BY DUSTIN ZWECK, SALES DIRECTOR, MEDIAFLY
I work with organizations challenged with enhancing the selling experience for both their customers and sales reps. Technology plays a key role in providing the perfect solution. By giving your sales reps the right tools, you enable their ability to communicate your value proposition and move the needle during every customer interaction.
Here are three tech tips to help arm your sales reps:
Remove the Noise
Many companies face the problem of content being stored in various locations. If a sales rep needs to find a video or a case study, there could be five locations of repositories where those files live. Simply searching for a piece of content can quickly become an arduous process. To this day, some companies still rely on web portals to share content to their sales force. This approach is becoming increasingly inefficient as only a small fraction of the total content on the portal is relevant to each individual sales rep.
Utilize tools that will help you better manage your sales content and give easier access to your team when necessary. By effectively finding information and having relevant content on hand, sales reps are better prepared to interact with customers, so they get exactly what they’re looking for.
Increase the Accessibility of Information
There are sales forces that have tablets rolled out and even a “bring your own device” policy. Whatever it is, one thing is consistent across all companies: They’re all very interested in making sure that in the “moment of truth” in front of a customer, their sales reps have the means to get the information they need. In addition to accessing collateral, companies are focused on getting actual data in the hands of their sales reps. Data can tell a great story, but the average sales rep may not be able to communicate the complexities.
Finding a solution that manages and makes sales content more accessible is crucial, but arming your sales reps with data analytics that can tell a value-driven story will put you ahead of the competition.
Create a Closed-Loop Effect
Let’s say there is a large financial services company with 1,000 sales reps, and its top 10% always surpasses the company’s goals. It’s important to understand why this is happening. Is it their presentation? Are they doing something different than before? In order to understand this, companies have to find ways to leverage past actions and outcomes to make future endeavors better.
Taking it a step further, companies are always looking to integrate existing technologies (such as CRM and marketing automation systems) with the way they deliver their sales presentations. How do they know how valuable their collateral is, and what is the return on that collateral?
A perfect example of this is Mediafly’s Meeting Tracker feature, where right after a meeting is over, sales reps can push back all of the data they just presented. After the sales cycle is complete, management can go in and run reports on which content was the most successful and even correlate it to deals that have been closed. This ultimately gives marketing and sales teams a closed-loop effect in terms of the value of their content.
By following these three tips, you can ensure your sales reps are armed with the right tools that will make their next sales pitch a huge success and engage better with potential buyers.
Looking to learn more about Mediafly’s solution and change the way you interact with buyers? Subscribe to our emailing list, follow us on social media, and contact us to get the latest information on Mediafly, our platform, and how Evolved Selling™ can help take your organization to the next level.
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