As you can see in my work in progress list of Sales Enablement vendors, there are a lot of players.
destinationcrm.com wrote an article on that as well. Their shortlist is the following:
THE VENDOR SHORTLIST
BizSphere (www.BizSphere.com) — BizSphere Sales Enablement consists of four separate applications involving both sales and marketing: Sales Web, Document Generation, Content Landscape, and Editors.
iCentera (www.icentera.com/solutions-sales.asp) — iCentera Enterprise Edition 6.0 offers wiki-page builders, customizable portals, custom tabs, a company newsroom, and dynamic email.
Kadient (www.kadient.com/products.aspx) — Kadient Dynamic Sales Content, Sales Playbooks, and Sales Performance Analytics can be accessed directly from within sales force automation systems via productized integration with Salesforce.com and Oracle CRM On Demand.
Savo Group (www.savogroup.com/sales/effectiveness) — Savo Sales Asset Manager provides an organizational structure to enable sales pros to rank content, based on business rules, to recommend content for each particular selling situation.
When you are in the process of compiling a short-list of vendors let me know. No matter whether you are looking for SaaS or on premises solutions to arm your B2B sales force, I would love to give you a demo of BizSphere (I work with them).
From the 1980′s. More relevant than ever before, isn’t it?
Imagine the following scenario at a corporation selling to businesses:
One of their sales people is searching on the intranet or on their Sales Enablement site for the search term “Case Study”. Wouldn’t that lead to hundreds of search results even if the corporation was not that big?
Of course you would know better and do a more specific search but the question remains how a large number of search results can quickly be narrowed down to just documents of the type “Case Study” (as oppose to other types of documents that just happen to reference case studies) and how you then drill down to the most recent ones or to the ones your fellow sales people have rated as the most valuable?
Applications that allow this, amongst other things, with an amazingly low number of required mouse clicks are the ‘BizSphere Resource Browser’ and ‘Content Landscape’ from SVA BizSphere (@bizsphere). Check out their Sales Enablement approach at www.EnableYourSales.com
Here is a YouTube video from SVA BizSphere on the topic of finding information:
Jeff Ernest (@jeffernst) from thesalesenabler.com wrote “Sales 2.0″ term still not used or recognized by sales leaders on May 19, 2009:
“[...] when a speaker asked a room full of sales and marketing folks “Who’s heard of the term Sales 2.0?” About 25% of the hands went up, almost entirely vendors. My take on the reason for this is that the definitions of Sales 2.0 that the vendors are bandying about are too focused on the usage of Web 2.0 tools by sales reps…namely social networks, blogs, wikis, etc. I’ve got a very different definition of Sales 2.0, and it starts with the buyer…
Because of all of the social media resources available to buyers today on the web, power has shifted from sellers to buyers. No one can deny that buyers today are much better educated about a seller’s offerings long before they talk with a sales rep.
Sales 2.0 is all about how the changing buying process requires changes in how companies sell. Buyers get frustrated if sales people are giving them the same general information they already have. They are demanding that sellers add much more value, by giving them information that’s tailored to their unique needs, at the exact time they need it.
Once we stop talking about Sales 2.0 as Web 2.0 tools for sales reps, and start recognizing it as a fundamentally different way to sell, it will become more relevant to and recognized by sales and marketing practitioners.
In a Sales 2.0 world, sales reps need to be better prepared than ever. What are you doing to prepare your reps?”
“Why re-creating content again and again? Why ending up with multiple versions of the same content across your enterprise? There’s a way to create a sustainable content base for your enterprise. BizSphere content re-use and single sourcing technologies allow you to plan and execute your content production in an organized way enabling content consumers to auto-generate the documents they need, when they need it – instantly and on-the-fly.”
This goes well beyond slides libraries! Basically brings it to the next level by breaking up slides into what they call ‘content nuggets’ and using web 3.0 concepts to auto-generate customized files out of a mind-bobbling number of possible combinations. Saves real dollars / time normally spent on designing PowerPoint or other doc types. No more outsourcing to graphics agencies. Just pick the template and hit “generate”. The result will be polished and include cross-selling opportunities and case studies from the chosen country…
See http://www.enableyoursales.com/en/solution/documentgeneration/ for more information.
www.vaztinc.com/blog/ published the post Six issues that content and inbound marketing technology fails to address on Wednesday, April 15th, 2009:
“[...] Generic content does not work anymore, you need to address each stakeholder, if you are selling to a CIO, CFO, HR, you need specific content to address their business requirements.”
Sales 2.0 Technology – Real Opportunity or Sales SOS? March 21, 2009 by Darren Cunningham, Director of Product Marketing at LucidEra [Links added by the author of this blog].
“[...] make my sales team more effective, not just efficient?
According to a recent IDC study (Don’t Understand Sales Enablement? You’re Not Alone!, 2009) 57% of customers feel that sales reps are not sufficiently prepared about the solution they offer, the country they are in and the industry the customer is working in. Therefore, by providing the seller with the latest and most specific content and experts within the organisation can help him prepare faster and better before his/her pitch.
Cross-Referencing the own offering portfolio (this product can be sold with this service, logistics say that this product is often shipped together with that product, etc) can enable upselling as well.”