guided selling 101: what matters and what to ask
Post on 18-Jul-2015
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Guided Selling 101 What Matters Most and What to Ask
Agenda
The Basics Guided selling for sales enablement
Key Components What to look for
Examples in use
The Basics of Guided Selling
What’s Guided Selling?
GPS for sales
Intelligence and support delivered dynamically when and where the rep needs it
Tracks and captures observable outcomes
Buyer Centric
Buyers continue to drive more of their own process and pace, leaving sales reps to adapt accordingly. The process isn’t linear.
Today: State of Confusion
Sellers waste 7 hours looking for content
Only 30% of marketing content used by sales
66% enterprises have more than 6 content repositories
37% of companies don’t know which campaigns yield sales results.
You can start small.
Questions to Ask: What random acts of sales enablement are you doing today?
What’s working and needs to scale?
Critical areas of sales inefficiency?
Grow into the benefits
Improve the system over time Support sellers to convert more customers
Identify buyer behavior, buying process change, sales activities and new support needed
Help manage and monitor change
Key Components: What to Look For
Ease of Use
User experience
How many clicks?
Search depth
Is it reliably up-to-date—a trusted centralized source?
Does it work on every device?
Involve a handful of salespeople. Ask for feedback on:
Relevance
Forward looking/predictive support
Identifiers: roles, prospect type, sales stage, etc.
Feedback and ratings
Reliance and level of effort of tagging
What you want
them to know
What they’re
interested in for the
sale
Relevance
Content Management
Types of content supported
Content authoring
Updates and version management
Groups, roles and hierarchy
Features to look for:
Compatibility
Guided Selling should be part of their daily workflow. Don’t take integrations for granted.
Does it integrate with your CRM and MAS? Other intelligence sources?
Can you sync with content repositories?
Single sign on capabilities
Support for all devices and operating systems?
Analytics
Dashboard reports that show leading and lagging indicators
Feedback utilities that allow sales teams and managers to provide ratings and comments
Track content shared with prospects, and how prospects interact
Competency scores, especially as it correlates to onboarding programs
Products on the Market Today
Not All Apples-to-Apples
B2B: some focus on proposal, quote and configuration and others sales rep enablement
B2C: Web personalization software
Can be very industry specific
Examples
Dynamic Sales Enablement:
MobilePaks
Web/Consumer Personalization: Active Decisions, WhisperWire, Comergent
Content portals + Configure, Price and Quote: SAVO, Apttus, Qvidian, Callidus Cloud
How MobilePaks Works
Intelligent recommendations based on a blended algorithm.
Supports better selling conversations and engagement with relevant training bursts, marketing collateral, job aids, etc.
Light weight—easy to use and set up.
Gets smarter as it goes.
Problem: Inefficiencies onboarding and supporting sales teams. Multiple repositories and a recent product acquisition required better enablement.
Solution: Real-time support with interactive Paks on product info, process how to, and training. Added to CRM.
Benefit: Greatly improved sales productivity. Increased seller engagement and CRM adoption. Gives Tripwire feedback and visibility to leading indicators of sales success.
Case Study
Key Take-Aways
Buyer-driven process is more complex. Sellers benefit in terms of effectiveness and productivity with a sales GPS.
New products enable you to start small. Rep usability, relevance/intelligence, content management and compatibility are a few key areas to assess.
Guided selling can mean different things depending on B2B, B2C and industry. Know what you need and zero in on that vendor category.
Questions? marketing@mobilepaks.com
Upcoming webinars: • Sales Playbooks in the CRM – 5/7, 10 AM PT:
http://bit.ly/SalesPlaybookCRM
Download our free guide, Guided Selling 101: http://bit.ly/GS101Guide
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