How to create & deliver a presentation that wins the sale

Communispond, along with their CEO Bill Rosenthal, have an interesting point of view on how to create a winning sales presentation. (Communispond provides communications skills training for interpersonal communications, management and sales.) Get the full document on their website.

1. Put away your trusty old dog and-pony show and start learning everything you can about the prospects critical needs. […]

2. Create a unique solution to the customer’s critical needs. […]

3. Build the team, and organize the presentation. […]

4. Sharpen your team’s presentation skills. […]

5. Start selling before you begin.
Get to the presentation room early. Stand at the door and greet the audience members as they enter. Introduce your co-presenters and get into a dialogue with the prospect’s people. Make a mental note of some personal information, and cite this in your presentation.

6. Watch for booby traps in the Q&A.
Prepare for the Q&A in advance by anticipating the questions you’ll be asked, particularly the tough ones. Be sure the entire team agrees on how they should be answered. Plan replies that are concise, persuasive, and tie back to one of your major points. For example, if someone asks: “How can you justify such exorbitant prices?” you answer: “Our pricing includes all of the following services.” Then you tie back to the part of your presentation that described your cost-effectiveness. Address the group as you answer questions, but look back to the questioner occasionally to show courtesy.

7. Finish with a flourish. Explain how the information from the previous presenter relates to what’s coming up. Make sure the presentation isn’t dragging on too long. Pre-plan a visual clue that lets a speaker know when to stop. Go out on a strong finish. Look at the audience intently. Smile and express your feelings: “We’d love to work with you.” Pause and drop your hands to your side to signal that you’re finished. Lead your group out of the room smoothly to show that you’re a well-organized team. The final impression you’ll leave with the customer is one of confidence and conviction. You’ll also feel this way because you’ve out-performed the competition.

Where does Sales Enablement live within an organization?

On September 7, 2010, Eric Nitschke (Launch International) asked the following questions on the LinkedIn Group Sales Enablement Content. Please see my response below:

“Sales Enablement: Where does it live?
Several clients have asked us for best practices in sales enablement – specifically who owns it?

I’d support our marketing colleagues who are trying to align selling messages with product positioning and messaging documents. Others on the training side would say that their training materials are the baseline for sales enablement. Finally, the “sales enablement automation” crowd would claim ownership of the process and fulfillment of sales enablement materials on their web-based or internally-hosted portals.

So I ask YOU – learned Sales Enablement Content Group members: Where does Sales Enablement live?”

Coming from the point of view of someone providing web-based or internally-hosted portals for Sales Enablement, I would not claim ownership. All stakeholders like product marketing, training, CI/MI, the teams for pricing and ROI / business case calculations, the customer reference database, corporate branding, MarComs, etc… should be invited… invited to house their content and – just as important – their contact details in that one joint portal.

A portal… not for the sake of the technology or to have yet another portal… but… a portal to let all these stakeholders see which of their content works and which doesn’t (also which content is missing and which gets insightful comments as a feedback loop from the field or the channel back to corporate).

When there is this one interface that cuts across all team sites and the silos the many regional or functional groups might have built with SharePoint or LiveLink or any of these solutions, your sales people and channel partners can – for the first time – see what is available for the given sales situation they are in. None of the stakeholders “owns” this more than the others and the portal just helps to filter by sales step, region, industry vertical, content type, etc… to make visible whether the sale is being enabled or specific content and contacts are missing.

matrixed organization

The single biggest complaint about Sales Enablement, I hear from sales people is missing content… content that is more specific than the generic pitch. A portal, that comes along with all stakeholders agreeing on content governance, a life-cycle duration for the content and responsibilities to respond to feedback & requests, will first of all make these gaps painfully visible and then guide the content planning to invest marketing’s dollars as effective as possible.

To come back to your question, in some organizations it might be the CMO and in others the sales leader or portfolio manager – who is the executive sponsor, who aligns all the stakeholders to feed the new portal and shut down the old ones.

define a taxonomy of customer pain points and map your products and solutions against them

One of my posts on the question “where Sales Enablement lives within an organization” got a comment requesting further clarification of the following graphic:

The comment was asking where to find sales people in the graphic and what the role of sales playbooks is. I have to admit that it is difficult to read, but the sales people are actually represented within the green area as indicated by the words Sales Force. (This is not a reference to salesforceDOTcom.)

This speaks to the point that sales people and the legacy sales portals, that are supposed to enable them, sit in between a highly matrixed organization on the one side and just as complex an organization on the client’s side. These legacy sales portals are one-dimensional (they fail to show content & contact details of subject experts in the context of the highly matrixed organization and in context to which pain point on the client side is addressed) and there are often several portals as there are so many silos of information.

Each sales playbook is a great tool for a small subset of the sales force (as shown in the graphic), but comes out of one of the silos, fed by only some of the Product/Portfolio Marketing teams or one regional team. When all content (e.g. customer references from different regions or specific value propositions per industry vertical…) lives in a multi-dimensional business context like it is made possible in BizSphere (which is a Sales Enablement Solution Suite that was designed to cut across all silos. Full disclosure: I work with them.), a completely customized sales playbook for any given sales situation can be auto-generated.

In contrast to legacy sales portals, BizSphere takes at least three dimensions into account. These could be:

  • Where is the seller going to a meeting? (Sales regions, countries…)
  • What does the seller want to sell (Portfolio of products, services and solutions.)
  • What does the seller need in order to be successful in the meeting? (Content types like white paper, case study, ROI-Calculator, contact details of a subject matter expert, etc…)

You might also want to define a taxonomy of customer pain points and map your products against them or add other dimensions that your company thinks in. BizSphere then lets you filter down by media type, language of the content, and/or the sales step you are in with the opportunity you are working.

The dimensions of Sales Enablement

  • Imagine the 1st orange arrow in the graphic above to be a customer reference from a Canadian client for a specific security solution.
  • Imagine the 2nd orange arrow to be the contact details of the sales engineer in South Africa who is the expert for a given service.
  • The 3rd orange arrow could be an ROI-calculator for the same service but it is really specific to the mining industry and therefore relevant in Western Australia.
Can you already see how here the regional teams can have as much of say in “which content is relevant for specific sales situations?” as the product marketing team?

Can you get lost in BizSphere? No way, because nothing is easier than answering: What do I want to sell, where do I want to sell it and what would help me to close the deal? Once you set your context in these three dimensions you will have filtered down from thousands of marketing assets / pieces of collateral to only the relevant ones.

recent numbers to show the return on sales enablement software

On August 22, 2011, Forrester’s TJ Keitt pointed out…

“…some key differences between Enterprise 2.0 users and the rest of the workforce:

  • They’re your highest paid employees. Over half of this group earns more than $60k a year, compared to just 36% of non-users.
  • They’re the most educated members of the workforce. Sixty-five percent of this group has completed at least a 4 year college degree compared to 55% of the rest of the workforce.
  • They’re the leaders in your office. It’s not surprising to see 49% of this group are managers are executives given management’s enthusiasm about social technologies. Just 31% of non-users are in similar positions.

On August 17, 2011, BDSolutions tweeted that its VP of Sales Enablement, Bill Golder, said:

“Alignment of sales and marketing impacts revenue growth up to 3x.”

In a post by Amanda F. Batista from August 16, 2011, IDC is quoted with the statement that…

“B2B companies’ inability to align sales and marketing teams around the right processes and technologies has cost them upwards of 10% or more of revenue per year, or $100 million for a billion-dollar company.”

inability to get sales and marketing teams aligned around the right processes and technologies costs upwards of 10 percent of revenue per year

On July 21, 2011, IDC hosted a webinar entitled “Setting Your Sales Enablement Strategy”. In the invite for the webinar IDC revealed a very interesting number that really helps to put the financial impact a proper Sales Enablement strategy can make into perspective:

“Is Sales Enablement a new concept? Certainly not. Marketing and some sales organizations have been attempting for decades to equip their direct and indirect sales channels with the right information, at the right time, in the right format, to assist in moving specific opportunities forward. However, companies’ inability to get their sales and marketing teams aligned around the right processes and technologies (or at least consistent ones) has cost them upwards of 10% or more of revenue per year; or $100 M for a $1B company. […]”

The following chart (source IDG Connect) was also shared during the webinar:


Work in progress list of Sales Enablement vendors

Below my list of Sales Enablement software vendors (Sales Enablement solution, B2B marketing content management, B2B sales knowledge management) as of October 17, 2016.

When you shortlist vendors, be sure to look into the following:

  • Will they integrate content from existing repositories or upload copies (of what you have in your repositories) into the cloud?
  • How does the solution integrate with the given CRM system?
  • Can it be installed behind the corporate firewall? Single-Sign-On?
  • Ask the vendor whether the code that defines how the search will weight results is shared by all client companies or whether each can customize it.
  • Do they offer a choice between cloud & on-premise? Do they support the move from one to the other?
  • SaaS vs Licensing: What’s cheaper in the long term, to buy the software as a service or perpetual user license?
  • Exit strategy for your content & meta data when you want to change vendors. Export?
  • How does the solution support you to meet the challenges that come with doing business globally? (Which languages are supported for the content & for the user interface?)
  • Flexibility for customization / your influence on the road map / number of developers at the vendor?
  • Can they help to integrate the solution into existing IT infrastructure/processes?
  • Does the solution help to manage how you show your complex portfolio of products, services, & solutions to your sales people & channel partners? How quickly can it be updated for org changes? Is it the vendor making the changes or is there an editor interface?
  • Are there social features that allow feedback from sales to marketing (ratings/comments) & uploading/sharing of content?
  • Is there an intelligent way to maintain the ‘single source’ of content that is being re-used a lot? Can documents be auto-generated to be highly customized for the specific sales situation yet look polished?
  • Is content intelligence available? (Where in its life cycle is my content? What gets bad ratings? What needs to be retired? What is not being used? What is missing?)

Accent Technologies Accent Accelerator for Sales & Marketing Teams: Designed to empower sales teams with information, insight & technology. Deliver the right information at the right time, have more meaningful conversations, build credibility with buying teams & win more deals through precise, efficient execution. Content, coaching & insight at their fingertips. Provides tools to deliver & track information in a unique personalized way. FL, USA

act-on Software emphasizes the importance of not only providing a sales team with the right content & tools and aligning those assets with the buying cycle, but aligning the right tools with the right sales person

Adobe Digital Publishing Suite (now part of Adobe Experience Manager Mobile). For design teams already using Adobe creative products, like Adobe InDesign, the transition to the Adobe mobile app solution is very natural. You can create content like you always did for print, but instead of sending it to a printer, you can publish to a tablet instead. If you need to make an emergency change to the app, your designers can push an update the same day.

Advantics information technology & services company based out of Düsseldorf, Germany. Collaborating with MING Labs (see below) & Combionic (see below) on solutions (e.g. slide library, content editor) for deployments in medium to enterprise sized clients.

Alinean Winter Park, FL

AMACUS by innovative information Inc. “Improving sales productivity by letting reps see the buyer impacts of sales efforts.” Vancouver, Canada

Apparound Produce professional quotations, proposals & legal contracts with 1-click incl. specific terms, product data, media & other content. Share documents / digital brochures with customers via email & CRM integration. Configure, price & quote complex products with automatic compatibility check. Increase quotation size & shorten sales cycle. Get up-to-speed on new offerings & prices. Get access to the latest price & promotion information. Push sales information across all sales agents in the field. Capture all product details & media in one single place: on sales agents mobile devices. Cascina (Pisa), Italy & Menlo Park, CA, US

App Data Room @AppDataRoom Platform to build, brand & manage a professional mobile sales app. Add your logo, colors & messaging to customize App Data Room for your company. Upload presentations, PDFs, videos, images & more to ensure that your reps always have the right materials in their hands. Download your app on any number of mobile devices. Works for 1 user or 10,000+ & everything in between. Present content on your app then send via followup. Leads can be automatically pushed to your CRM or Marketing Automation tools. Minneapolis, MN

AppGlu custom branded ready-to-run mobile apps for sales teams that can be created in minutes through a self-service dashboard. Arm reps with custom branded iOS & Android mobile apps that contain your company’s most current product information, marketing collateral & sales presentations. Ensure reps have instant access to the most current marketing/sales materials, even when offline. Make meetings more engaging, productive, & measurable through in-app analytics. Ready-to-run enterprise mobile apps as a service: No upfront costs. Monthly fee. Free 30 day trial. SF, CA

Attach @attachio helps align your sales & marketing team with it’s centralized content hub. With one place to distribute content to your team, salespeople know where to go to find the right content. Marketers know how that content is used & can optimize it’s effectiveness through data to help the sales force sell. “Know who reads your documents, where they spend time and who they share them with. Understand your prospects engagement & transform the way you sell forever.” Align your sales & marketing department with a library of approved content, & make sure everyone shares the latest version. Analyze the effectiveness across your team, optimize your content & build winning sales decks. Stockholm, Sweden

Attensa Portland, OR

Attivio Unified information access platform: Active Intelligence Engine® (AIE®). Ingests both structured & semi-structured data, Big Data & unstructured content, from a wide variety of databases, document repositories, content management systems, email systems, websites, social media & file servers

AvayaLive™ Engage web conferencing in virtual 3D environments for meetings, training, sales & support. Allows collaborative web browsing & accessing/presenting marketing material in its on-demand, web-based, immersive collaboration environment. I worked on this during my time at Nortel Networks. Avaya is no longer accepting trials, new orders, or renewals.


Bantam live (acquired by Constant Contact in 2011)

BigMachines Inc November ’13: Oracle completed acquisition of BigMachines! Accelerate the conversion of sales opportunities into revenue by automating the sales order process with guided selling, dynamic pricing, & an easy-to-use workflow approval process, accessible anywhere, on any device. Flexible, scalable, enterprise-ready CPQ solution ideal for large companies looking to optimize complex selling processes

Bigtincan single unified solution that securely delivers the right content to the right users at the right time & location on any mobile device. Access to all relevant content combined with all tools needed to enable a mobile workforce to be productive, delivered with information security & content governance capabilities needed to achieve information risk, compliance & security objectives. Provides intelligent insight into user interaction & utilization of content. Unlocks field expertise, creates expert networks & enables knowledge sharing across teams.

BizSphere is was a suite of Sales Enablement software solutions for global enterprises with a complex portfolio [of products, services, & solutions] and large sales force / channel partners. The team responsible for the user interface & core concepts moved on to MING Labs (see below).



Brandobility brand content management between partners, offices, & teams. Newest division of NAPC comprised of brand industry experts. Value Added Service Provider, Brandobility helps US-based Bynder clients implement their brand portal solutions. Bynder brand portal tool helps marketing & branding teams within enterprise organizations to create, store & publish new marketing materials both online & through print channels. Digital Asset Management (DAM) module: Tool to centralize, organize & share all your digital media files. Easy-to-use, yet rich on functionality. Save time & hassle when working with media & collaborating with colleagues. Bring marketing collateral, products & digital media together. Product Information Management (PIM) module: Facilitates maintenance of product data. Simplify product communications by enabling you to integrate product information when creating new marketing collateral. Publication of product information to publishing channels (such as sales applications & resellers) fully automated. Boston & New York

Bridge Metrics Extend the value of your marketing assets by enabling your channel & partner sales and marketing teams to customize, distribute & track content on the fly! Texas, US

Bsharp @bsharpcorp Mobile sales enablement tools accelerate sales through continuous training, effective sales conversations & more productive sales reps: Inform, train, assess, equip, hear from & motivate the sales team. Mobile platform & services methodology to help you build a formidable team. Continuously train thousands of sales personnel across geos; Keep them informed of important decisions at the corporate office; Send product collateral, brochures, videos for customer use; Get info like sales, inventory, merchandising, customer meetings for analytics daily. Marlborough, MA, USA & Bangalore, India

Bynder (see Brandobility)

Callidus (Callidus Software Inc. purchased iCentera) CallidusCloud has not just iCentera for content, but also CPQ tools, marketing automation & more


cegeka @cegeka Swiftslide Make your sales easier, better & more efficient. Delivers up-to-date content straight from your Marketing department to Sales when & where they need it. Improves communication between these two key departments & optimizes the sales process to prospects. Everything can be done remotely, with improved results, instant feedback & an overview one click away! Trial. Belgium, Netherlands, Germany, Austria, Romania, Italy, Czech Republic

changeBEAT UK based

Chatter see below

Chemistry Enterprise web & tablet technology built to align Sales & Marketing through 3 of the most critical components: Digital asset management, integrated data collection, & customized sales tools. Kansas City, MO

ClearSlide Their acquisition of SlideRocket let’s you create & edit presentations in the cloud. Collaborate with sales to develop high-impact collateral: Mix & match content on the fly. Provide sales teams with updated marketing content. Distribute & refresh collateral to multiple teams. Control what content your sales team is using, editing, & sharing. Organize content so it’s easy to find for specific use cases by adding tags. Analytics: Gain visibility into what content your sales team uses. Learn which collateral is effective with prospects & customers. See how long people viewed presentations: slide-by-slide analytics

Collected “Don’t just store your files. Use them. Find your old proposals, notes, reports, and more, as you work.” For sales & marketing proposals, legal briefs, press releases, social media blogging, etc “Easily connect Collected to your cloud-stored content: Box, Dropbox, Google Drive, OneDrive, enterprise support and custom deployments for SharePoint, Salesforce, & more” 30 days free + 30 days per referral. Pittsburgh, PA

Combionic Combionic collaboration software connects people, processes, and information in context & across applications. Enabling sales people & partner organizations with a slide library. Drag&drop slides to a plug-in right within Microsoft PowerPoint to have all the context/tags captured automatically and the slides are already uploaded / available in the cloud based slide library which works great for accessing/generating on the fly from tablets. Germany/Switzerland based

CommercialTribe video-based practice solution: Enables sales training to stick – helping sales reps hit the number. Using video & associated content, reps can view & share peer best practices, practice by recording themselves, submit their scenario for manager & peer feedback, & refine until they have it right. Reps actually teach & learn from one another.

Compelligence founded by CI professionals who saw, sales teams consistently want customized CI data that is specific to their deal and CI analysts are constantly making custom Excel sheets & slide decks. Competitive content is frequently located in different places in the company & is difficult for sales teams to locate quickly. Executives want up-to-date information on industry threats & trends. There are few effective means for collecting competitive information from multiple parts of the company. Pismo Beach, CA

Compendian small vendor with a solution named CollaboRate: Capturing & capitalizing on the corporate assets & tribal knowledge organizations already have. Delivering knowledge & assets to the people who need them, right when they need them. USA

Content Raven @ContentRaven offers a sales enablement platform used by large enterprises [of for example 45,000 sales reps worldwide]. Manage, Distribute & Track Digital Media & Content Anywhere, to Any Device. Get Results, Be More Effective, Reduce Costs. Globally distribute content to any device, from any file sharing solution & Salesforce. Track delivery & usage, analyze performance, & reduce costs. Cloud-based portal (can be white labeled) with APIs to an existing system, or via file sharing solutions like Salesforce, SharePoint, Dropbox & GDrive. Framingham, MA

ContexTip @contextip the right insights at the right time with the right context. In large globally spread sales teams, where many divisions often sell into the same accounts, the potential to cross-sell often goes unrealized because information is trapped in silos. ContexTip digs through all data in Salesforce & recommends the best sales executives across divisions to reach out for help with a deal. A recommendation engine gives a ring-side view of your account & helps your team with timely, relevant & optimal date to help the deal move further & faster to closure. Have the power of critical information at your finger tips just when you need it. By Lister technologies, India.

Corporate Visions Inc. marketing & sales messaging, tools & training company, announced June 25, 2014 it acquired Launch International, Inc., a communications company specializing in marketing & sales enablement content Larkspur, CA

count5 @EricBlumthal Eric Blumthal started count5 because he was a salesperson who never read the sea of email from his boss & dozens of other resources within the company. Q MINDshare™ “cuts thru” the clutter to drive employee/sales alignment: A cloud platform on PC’s, Smart Phones & Tablets to get the attention of employees, spoon feed high priority content, then report back that it was received & understood. Let’s you prioritize, schedule & deliver content based on business importance using a proprietary notification system. Control who gets content & the days/times it gets delivered. Knowledge Retention Module: Automate proven scientific methods for training reinforcement to drive faster adoption & ROI. Communications Module: Engage users with high priority communications & tasks, then track views, feedback & understanding. Coaching Module: A collaborative interface where managers support employees while they execute specific activities & goals. Atlanta, USA

Creative Cafe Mix-and-Match Slides for Presentation & Sharing: Creative Cafe develops sets of slide-style modular content units that sales reps can choose from as needed to easily customize documents & presentations to share with prospects in person or across digital channels. A collective of senior-level creatives with a proven track record in B2B content development & design, founded by Leslie A. Hancock, content marketing & sales enablement consultant. “One way to align Marketing & Sales is to ensure that there is content available for every stage of the sales funnel to empower salespeople to convert leads to prospects & prospects to customers. Another way to align Marketing & Sales is to cross-pollinate, with representatives from both departments periodically meeting, sharing strategies, providing real-world updates, etc.” AUSTIN, Texas

CustomShow presentation software that allows to build custom branded presentations that look better than your typical PowerPoint presentation while still incorporating important metrics & reporting needed for sales teams to track engagement. Create customized & branded presentations while equipping teams with access to a slide library in a fully cloud-based environment. Incorporates analytics, the ability to conduct web meetings, integration with, all while customizing to your own brand standard.

d!NK Sales library on tablets enables customer facing staff to adapt interactions with customers/prospects to what interests them. Makes sales more effective; better qualification, condensed sales process. Belgium

DemoChimp Product demo automation software. Breaks down demo content & adjusts the duration, order, depth, focus etc… based on a quick survey that weights what is more important in the given demo. Highly customized demos with Demolytics (analytics on your demos). American Fork, UT

Direxxis Marketing dmEDGE™ Distributed Marketing Portal March 2015 Broadridge Financial Solutions, Inc. acquired Direxxis LLC, a provider of cloud-based marketing solutions & services, to expand its suite of solutions for wealth & asset managers. “Financial advisors are moving from a mass marketing approach to data-driven strategies in which timely content can be tailored & distributed through both traditional & emerging channels”

DocSend @DocSend Providing analytics & control for documents you send. Know more. Work smarter. Move faste. “Goodbye email attachments. Hello revenue.” Makes salespeople more effective by enabling them to track, control, send, & present sales materials with real-time document analytics. DocSend’s analytics technology allows you to understand how your documents are being viewed, right down to the time spent on each page. Know what content is working and what’s not. Maintain control even after you send. Send documents on your terms. Create multiple links per document & control them individually. Limit or turn off access at any time. Rest easy knowing your content is secure. San Francisco, USA

DocShare @docshareio Track document opening & performance with easy to share weblinks. Document tracking app by @sales_handy (send, track, control, engage & present sales collateral with actionable document analytics. CENTRALIZED SALES COLLATERAL: Manage all your sales documents at one place. Organize your files by teams, company or private.) India

Docurated Inc Faster deck creation, Access the newest & most relevant content, Assemble new pitches in minutes, Pitch better & more often, Seamless integration with existing file storage, Automatic indexing & visualization of content, Mobile & desktop access. NYC, NY

EarthIntegrate marketing technology with a platform called Pando: Relationship Marketing Platform providing “sales enablement, marketing automation and content management, all while maintaining crucial approval workflows and compliance requirements.” “virtual content + marketing technology = a productive sales force” Pando makes localized marketing possible for national brands by integrating their content, assets and data sources to create 24/7 highly personalized marketing support. Houston, TX

Enable5 former VONICAL full-service agency that spun out its enablement software as a service under the name ENABLE5 (HQ is Ottawa, Canada; also in Japan, Ireland, London UK, San Fran USA)

engage former workface Sales Enablement Chat Tool. Helps close more sales by enabling your sales people to instantly meet today’s web-based customers with extraordinarily personal, multi-channel, real-time video, audio & text chat. Everything you need to create, manage & track enterprise-level chat 2.0. Incl. file & video storage and mobile apps. “Not just chat or web conferencing. It’s live sales enablement.” Rebranded to engage Minneapolis, MN

ENHATCH enterprise tech startup helping sales & marketing team conquer complex sales through a mobile SaaS apps platform. The technology allows for a fully branded experience that can be customized to meet any business need and deployed directly to internal users, third-party distributors & end customers. Functionality geared towards field sales & marketing teams for presenting custom pitches, accessing relevant content, & collaborating with others. Enhance sales productivity & effectiveness while providing seamless access to backend CRM systems. CLS will be available for download on the AppExchange and can bi-directionally synch with Salesforce. NYC, USA

FatStax Catalog app that helps sales reps embrace the iPad

fileboard Centralize your Sales Collateral: Fileboard comes with full enterprise-grade file management. “One source for your marketing collateral with deep engagement insights!” Marketing Automation only tells you what content generates most leads or traffic, not what content is most used & contributed most to won deals. “Once Fileboard is connected with your CRM, a marketing manager can see for every single piece of content how much it has contributed to opportunities that are lost & won. Engagement scores for each asset help to understand what type of content resonates with prospects & where more or similar content is required.” Know how & where to focus your content creation efforts on. iPhone & iPad app enables you to sell anywhere. Connect your live presentation to a Salesforce account, opportunity, contact or lead. 14 day free trial. HQ in Mountain View, CA + office in Amsterdam

fision Marketing Automation & Sales Enablement Cloud Platform

Game Plan iPad app; connects to, DropBox, SharePoint 2010, Amazon S3

Guru Chrome web extension that sits on top of pretty much anything you do on your computer, & intelligently surfaces the relevant information right when you need it. Experts such as product or marketing, can create cards with all the latest, verified information about a certain product release, marketing initiative, competitive landscape, etc & that information will be surfaced to sales teams or support teams at the moment they need it. Also integrates with other web services, such as Salesforce or LinkedIn. Philadelphia, PA

Handbook App Infoteria Corporation, TOKYO and CUPERTINO, Calif.

Highspot sales engagement platform providing visibility & insight across the sales cycle. End-to-end platform that closes the loop between marketing, sales & the customer providing real-time alerts & predictive analytics on all your business content. Increase seller effectiveness, improve sales management visibility to best practices, & deliver insights to marketing to produce content that drives engagement & revenue. Optimize how your marketing & sales teams use content to effectively engage customers & drive revenue. Seattle, WA

hubba more focused on fast moving consumer goods than any other vendor on this list. Helps with sharing of product information between brands & retailers. “Managing product information sucks. You are faced with more information to manage, more digital channels to oversee and more demand for product images, descriptions, videos, and more. Hubba’s B2B Product Information Network gives brands the ability to generate a hub of comprehensive product information while providing retailers with real-time access to this accurate, up-to-date content.” Toronto, Canada

Hubspot inbound marketing & sales platform. Cambridge, MA

Illumineto @IlluminetoSpark Cloud-hosted, mobile-ready SaaS application which helps B2B sales professionals quickly find, package & deliver information most relevant to a prospect’s specific buying need. (Sales reps spend more than 30% of their time looking for content. 50% of the time they never find what they need.) Search personal, corporate & shared content sources. Integrates with your personal & corporate cloud storage, video & CRM systems. Hours of unnecessary effort are eliminated from the reps’ day, resulting in more sales wins. As a subject matter expert, share that knowledge through your Spark pages & content. Get started for free Maryland, USA

Immediately cross-platform email tool for salespeople designed to enable closing deals from anywhere, as opportunities happen. Track from your phone & computer when your emails get opened, get reminders to follow up with leads, offer suitable meeting times, & use email templates for sales pitches. Automatically syncs your prospect emails into Salesforce, & pulls relevant LinkedIn contact information, so that you always know who you’re talking to at-a-glance. If you’re a salesperson, you most likely use a CRM system, lead gen software, a campaign tool, & a bunch of email tools. Email is where the action happens, & there should be no need to have 5 apps open to reply to a sales prospect’s inquiry. “closing deals is no longer a 9-to-5 job. You’re always selling/closing. If you don’t, your competition will. Having perfectly-timed actionable information, & the right tools to take action, is the winning formula. We give you both, as opportunities happen, immediately.” San Francisco

Impartner (formerly known as TreeHouse Interactive) @ImpartnerPRM SaaS-based Partner Relationship Management & Marketing Automation Platform (MAP) solutions, Impartner PRM. Deploy a Partner Portal in 30 days. Mobile-responsive Partner Portal that integrates the full suite of technologies needed to serve partners anywhere with deal registration, on-demand co-branded collateral, RFP submission, training, & sales enablement tools. Salt Lake City, Utah, US


InQuira (Oracle purchased InQuira)


Insite Software acquired Sales Enablement & Digital Content Delivery Provider Storyworks1 “Acquisition bolsters the company’s connected commerce platform strategy, adding rich functionality to address the new realities in the era of digitally enabled B2B selling” Minneapolis, Dec 2015, Insite Software, provider of business-to-business (B2B) commerce & data-driven solutions for manufacturers & distributors, announced it acquired mobile sales enablement & digital content delivery platform provider Storyworks1

iPresent Ltd. @iPresentapp a sales engagement platform. “Same message, same content, same branding across multiple platforms and devices. Run iPresent on all the major mobile platforms.” Run a tablet alongside a phone on one user license. 14-Day Free Trial. Hampshire, UK & Sunnyvale, California, USA


Jostle techcrunch writes “[…] wants to put a fresh face on intranet software. […] aims to make it easier for companies to publish news stories & announcements, host online discussions & share other relevant information like team directories. Features a Yammer-like chat tool. Integrates with the likes of Active Directory & other directory services to make onboarding easy. It also supports most popular single sign-on solutions & offers Google Apps integration, too, with support for Google Docs, Gmail, Google Contacts & Drive. Vancouver, Canada

Kapost content marketing software platform. Enables marketers to succeed as publishers by helping them generate content ideas, manage the content production process, & develop traffic-generating links to their content. Manage every aspect of your B2B content lifecycle – from ideation to distribution – & optimize every single asset. Streamlines your distribution process, enabling you to publish to an internal library & across channels. Simplifies content discovery & tracks internal usage of current content among teams. Manage your entire content lifecycle, collaborate & produce more efficiently, & measure the impact of every single asset through the entire buyer journey. Boulder, CO

Kenexa now IBM Smarter Workforce Mobile Learning Solution: Learning Content Management System (LCMS). Social Business Software

KiCube apps to drag&drop your marketing content to build an interactive story for devices used by your sales force. Austin, TX

KnowledgeTree Right content, right time, right in – Sales teams sell more when they use effective presentations, data sheets, & case studies. Makes sales enablement easy by surfacing the best content for any sales process – instantly in

Kony Kony enterprise apps: Reach your employees on any channel – phones, tablets, desktops, & more – to deliver a consistent experience that drives enterprise-wide adoption. Enable sales teams to engage with customers in a personalized & informed way – anytime, anywhere. Help field & plant workers quickly execute & close work orders with intuitive workflows & access to pertinent information.

Kuvana, Inc. @TeamKuvana See buying signals instantly: Alerts for opens, videos, PDFs, links, web pages and CRM. Key prospect interaction is captured, and followup actions made easy. Marketing Asset Analytics. Asset Libraries: Easily insert marketing collateral into your sales emails. And see the stats as they roll in. Try it free. Atlanta, GA

Landslide Technologies resource library for easy sharing, retrieval & managing: j2 Global, Inc. acquired it. See or

Launch International “a Corporate Visions company” See Corporate Visions Inc. (the marketing & sales messaging, tools & training company, announced June 2014 it acquired Launch International a communications company specializing in marketing & sales enablement content)

LIA mobile app that pushes correct sales materials to each rep & then sends analytics back to management to help sales & marketing be more effective together. Old brand: Digital Asset Manager

LiveHive allows channel managers to gain live insight into partner selling activities. iOS app / single destination to get the most current business documents, campaigns and product materials and then analyzes who is using what & which materials are most helpful to channel partners. San Jose, CA, US


Lurniture @Lurniture Accelerate your sales by delivering the right sales training at the right time – right within Salesforce. Develop your team’s selling skills faster, Increase deal sizes & close rates, Clone your top performers, Track the ROI of your training efforts. Built 100% native on (SFDC), Toronto, Ontario, Canada

MarcomCentral an online, on demand marketing assets management (MAM) solution

Mediafly SalesKit ensures sales teams, partners, & customers have immediate and secure access to the latest sales & marketing materials, whether online or offline.

Membrain @membrain_com Sales Improvement Software that helps B2B companies execute their sales strategy & achieve consistent performance in complex sales. Allows you to integrate educational information, collateral & guides in the right context – your sales process. This helps all your sales people to increase their skills from hire date through every deal they work. Sales Enablement: Provide training material to reinforce new knowledge; Ensure that everyone uses the same sales language; Provide deal-level coaching to increase win-rates. CONTENT IN CONTEXT: Provide sales collateral from the right context (sales process); Use in-process sales guidance to get new hires up to speed; Model the behaviors of top performers & share best-practices. ENGAGE: See when your customers engage with your content. Stockholm, Sweden

Mindmatrix Sales Enablement software for manufacturing: Marketing for the manufacturing industry means you have to nurture great b2b relationships while simultaneously supporting geographically dispersed distribution-channels. As a manufacturer, success depends on how well your brand is marketed & sold by your distributors. Give salespeople their own personalized portal that will arm them with the tools they need to engage prospects, leads & customers. Pittsburgh, PA

MindTickle Inc. @mindtickle 360 degree Sales Readiness Solution (Accelerate time-to-productivity of new sales reps). Onboarding. Ongoing. Coaching. “Anytime Anywhere: Native Mobile app & responsive design built on HTML5 delivers a rich user experience with high usability.” Reporting “Pull reports, slice and dice data & analyze performance of sales teams by location, department, product line or any custom parameter.” San Francisco, CA

MING Labs User Experience Design company: Design & Development for mobile responsive websites or mobile apps. Also Portfolio & Marketing Consulting. The team was behind the user interface of BizSphere (see above) & Combionic’s slide library (see above). See this case study as an example. Full disclosure: I’ve worked here. Berlin, Munich, NYC, Toronto, Singapore & Shanghai based.

MobileForce Software (see Sales Velocity below)

MobilePaks Content management tools guide marketers to develop & deliver content in a way sellers learn, retain & use it. Automatically suggests reference materials, short training bursts & customer facing collateral in context – when & where sellers need it. Measurement & analytics provide indicators of sales effectiveness & content ROI. Available as stand-alone web apps. Can also be integrated with partner portals & CRM systems like Salesforce, Oracle CRM & Microsoft Dynamics. Started as an idea&product of VIA, Inc. a communications & custom eLearning company. Doing business as MobilePaks LLC an Oregon corporation

Moxtra Create compelling sales pitches with audio & visuals to sell more, faster. Bind together & customize all relevant sales material to craft the perfect pitch. Share it with your prospects & get instant realtime feedback on your proposal. Engage leads with interactive vocal & graphic annotations. Easily coordinate with support staff while out in the field. Close more sales & entice repeat-business by keeping it all together.

Mutual Mobile, Inc. Create rich user experiences that re-invent how businesses engage the world through mobile. Custom software solutions. Increase the demonstrable value of mobile. Austin, TX

Nolinio @nolinio platform that enables to easily distribute content & tools within attractive, customizable, mobile apps. “Put an end to bulky, out-dated 3-ring binders, catalogs & brochures & enable your team to easily find, use & share the information they need at the moment they are talking to customers or making decisions.” Lancaster, PA, USA

n-tara also

Omni-Share @OmniShare_news Cloud-based CMS Sales Enablement & Marketing business tools: Empowers ‘heads’ of sales & marketing teams to quickly create, manage & distribute innovative presentations & content live to their employee’s desktop, tablet & mobile no matter where they are located in the world. Trial. Omni-Share is a brand of Clarity International, London, UK

OneWindow @OneWindowApp takes your standard Office 365 deployment & makes it specific to your industry & organization while removing the cost & complexity you would find with custom on-premise solutions. The Corporate Social Intranet Meets The Modern Digital Workplace: Collaborate, communicate & engage. Brings together the components of the Microsoft Office 365 platform into one single digital window. CONNECTS PEOPLE TO: People, Community, Projects, What’s Happening, Easiest Document Upload, & Social. Bethesda, MD & Woburn, MA

OnMessage MessagingInfusion App (iOS, Android) & Cloud-based solution provides customer-facing employees with instant access to the messaging they need – when they need it. Through an intelligent semantic-based search Messaging Infusion App provides sales professionals & employees with the relevant messaging they need to be successful in sales or customer–specific situations. With a simple search (i.e. How does a CIO in the retail industry benefit from our disaster recovery solutions?), it aggregates & delivers search-specific messaging content & tools.

Ontuitive Recommends resources relevant to the selected products, market segment, competitors, sales process stage, etc. Pushes contextually relevant resources directly within the record without the need to access a separate portal or search. Ontuitive’s solution is a application which is installed and fully integrated with your instance of Netherlands / UK / US

OptifiNow @optifinow See what collateral the sales team is actually using. Track leads from acquisition to converted customer. Immediately route leads to the appropriate sales team. A common platform to store & activate marketing content. Deliver “sales ready” leads to sales teams. Deep analytics to drive insights into how customers interact with sales collateral, & how to further optimize it. Measure conversion, response & engagement. Understand content effectiveness & engagement to inform strategy. Avoid spending time maintaining & supporting separate, non-integrated communication applications. Control brand standards through content management systems. CA, USA

Pegasystems @pega strategic applications for sales, marketing, service & operations that drive business agility for Global 2000 enterprises. Sales Content Management: Share, discuss, & work together on content for any sales situation. Intelligently guide B2B or B2C sales professionals & automate the sales process with Pega Sales & Onboarding. Cambridge, Mass.

Pepperi @pepperiltd mobile sales suite for brands & wholesalers. “Our solutions transition companies into mobile sales, enabling them to increase B2B revenues, while shortening the order-to-cash cycle, & elevating brand image. The Pepperi SaaS platform combines catalog order taking, mobile CRM, merchandising, order management & B2B e-commerce into mobile apps that are simple & fun to use.” NYC, USA

PerfectPitch24 Access Mobility, Inc. is the owner of Indianapolis, IN, US. Arm your sales team with this native iPad app or an equivalent HTML5 web version for those with PC, Mac or Android devices. Email documents fast, easy & hassle free. Display your sales materials in one place

Perperitus Sales solution UK based

Playboox Playmaker Solution

PocketWorks Mobile Ltd, UK Enterprise iPad & smartphones solutions in Leeds, UK

Point of Reference @crinsights Give reps access to essential reference information in a familiar interface. Because ReferenceEdge is a native Salesforce app it’s accessible from within Salesforce mobile solutions. Ensuring reference functionality is in the right place, at the right time yields higher usage & adoption. Prevent Reference Overuse: Keep track of how customers are being used, how often & for what so you don’t wear out your welcome. Set limits on the number of times in a given time period an account or contact can be used for reference activities. Reference Content | Manage & Share: Customer videos, case studies, press releases & quotes are easily tagged, activated / deactivated & shared. Extensive meta-tagging makes sure content is consistently found & used, which is the only way to realize a return on content investment. You define the tags (for search). Denver, CO

PostBeyond cloud-based employee engagement & advocacy platform that enables employees & partners to post approved brand content to their personal networks in an efficient, consistent, and measurable way. PostBeyond Inc., Toronto, ON, Canada

Postwire looks like Pinterest for Sales Enablement. “Share videos, photos, links, & documents in a visual way.” Aims to “be the hub of all business content & with a mission to change the business-to-business sales process”. Freemium business model. Lexington, MA, US

PresentiGO @presentigo presentation platform designed for sales teams, combining next-gen visual presentations on tablets with in-field sales reps management. San Francisco

ProductByCloud platform that connects the entire sales side of the business in real time. Gives reps access to the most important information on your solutions & how to sell them, anywhere on any device (mobile, desktop, laptop). Improves sales performance by heightening expertise & connecting team members – even the most remote ones. While clients have done their research & planning, what they still require is an expert partner to challenge their assumptions, provide real insight & guide them to a good decision. The role of the Sales Rep hasn’t evaporated, it evolved: Expert on industry issues, solution details, the competitive landscape & how to best structure a solution. SpeakFeel Corporation, Guelph, Ontario, Canada

Prolifiq Mobile apps for Life Sciences companies. News, industry, product & incentive program information on your mobile device (tailored specifically to you). Approved promotional content in one mobile library. Online or offline, access content to share with customers. Deliver the information they need (from PDFs to video): The latest version, pre-approved & compliant. Time & target follow ups more effectively by understanding exactly how customers interact with your messages. Real-time data: Who has read your messages, what links have been clicked & what attachments have been consumed. Beaverton, OR

Promatum supply your sales & marketing teams with the opportunity to increase their performance by using innovative knowledge management software. Gone are the days of emailing a video link asking for people to watch it. Add it to Promatum and everyone can watch it in their own time anywhere, while it is all evidenced in their own activity stream. The platform lets you effortlessly create amazing content (video, copy, quizzes & more) that your team can access anywhere – in the office or on the move. Powered by Webanywhere Chicago, IL

Quadmark “Portfolio and Product Selectors, Up-Selling and Cross-Selling Tools, Messaging Assets.” as well as “Customer & Market Insights, Channel & GTM Analysis, Portfolio Analysis, Business Case Generation” etc. US, Singapore, China, UK

Qvidian (Sant & Kadient merged)

Revegy DYNAMIC PLAYBOOKS: Deploy your best practice process, tools, collateral, eLearning and other assets based on the vertical industry, solution or role. Accelerate onboarding by providing key tools, assets & learning when they’re needed. Fast-track new product launches with a guided process and a wealth of “just in time” support tools – from value statements to objection handling capabilities. Atlanta, Georgia

RISEcx former SpinRiot founded in 2012, Portland, Oregon now RISEcx A scalable way to deliver adaptive content strategies to support unique customer experiences. Cloud based collaboration platform, easy to deploy, easy to learn, easy to use. Your brand powered by data driven marketing so you can see what’s working. Seamless interactive presentation created from your existing assets (video, PDF, PowerPoint, images, YouTube).

RO|innovation (RO|enablement)

SalesBean @SalesBean a platform to align your sales team with everyone else in the organization. Mobile (iPad or Android application) or web platform. “Sales Enablement Hub for Accelerating Sales. Seamless synchronize the most important sales documents to your mobile device.” 30 days free trial. Atlanta, GA

Salesbook Dedicated, CRM independent, interactive mobile app for customer facing sales. User friendly Configure Price Quote, SFA, Sales, Presentation, Sales Management & Training. Quick mastery & standardization of sale procedures. Sales materials always available & up to date. Warsaw, Poland / Austin TX

SalesBrief @SalesBrief SaaS technology company focused on improving the way B2B companies sell products & services. A digital sales room for each of your deals, curated specifically for your prospects’ needs. SalesBrief analyzes the prospects that are most interested in your story, and delivers the content that will get them to sign on the dotted line. Marketing collateral & sales proposals are easier to find & faster to deliver using SalesBrief. 30 Day free trial. Providence, Rhode Island, USA

Sales Enablement Centre member of the FD Centre Family of Corporations. Former operators that design and implement sales enablement solutions that grow your business. Tailored project solutions combining expertise from Functional Practices in Consulting, Talent, Data Analytics & Tools to impact business insight, sales coverage and deployment, product/services delivery, sales reporting, account planning, and use of sales talent. Vaughan, ON, Canada

Sales Enablement Group (SEG) provides advisory & consulting services to transform the way their clients sell. Principal Craig Nelson co-founded iCentera in 2003. Today the iCentera solution is part of CallidusCloud (see Callidus above).

SalesEnablers, LLC @SalesEnablers People: We help you increase organizational alignment across marketing and sales. Process: We bring structure to the madness with methodologies and tools. Technology: With expertise in a broad range of enabling technologies we help you navigate the complex vendor landscape and deliver project success. Content: We create compelling content that is customer centric and sales relevant by aligning with each step in the buying process. Chicago & Seattle, US salesforce ‘Sales Cloud’ files & libraries Keep the most up-to-date sales tools in front of your sales & marketing teams, and eliminate mistakes in the sales cycle by managing & publishing the most accurate product specs, contract documents, & price lists. Quickly see commonly viewed files, get realtime alerts whenever content is updated, & use tags to easily classify content across libraries. With your account you also have Chatter for free. Apps for Chatter are available for Windows, OS X, iOS & Android

Salesframe Sync latest materials, videos & other content via web-based management system. Integrate Salesframe with your existing systems such as Salesforce CRM, Microsoft Sharepoint, & IBM Notes. After meetings, quickly create a branded PDF of the materials & notes so customers have something to take away. Make winning pitches wherever you are with the app for iOS&Android. Finnish company; client base so far mostly Finland-originated B2B companies.

SalesHood @SalesHood sales productivity SaaS platform engaging salespeople to share best practices & learn from each other. Increase deal & ramp velocity fast. Do sales training & onboarding. Publish sales content to reps. Run weekly sales meetings. Facilitate peer-to-peer coaching. Etc. Available for web, iPhone & iPad. San Francisco, CA

Sales Velocity by MobileForce Software @MobileForceSW making it easy for field sales teams to work smart via a next-generation mobile engagement & productivity solution that delivers contextually relevant information, at the right time, on any device. Uniquely connects to a wide variety of cloud & on-premise enterprise applications & data sources, automatically orchestrating & synthesizing the information into contextually-relevant user experiences that shorten sales cycles, reduce cost of sales, & gives field reps more “selling time” back in their day. Sunnyvale, CA

Salient6 Designers/builders of portals/applications that drive business results & a prototype Sales Enablement tool to “increase the productivity of your sales force”. Salient6 is a consulting company creating end-to-end solutions that realize the full business value of the SharePoint platform. Bellevue, WA, US

SAVO Group (Investment from SAP)

Scepos Netherlands based / Dutch

Scrimmage mobile learning platforms & sales enablement software to help reinforce training, improve speed to competency, and enhance sales productivity. Minneapolis, MN

Seismic app that accesses a cloud-based library of your company’s brand collateral & business materials — all backed by a live data feed — to generate meaningful, integrated content on demand. The single place where all your brand-approved materials are up to date & accessible from anywhere. Based in CA, US. Partnership with Genuine Interactive. Nu:Pitch became Seismic.

SellsPad former TappCtrl now branded as SellsPad Take orders on the go right from your tablet. Always up to date, fast & secure. Improve your sale cycle efficiency. Have the right information at the right time: Documents, presentations, client info, catalog, etc. even when you are offline. Simplify reporting for the people in the field & get detailed information about what really happens in the field. TappCTRL S.A., Brussels, Belgium

Sendside Customer Communication Platform & Secure Communication Network. “Goes beyond simple security and takes electronic communication to a new level enabling high-impact, interactive, one-to-one communications between an organization & its clients, customers and/or prospects via the web.” Sendside Deliver: Secure, cloud-based message & document delivery service. Unlike email & other paper-based methods, it helps simplify gathering important documents relating to a transaction and send them to interested parties.

ShineCX Pty. Ltd. Sales & marketing enablement + automation. Bringing a Sales Enablement software platform to market (some focus on APAC). SHINE CX PTY LTD was incorporated on 2015-05-07. Brisbane, Australia

showcase Catalog, order, & file management app system for sales & marketing professionals. Content at your Fingertips: Sales reps have all of the most recent content they need right where they can always find it. Easy to update: Marketers & managers rejoice! Showcase lets you distribute sales collateral in just a few clicks. Boost sales effectiveness: Forget paper & dump the big screen. Professionally engage prospects with stunning visuals, all from your tablet. Showcase HQ, Logic Solutions, Ann Arbor, MI, USA

Showcase Workshop (Showcase Software) Has customers all over the world. The Showcase Presentation app is free and available for iOS, Android, Windows 8 & web browser viewing option so you can present the same information across your tablets, smart phones & computers. Turn your files into a mobile toolkit with a custom designed interface to match your styleguide. Field-based teams can share any approved file, right from their tablet & see when it was downloaded. Real-time information on the usage of the app by field based teams. Monthly fee per user. 14 day free trial. Wellington, New Zealand

Showpad Combined iPad app & online platform. Turns each iPad into a sales enablement tool

SKURA SFX Sales Enablement solution Next-generation Adaptive Sales Enablement platform built for the Sales Rep & Company of the future. Puts the salesperson & the customer at the center of the equation by providing the capabilities, features, & usability required for real customer engagement, & real sales enablement. Oakville, ON, Canada

SmarkLabs @SmarkLabs communications agency. Develops sales playbooks based on a communications framework built to enable front line sales efforts. Bridges the gap between sales & marketing through integrated strategies that develop buyer demand & optimize revenue acquisition. Chicago

Squirro Harvest content that matters: Revolutionize the way you gather/store/use content that matters. Switzerland based

Storyworks1 (See Insite Software) digital content delivery platform that connects sales & marketing with the content, knowledge & tools they need to create powerful customer buying experiences, anywhere. Founded in 2012. Old branding: Storyworks OnDemand Minneapolis, Minnesota, US

Swiftslide (see cegeka above)

SwissVBS @SwissVBS Designed from the ground up to meet the needs of enterprise B2B sales teams: SET (Sales Enablement Tool) is a marketing & sales app that aligns salespeople to their organization & empowers them to meaningfully showcase their products & services to clients. Push up-to-date organizational messaging to sales representatives simply & quickly. Gain insight into sales activity & customer engagement. Align learning content to the point-of-sale – bringing learning closer to performance. Access to the latest product information in a client-ready format. Customize & share content to meet specific customer needs – both during & after the sale. Access relevant just-in-time training, tied to the client interaction. St Gallen, Switzerland. Toronto, Canada. Munich, Germany.

The Brevet Group sales training & sales enablement firm. Tailored/Customized sales performance solutions that help clients in a variety of industries sell smarter. In addition, their online sales training platform, Brevet Online Academy, works as a turnkey sales training solution for companies. Atlanta, GA

THE MAREK GROUP, INC FIELD SALES ENABLEMENT PLATFORM FEATURES: Branded user interface with an intuitive user experience for desktop & mobile devices. Recommends the right content, at the right time, & in the right medium. Personalize, customize & localize content in multiple marketing tactics & media. Built-in brand & legal compliance. Real-time business intelligence for marketing, operations & the field user. OMNI-CHANNEL MARKETING FEATURES: Digital asset repository. Integrated Direct Market Campaigns – Print, Email, Purls, Mobile. Social Media Content. Variable, Print-On-Demand Content. TV & Radio Spots. Printed & Downloadable Sales Collateral. Printed & Downloadable Sales Presentations. Trade Show Material. Personalized Landing Pages & Micro-Sites. Waukesha, Wisconsin, USA

TinderBox “empower reps with pre-built selling material easily found in a central repository, while continuously measuring messaging effectiveness with content tracking”

ToutApp Sales Communications Platform. Close more deals faster with the power of tracking, templates & real-time lead scoring. Fits into Gmail, Outlook, Salesforce & more. Share trackable presentations & documents. Schedule delivery. Track when emails are opened, links are clicked, your leads visit your corporate website, & when your presentation/documents are viewed. Share templates, best practices & analytics across sales & marketing. Gain data on what type of messaging drives results. Train new hires with a template library. Increase collaboration&communication across the team. Free 14 day trial. SF, CA

Trapit @trapit platform for employee advocacy & social selling. Empower employees on social media with content. Organize your advocates into teams, discover original content, optimize your content for social networks, and analyze your results. Type in a keyword or point us to a URL to create a “trap”, and we’ll quickly deliver you content that’s relevant. Your traps are updated constantly with fresh content, so you’re always up-to-date. Looking for something more specific? Our robust search feature will give you the precision you’re looking for. San Francisco & Portland, US

Tree House Interactive / TreeHouse Interactive (see Impartner above)

UpSync Sales Process Empowerment & Presentation Tool for web, iPhone, & iPad

urCollection @urCollection Distribute documents hierarchically: from CEOs, Sales managers & Marketing managers to the sales force. Only administrators can edit documents, share them with the sales force & decide which actions the sales force can take with the documents. Manage & protect documents by using analytics & geo-location. Unlimited free trial. Paid plans from 7.5 Euro / month / user. iPad app by App2U S.L., Barcelona, Spain

vablet Deliver more relevant sales presentations with focused content, branded messaging, customized HTML5 sales tools & forms delivered anywhere to the devices your team uses most. Everything is available in Vablet’s single source business solution for iPhone, iPad & Windows 8. Integrates seamlessly with your cloud based marketing solutions. Syncs your field sales rep’s call activities with Salesforce & your marketing automation solutions to provide the enhanced metrics needed to make your sales charts move up & to the right. Irvine, CA

Veelo @veeloinc Sales Enablement & learning platform: Increases sales effectiveness & marketing ROI. Guide your sellers with intelligent, actionable recommendations of content & coaching. In the moment & tailored to the sales opportunity. Ramp new hires faster & support better sales performance with tools to develop & deliver coaching in ways proven by science to be the most effective. Present from any device & dramatically increase customer engagement. Share content with just two clicks & see what sellers & customers use most. Portland, OR

Vidyard @vidyard video solution to help you close even the toughest of deals more quickly & easily. Tools & data you need to maximize audience engagement, convert prospects through the sales funnel, & measure the true impact of video. Access all your video content from mobile or desktop; Hand-pick the ones that are perfect for the specific lead; Create a custom video playlist; Record a friendly, personalized video greeting if you wish; Create & send an email using well-designed layouts; Track who is watching what to gain insights on leads & close them more quickly & easily. Kitchener/Waterloo, ON, Canada

Vivisimo Inc (acquired by IBM) Now, Vivisimo Velocity Platform is IBM InfoSphere Data Explorer

White Springs Ltd @WhiteSpringsLtd delivering Sales Enablement software to help sales transformation & training companies drive client value. Partnering with them to embed the sales process & methodology into the every-day existence of sales teams

Wistia @wistia video hosting built for business. Share internal or private videos: Selectively set permissions so you can securely share internal videos & collaborate with your team. Collect feedback on your videos: Share videos & analytics with the rest of your team (or clients), & collect their feedback with time-coded comments. Cambridge, MA

Wittyparrot Instantly access & reuse relevant information on any device to save time. Share best practices across teams to improve performance & consistency. Align sales & marketing messaging, maintain freshness of content, track usage. Cloud-based content delivery platform that helps companies to speak with one voice™. Bay Area / San Francisco, US & Bangalore, India

Woople Hosted video-based sales enablement platform. Target content to staff & measure its adoption

xfi SalesHawk® “built from 3 layers of technology that are fully-integrated and harnessed to address your key sales challenges”. Amongst other things Sales Resource Automation® & Knowledge base (Data, content, and knowledge repositories)

Yammer Founded ’08 & acquired by Microsoft ’12. Now part of the Microsoft Office Division. Extend the collaborative power of Microsoft SharePoint by using it with Yammer — the enterprise social network.

Yooba @YoobaStudio Sales Meeting Performance Management Platform. Buyers today are more informed which means they are more in control of each sales opportunity. Sales people today have to be more advisers than ever before to build trust. They need to act as experts to create measurable business benefits by solving the customers needs. Yooba ensures that your salespeople are armed with: The right knowledge – Specific to the current selling situation – At the right time – In the right place – Tailored to the needs of the buyer. Craft beautiful, branded material with the user­-friendly design studio with 3D capabilities, polls, forms, & video. Marketing & management departments can instantly publish updates to reps— anytime, anywhere. Backend analytics record how presentations were delivered, & which material & messaging captivated clients. Get an unprecedented, comparative view on rep’s performance. Stockholm

Zoomforth @Zoomforth Create personalized, content-rich web pages & emails to more quickly develop relationships with prospects. Gather rich media content (like videos, PDFs, articles) and organize it into beautiful, trackable, online presentations & pages for sales, recruiting & learning & development purposes. Customize your outbound sales emails with personalized video. Gather video testimonials, case studies & quotes from your customers & leadership. Organize links, videos, PDFs & PowerPoints into secure, branded, trackable pages that impress prospects & allow you to control the story you’re delivering to accounts. Host & manage all your sales collateral in a simple but powerful content library. Take advantage of in-depth analytics that reveal what content is resonating with your audience. San Francisco, CA


CRM magazine’s article ‘Sales Enablement Tools’:

“[…] Scott Santucci [has] seen an explosion of interest in this area over the past year. As with any technology, however, those rushing to buy the hot newness without first establishing a clear strategy are doomed to fail. It’s not that there’s a lack of information—far from it. Instead, it’s hard to wade through the sheer tonnage of information and determine what’s up-to-date, relevant, and in a form amenable to the particular sales conversation. “It’s a very simple, yet really complicated problem […] Santucci says each of the relevant vendors — including BizSphere, iCentera, Kadient, and Savo Group — cater to slightly different problems. […]”

In case you have not seen ‘Is Sales Enablement just lipstick on a Knowledge Management pig?’ It is a must read by Gerhard Gschwandtner (@gerhard20).

The Importance of Context

On September 7, 2010, Matthias Roebel from BizSphere wrote “The Importance of Context for the Enterprise 2.0”:

Just a few days ago Joe Galvin from Sirius Decisions wrote about how important Social Media – as an approach for better internal collaboration – is as part of a Sales Enablement strategy. I think he is absolutely right. What used to be the informal coffee corner chat before nowadays is mimicked in Social Media platforms. Over time, people will learn that even within an enterprise the sharing of information is beneficial for everyone in the end. Yes, there may be a lot of sceptics around, especially in sales teams, but with the right programs and incentives offered, they will make the jump to the new social collaboration paradigm.

However, the flip side of extensive social collaboration might be the appearance of new information silos as well as growing information overload. Without the social collaboration being moderated to a certain extend, it might lose some of its potential impact on the overall performance of the sales teams. Aaron Roe Fulkerson discussed this in a recent blog post: “The importance of context: why Enterprise 2.0 still fails to deliver value”.

web 3.0 with BizSphere


A company might use a lot of different types of social collaboration platforms – the challenges is: How can they be orchestrated in a way, that actual knowledge exchange is taking place across existing team and functional structures? And how can the content generated be aligned to some generally agreed upon enterprise structures? What companies, that are serious about implementing a Social Media strategy for sales, should think about, is to create and maintain an enterprise context.

Enterprise 2.0 from a Sales Enablement point of view

Then collaboration can take place within this context and will add greater value to a broader audience. Ideally, the enterprise context should constantly evolve based on feedback gathered during the ongoing social collaboration.