Finding the right Sales Enablement documents

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 BizSphere.

Content Landscape

Sales Communications

A blog post on Sales Communications from rcommins.wordpress.com from April 29, 2009 [links added by the author of this blog]:

“[…] A group of about 30 sales, sales ops and marketing leaders discussed their challenges in most effectively enabling sales and getting “the word” out to sales team without propagating billions of emails and creating random chaos. All of this while the rep really only cares if he is a hero or a zero this quarter.

[…] there are lots of good sales communications methodologies. What makes them suck or not is not the methodology in itself, but whether it was executed well. […]

So, what does it take to execute a sales communication strategy?

I think so many “corporate types” kill themselves over developing a killer strategy, only to put it on the shelf when the end of the quarter rally comes along. Leadership is by far the killer success factor here – focus on that, and you may have a chance to pull things off.

Another hot topic (for another night) was how to leverage social media tools for sales enablement. […]”

That is what I call a dashboard for marketing folks who want to enable sales

That’s what I call a dashboard!!! (for marketing folks who want to enable sales)

The vendor BizSphere calls it ‘Content Landscape’.

  • Here marketing can stay on top of sales enablement resources in their lifecycle and track how sales rates them.
  • In a different user interface the sales people look at only those resources that are set to ‘published’.

Content Lanscape

Content Landscape – feature rich web application for Sales Enablement

The videos below by Moritz Stefaner (his blog), a recognized expert on interface design, visualization, statistics and data mining, show how he applied his ‘Elastic Lists’ (Example 1, Example 2) to Sales Enablement resources. The result is called ‘Content Landscape’ and has been developed by the Sales Enablement vendor BizSphere.

From http://moritz.stefaner.eu/projects/content-landscape/

“Content Landscape is a feature rich web application for searching and browsing digital resources in the enterprise. It facilitates not only content access, but also the understanding of resource distributions. […]

A regional marketing manager for a product group wants to retrieve resources only for his specific region and product, restricted to marketing materials. Other users may be interested in the latest news across all areas, or material only related to contract preparation. […]

The browsing mode allows to select multiple filter settings in flat (’Content Area’, ’Sales Step’, ’Media type’), hierarchical (’Region’, ’Offering’ and ’Resource type’) and numerical facets (’Rating’ and ’Date created’). […] Understanding resource production, use and distribution across departments, regions, and product groups is one of the core challenges of knowledge management in the enterprise.

’What are the most downloaded contents?’, ’do the presentation materials for a given product cover all important sales regions?’, ’what parts of my resource collection are growing? and which are declining?’ are typical questions in this area. […]”