If you thought that you could repeat the same sales pitch to every customer that you come across, you must have been living under a rock for the past few years. The customer, today, is a lot more knowledgeable with readily available access to information around the web. For this reason, it is always beneficial to cater to each customer’s need individually and to provide them with information relevant only to them. This is achieved with the help of sales enablement apps. These apps are designed to equip your sales reps with relevant information and answers when engaging with a customer over a sales call. For example, if you are a manufacturing company, then your sales enablement software should enable your sales executives to share the right messages with the right customers at the right time.
Creating Content
The first step in operating a sales enablement platform effectively is the planning and creation of content. Let marketing control access to the platform and content – to appropriately disseminate content to your sales team. Simply put, irrespective of the format the content was created in, the app should allow for easy import of the content and output. Regardless of the format the content is created in; such as JPG, PPT, PDF, HTML5 or DOC, your sales team should easily be able to view and present it to the customer. Why limit the team that wants to be limitless – let marketing create something awesome – and with the right apps such as Skura SFX – marketing teams can be limitless, upload anything, view anything and share anything.
Your Team – Your Content
Sales content can eventually add up to be a cluster of information and would always require some sort of platform that is easily customizable to an organizations need. Basically, the app should allow for both the marketing team and the sales team to label each content as they see fit. This way, a sales rep on a call or in person would save the time browsing through a cluster of content and could instead easily navigate to a label that has been organized beforehand for that specific customer. All the information would be at the sales rep finger tips and would avoid long pauses in between sentences. Putting your customer on long holds while your sales rep browses through content to find the right information can often disengage the customer. Adding the right technology – can make this process seamless – control access, create playlists and keep your customer engaged.
Big Data
Overall, a sales enablement app should not only allow for a synchronized flow of information but should also enable you to monitor and analyze stats pertaining to your content and message conveyed by sales reps. Analytics are a huge part to any company’s success, view the data, analyze the data and modify the sales pitch. The data could be regarding the number of calls made within a period of time, the content that was presented during the calls, the customers overall response, time spent on call, etc. By studying these stats, you can easily pinpoint the drawbacks in either the content or the method of presentation. Once the shortcomings are identified, you can easily construct a plan of action.
Have you developed a plan of action to overcome your hurdles and improve the sales call results?
