How do your sales people and channel partners navigate your product and services information?

Are you in Marketing/Sales Enablement at a business that sells to businesses all over the world? Do you have traditional intranet pages for each country or sales region you have sales people or channel partners in? Then you have thousands if silos to maintain and your users have hundreds of mouse clicks stealing their time!

offerings


  • Are you in Marketing/Sales Enablement at a business that sells to businesses all over the world?
  • Would it look anywhere close to the image above when all products and services, that your company needs to enable sales people and channel partners for, were shown in a taxonomy/hierarchy?
  • Do you have traditional intranet pages for each country or sales region that you have sales people or channel partners in?

If so, then you have thousands of silos to maintain and your users have hundreds of mouse clicks stealing their time! (Also see “Important characteristics of how typical sales reps at large organizations roll”.)cube


On May 15, 2009, @scottsantucci (Forrester Analyst covering Sales Enablement) tweeted:


“Had a briefing from BizSphere. Very interesting thinking, particularly about the need for an information architecture.”


Displaying your Sales Enablement resources and the feedback from your sales people and channel partners in…

  1. a context (an information architecture)
  2. in Rich Internet Applications using web2.0 technologies

… makes the scary amount of traditional intranet pages from the image above a thing of the past.

BizSphere Sales Web does exactly this. The result can look like the images below and requires an amazingly low number of mouse clicks to navigate.

sales web_mdt

BizSphere Sales Web

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

Buyers want the sales rep to provide information that is tailored to their unique needs

Jeff Ernest @jeffernst 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?”

document generation

document generation feature tour

 

“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…

“Six issues that content and inbound marketing technology fails to address” from 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.”

creating content for the salesforce

From BizSphere:

“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…

document generation

document generation feature tour

 

‘Six issues that content and inbound marketing technology fails to address’ from 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.

“[…] 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 up-selling as well.”