Guided Selling 101 What Matters Most and What to Ask

Agenda

The Basics Guided selling for sales enablement

Key Components What to look for

Examples in use

The Basics of Guided Selling

What’s Guided Selling?

GPS for sales

Intelligence and support delivered dynamically when and where the rep needs it

Tracks and captures observable outcomes

Buyer Centric

Buyers continue to drive more of their own process and pace, leaving sales reps to adapt accordingly. The process isn’t linear.

Today: State of Confusion

Sellers waste 7 hours looking for content

Only 30% of marketing content used by sales

66% enterprises have more than 6 content repositories

37% of companies don’t know which campaigns yield sales results.

You can start small.

Questions to Ask: What random acts of sales enablement are you doing today?

What’s working and needs to scale?

Critical areas of sales inefficiency?

Grow into the benefits

Improve the system over time Support sellers to convert more customers

Identify buyer behavior, buying process change, sales activities and new support needed

Help manage and monitor change

Key Components: What to Look For

Ease of Use

User experience

How many clicks?

Search depth

Is it reliably up-to-date—a trusted centralized source?

Does it work on every device?

Involve a handful of salespeople. Ask for feedback on:

Relevance

Forward looking/predictive support

Identifiers: roles, prospect type, sales stage, etc.

Feedback and ratings

Reliance and level of effort of tagging

What you want

them to know

What they’re

interested in for the

sale

Relevance

Content Management

Types of content supported

Content authoring

Updates and version management

Groups, roles and hierarchy

Features to look for:

Compatibility

Guided Selling should be part of their daily workflow. Don’t take integrations for granted.

Does it integrate with your CRM and MAS? Other intelligence sources?

Can you sync with content repositories?

Single sign on capabilities

Support for all devices and operating systems?

Analytics

Dashboard reports that show leading and lagging indicators

Feedback utilities that allow sales teams and managers to provide ratings and comments

Track content shared with prospects, and how prospects interact

Competency scores, especially as it correlates to onboarding programs

Products on the Market Today

Not All Apples-to-Apples

B2B: some focus on proposal, quote and configuration and others sales rep enablement

B2C: Web personalization software

Can be very industry specific

Examples

Dynamic Sales Enablement:

MobilePaks

Web/Consumer Personalization: Active Decisions, WhisperWire, Comergent

Content portals + Configure, Price and Quote: SAVO, Apttus, Qvidian, Callidus Cloud

How MobilePaks Works

Intelligent recommendations based on a blended algorithm.

Supports better selling conversations and engagement with relevant training bursts, marketing collateral, job aids, etc.

Light weight—easy to use and set up.

Gets smarter as it goes.

Problem: Inefficiencies onboarding and supporting sales teams. Multiple repositories and a recent product acquisition required better enablement.

Solution: Real-time support with interactive Paks on product info, process how to, and training. Added to CRM.

Benefit: Greatly improved sales productivity. Increased seller engagement and CRM adoption. Gives Tripwire feedback and visibility to leading indicators of sales success.

Case Study

Key Take-Aways

Buyer-driven process is more complex. Sellers benefit in terms of effectiveness and productivity with a sales GPS.

New products enable you to start small. Rep usability, relevance/intelligence, content management and compatibility are a few key areas to assess.

Guided selling can mean different things depending on B2B, B2C and industry. Know what you need and zero in on that vendor category.

Questions? marketing@mobilepaks.com

Upcoming webinars: • Sales Playbooks in the CRM – 5/7, 10 AM PT:

http://bit.ly/SalesPlaybookCRM

Download our free guide, Guided Selling 101: http://bit.ly/GS101Guide