to justify the purchase of said tools and resources. So how do you ensure you’re putting your limited or reduced budget to work?
For the greatest return on investment, select a fully comprehensive sales enablement platform that will empower your sellers to be more efficient and effective in both in-person and remote selling situations. Wondering what makes a sales enablement platform “fully comprehensive”? Here are three must-haves to look for:
Digital Asset Management: Manage, search, & share sales content; measure content impact
The first step in successfully enabling your sales reps is Digital Asset Management (DAM). Deploying a content management solution that allows you to store, distribute, search, and manage sales content in one centralized location ensures your sellers always have access to up-to-date, compliant, and on-brand information. To get the most bang for your buck, the sales enablement platform you select should go beyond basic content management (e.g. store and share documents) to offer support for a variety of content types including multimedia, Excel, PowerPoint, video, pdf and more. Your sellers should also be able to access this content on any device – whether online or offline.
DAM can be a powerful tool in aligning your sales and marketing teams, resulting in reduced marketing spend and increased win rates. Select a DAM solution that allows you to track content usage by rep and consumption by buyers to better understand what works and what doesn’t. Use that information to optimize accordingly. When speaking with potential providers, ask whether or not their analytics tie content directly to revenue. This data can help you determine what content to optimize, archive or promote and build confidence that what your sellers are putting in front of buyers will resonate. You can also reallocate marketing resources to create more high-impact content and stop wasting valuable marketing budget on assets that won’t do anything to drive deals forward.
Presentation Software: Lead interactive sales conversations from anywhere, using any device
Unfortunately, many “sales enablement” providers stop at content management. But what good is good content if it never makes its way to your buyer? Companies that leverage content management platforms like SharePoint, Box, or OneDrive for sales enablement are missing the boat. They may be sure they’re putting the latest and greatest content in front of sellers, but they’re increasing the risk of sellers downloading a copy to their laptop or other device and reusing it time and time again – even after a newer version has been released.
True sales enablement combines Digital Asset Management with interactive presentation capabilities to ensure sellers can not only access on-brand, compliant, and compelling content to prepare for sales meetings, but also easily present that content in real-time with buyers. And with an increasing number of sales conversations happening via web conference or phone, it’s more important than ever to ensure your sellers can keep buyers engaged with personalized and interactive sales content that’s proven to drive sales.
Sales Enablement: Uplevel sales engagement & differentiate your offering from the competition
Twenty years after its inception, the term “sales enablement” still means different things to different people. Yes, ensuring you have accessible content and the ability to present that content to buyers is important. It’s the foundation of your success. But, to truly enable sellers, you must be more strategic. Incorporating tools and tactics that give your sales reps a competitive edge is imperative. Interactive value selling tools like ROI or TCO calculators that can be accessed alongside the rest of the content in your sales app, for instance, allow sellers to effectively quantify and communicate the unique value of your product or service in the context of your buyer’s business.
Let’s say you’re a CPG company in the grocery space and you’re pitching a big-box retailer. Do you think walking into the meeting (or “Zoom”-ing in, as is the case lately) with a beautifully done presentation chockfull of information about your products – how they taste, what the packaging looks like, etc. – is enough? Or is your seller more likely to inspire a purchase if she walks in with a calculator that quantifies exactly how much revenue the store will gain from selling your product and positioning it specifically on an endcap in the freezer section? Likely, the latter. Today’s sellers need to work smarter to help buyers justify the purchase of your products or services. Selecting a sales enablement platform that supports their ability to do so will positively impact your sellers’ abilities to meet quotas.
An All-In-One Sales Enablement Platform For More Deals Won
G2 has just released its Spring 2020 Grid® Reports, and Mediafly (once again!) appears in reports for each of the three categories outlined above. While named a Leader among other major sales enablement providers in G2’s Grid Report for Sales Enablement, Mediafly is the only major sales enablement provider to appear in the Grid Reports for Digital Asset Management and Presentation Software. In these reports, Mediafly has been named a Leader and High Performer respectively.
If you find you need to refresh your existing sales strategy in the wake of recent events, a holistic sales enablement solution is your best bet. Contact us to learn more about our next-generation sales enablement and content management platform.