Domains
Store, manage, distribute and govern all of
the content assets - both internal and external - that customer-facing professionals need to succeed along the entire buyer journey
Sales Content Management
A consistent and aligned Corporate Identity (CI) across all relevant content assets with the ambition that sellers only customize that sellers only customize / create content within brand guidelines. Includes content version / aging control.
What is Brand protection?
Reducing the time period for new customer-facing hires until they are able to achieve full productivity; measured by e.g., pipeline building or quota attainment.
Shortened time to productivity:
A process of solid deal qualification, opportunity management and regular coaching sessions with sellers on their prioritized deals to increase the overall win rate and average deal size.
Effective Deal Management:
Equipping all customer- facing roles to have effective, value-based, relevant, differentiating, engaging, and impactful non-linear conversations with buying teams at each stage of their buyer’s journey.
Impactful content and conversations:
Impactful knowledge transfer and effective skill development, supported by targeted coaching across the entire sales cycle
Sales Readiness
Providing a unified platform for your target audiences (sellers, customer- facing pros, partners, etc,) to find all content assets they need along the entire Buyer Journey (or your phases of the journey of focus), to be shared effectively.
What is Single source of truth
Effective sales training services covering all training areas (skills, methods, processes, products, messaging, etc. incl. onboarding programs), reinforced by targeted coaching. DBO impacts e.g., conversion rates, win rates, and also retention and average tenure.
Maximized training impact
A sales productivity and performance framework that consists of customer- centric processes implemented with an integrated sales tech stack (enablement, CRM, analytics, sales intelligence, etc.)
Scalable revenue engine:
Enabling interactions that resonate and trigger engagement across all relevant buyer roles in modern buying teams, at all stages of the Buyer’s Journey.
Increased buyer engagement:
Delivering an interactive and impactful evaluation experience that proves a solution's business value to multiple buyer stakeholders
Buyer Engagement
Creating and providing content assets that are effectively tailored to the different stages of the Buyer’s Journey (and the members of the buying team). Additionally, this DBO ensures that sellers can effectively find these assets at the right time / stage.
What is Supported buyer journey
Equipping your target audiences in the best way possible for all upcoming buyer/seller interactions relevant in your market. It builds on training efforts (SR2) including reinforcement by targeted coaching.
Teams prepared for any situation:
Embodying a scalable coaching framework closely aligned with sales stages to ensure that sales managers and/or coaches regularly coach their sellers in all relevant areas (leads, accounts, opportunities, territory mgmt, skills, pipeline.)
High impact coaching culture
Equipping your front line with the resources they need to leverage personalized content collaboratively with the unique roles on the buying team to “meet each buyer where they are on their journey” via various virtual, hybrid or in person touch points.
Personalization at scale:
Empowering sellers to do the right thing(s) at the right time (at each stage of the sales cycle) and drive continuous improvement in buyer-seller conversations
Sales Effectiveness
Leveraging platform analytics to better understand how content impacts deals and which content assets are most effective, in order to further optimize usage as well as the content design and creation process.
Content tied to revenue:
Ensuring that messaging is on-brand, value focused, tailored to the relevant buyer roles, buyer journey stages, their desired outcomes, tonality, etc. Reinforced by targeted coaching that drives continuity.
Consistent message delivery:
Creating an environment of processes, analytics such as customer engagement data, definitions, deal qualification and forecasting cadences to ensure an organization's forecasts are highly accurate.
Forecast accuracy:
Ability of the selling team to effectively orchestrate a shared vision of future success with the buying team, and align various buyer stakeholder on challenges, business impact and the optimal solution.
Ability of the selling team to effectively orchestrate a shared vision of future success with the buying team, and align various buyer stakeholder on challenges, business impact and the optimal solution.