Make the Selling Simpler: Organizations want sales reps to have access to the right information at the most critical moments
By Christopher Musico
“[…] the sweet spot for sales enablement—defined by IDC as “the delivery of the right information to the right person at the right time and in the right place to assist in moving a specific sales opportunity forward.”
Scott Santucci, senior analyst at Forrester Research, says he’s seen an explosion of interest in this area over the past year. […]
Santucci says each of the relevant vendors—including BizSphere, iCentera, Kadient, and Savo Group—cater to slightly different problems. […]
BY THE NUMBERS
- $135,262 is spent, on average, in support costs per year for each salesperson.
- 7 hours per week is what the average salesperson spends looking for relevant information to prepare for sales calls.
- 50 percent of the information is pushed through email.
- 10 percent is “made available in a useful format.”
Source: Forrester Research & IDC Sales Advisory Service
THE VENDOR SHORTLIST
BizSphere — 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) — iCentera Enterprise Edition 6.0 offers wiki-page builders, customizable portals, custom tabs, a company newsroom, and dynamic email.Kadient — 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.”
Read the full CRM magazine article ‘Sales Enablement Tools’.