Embed Size (px)
DESCRIPTION
Guided Selling helps provide sellers with relevant information at each stage of the buying cycle--from sales reference aids and training bursts, to customer facing collateral. In this half-hour live demo, we show you how MobilePaks enables marketers to develop more effective content for sales by taking into account the way they use, learn and retain information. Learn how automation enables sales to be more productive and effective with support aids and content at the exact time they need it--within the CRM and/or any device.
Citation preview
Guided Selling Web Demo
SpeakerJohn HarrisonEVP Operations, Product & Client Experience at MobilePaksPrior: Webtrends, Yesmail and Symantec
Agenda• Sales Enablement Challenges• What is MobilePaks?• MobilePaks’ Guided Selling Platform / Live Demo• Customer Examples / ROI
57% of customers feel that salespeople are poorly prepared or not prepared for initial meetings.—IDC Research
High Buyer Expectations
Help sellers drive conversations of value Upsell/cross sell Shorten time to first new dollar for onboarding Force marketing-sales alignment
Real-time supportMore Important than Ever
Sales reps Waste 7 hours
per week searching for
content
Movement to convert non-selling time to prospecting and selling activities
MobilePaks stops the sales effectiveness gap.
1. Drives revenue and productivity by automatically recommending the right support to Sellers at the exact right time.
2. Guides marketers to provide content in a way that sales people learn, retain and use.
MobilePaks Demo
Enable Your Team to: Onboard, Upsell and Close New Customers
• Email templates• Scripts• Case studies, data
sheets• Presentations• Webinars• Etc.
• Onboarding and sales kits
• Product updates• Sales playbooks• Customer and demo
videos/examples• Finance and deal
registration• Spiffs and promotions• ROI calculators
• Product training
• Sales training
• Quizzes and certifications
Education Enablement Marketing collateral
Push/pull Fit into their daily activities Short and engaging – 5 min or less 1 interaction every 45 seconds Space for reinforcement
Applying relevant knowledge directly after learning it boosts retention to
90%
What Brain Science Tells Us
Example: Sales Playbooks of the Past
Example: The Modern Sales Playbook
Modular and on-demand Short, engaging. Easy to learn and retain Tracks feedback and usage to drive improvement
Share insights
• Behavior analytics: Track consumption, feedback and knowledge
• Content scoring: Users automatically rate content and can recommend and share to help prioritize.
• Access controls: Managers have fine-grained control over which users and teams can access information.
Track, manage and report on leading indicators of sales effectiveness
Track by user
• Problem: Difficulty getting Sellers’ attention with email, training and support. Needed a better way to onboard, support and help existing team and newly acquired company to cross sell products.
• Solution: Real-time support with interactive Paks on product info, process how to, and training.
Case Study
• Benefit: Increased seller engagement, comprehension and satisfaction by centralizing content and short training Paks in the CRM. Gives Tripwire feedback and visibility to leading indicators of sales success.
MobilePaks ROIAutomatic recommendations + Engaging materials = 15% higher lead-to-customer conversion 22% better win rates 45% improved sales and marketing productivity
Please contact us with any questions.Phone: 503-953-8842Email John: [email protected] Email Candy: [email protected]
