In recent research, it has been found that salespeople demonstrate great knowledge about their products in only 52% of cases. This should be alarming, as only 10% of buyers think that salespeople understand their specific concerns or are able to share relevant information with them.
What if the content of your sales is not attractive to the buyer?
Buyers are looking for useful information, but they’re tired of generic PowerPoint decks. Let’s look at 3 ways companies are approaching managing their sales content.
The first step is specific sales management tools.
- Use the ones we already have. Companies that have an enterprise content management (ECM) system could try to make these systems work for sales distribution, although these tools do not facilitate salesperson collaboration.
- Implementing a system dedicated exclusively to sales. The first step companies can take towards better content management is to get a dedicated tool. This allows salespeople to have easy access to sales-dedicated content. Even so, it is a system that has many shortcomings, especially when it comes to presentations.
- The use of a solution to transform the sales process. These analytics offer various usability, mobility and video streaming opportunities, leading to increased rep confidence. Features such as interactive content help transform the sales process to better meet customer needs and management perspectives.
The management of sales content corresponds to a cycle of
The vendors analyzed in the studies conducted treat sales content management as a flexible and agile lifecycle, sales and marketing alignment. Accordingly, the life cycle consists of 4 parts:
- Analytics
- Construction
- Delivery
- Commitment
Salespeople present to customers, and customers provide feedback through the sales content management platform. That feedback goes back to marketing, which optimizes content based on actual sales metrics and maximizes value for current and prospective customers. Enterprise mobility needs to pay more attention to mobile sales forces and the material they carry on their visits. We must keep in mind that with the use of the right platforms and simple mobility apps we can offer the customer a much less boring and more sensory experience. Gone are the days of paper catalogs or Power Point presentations. Now we can sell and show our products as never before and all through a simple mobile device.
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CC photo by geralt Source: https://www.mediafly.com/news/sales-content-management-report
