Rich Rudolph EVP of Sales, MobilePaks Prior: Sage Software, Keynote Systems and WebTrends
John Harrison EVP Operations, Product & Client Experience at MobilePaks Prior: Webtrends, Yesmail and Symantec
J&R
Lost sales $$$ and productivity
Marketing Automation Tools Generate interest in a selling conversation
Customer Relationship Management (CRMs) Document selling conversations
Administer lead management process
Administer opportunity management process
Effectiveness Gap No scalable
support infrastructure
J&R
1. 66% of enterprises have more than 6 content repositories
2. Sellers waste 7 hours per week looking for information
3. 60-70% of marketing content is never used by salespeople
4. Salespeople retain only 10% of training 5. Sales managers agree the #1 reason for not hitting
quota is inability to articulate value
Customer Relationship Management (CRMs) Document selling conversations
Marketing Automation Tools Generate interest in a selling conversation
Customer Relationship Management (CRMs) Document selling conversations
Effectiveness Gap No scalable
support infrastructure
Administer lead management process
Administer opportunity management process
J&R
CRM systems
are “not helpful” in
critical selling moments.
Only 33% of training is
retained after 1 day.
60-70% of marketing content
is not used by
sales. Instead, they use their own PPT, documents, emails,
strategies.
45% of Marketing and Sales Investment is Wasted
J&R
In 2014, 73% of B2B marketers are producing more content
than they were a year ago. —CMI/Marketing Profs 2014 B2B Content Marketing Report
stops the effectiveness Gap
Sales Enablement Effectively delivering relevant content when needed
Marketing Enablement Developing more effective conversation content
Marketing Automation Tools Generate interest in a selling conversation
Customer Relationship Management (CRMs) Document selling conversations
Administer lead management process
Administer opportunity management process
Smart, context-aware technology that recommends
the most relevant content and support at the exact
right time
Auto recommends relevant support by sales stage, prospect info, sales behavior and manager recommendations, etc.
J&R
Email and CRM vs. diverting attention and adding
distractions
Why send them to
another portal or
LMS?
Feedback
mechanisms to
help inform
managers
J&R
“The salesperson’s
inability to communicate value during customer interactions is perceived as the greatest inhibitor to sales success.” —SiriusDecisions
R
Support aids that help Sellers learn, retain and use information to drive better selling conversations
Push/pull
Fit into their daily activities
Short and engaging – five minutes or less
One interaction every 45 seconds
Space for reinforcement
Applying relevant knowledge directly after learning it boosts retention to
90%
Oh, wait, four times. OK.
R
• Modular and on-demand
• Auto recommended according
to relevance
• Short, engaging and easy to
digest.
• Available on any device
• Tracks feedback and usage to
drive improvement
How useful is this to your selling activity?
Quick rating: 1-5 star after each asset use
Open text feedback for suggestions and comments
Convert the 7 hours per week of searching to prospecting and selling time.
For every 50 Salespeople, that equates to 4 more sales reps.
R
Please let us know if you have any questions.
Sign up for the rest of the Super September Series at www.mobilepaks.com/SuperSeptember. For more information, contact us at [email protected].
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