O slideshow foi denunciado.
Seu SlideShare está sendo baixado. ×

The Next Level of Sales Enablement: Sales Content Management

Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Anúncio
Carregando em…3
×

Confira estes a seguir

1 de 25 Anúncio

The Next Level of Sales Enablement: Sales Content Management

Baixar para ler offline

In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths, and explain what actions you can take to get the most from your SCM solution.

In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths, and explain what actions you can take to get the most from your SCM solution.

Anúncio
Anúncio

Mais Conteúdo rRelacionado

Mais de Aggregage (20)

Mais recentes (20)

Anúncio

The Next Level of Sales Enablement: Sales Content Management

  1. 1. with Deniz Olcay, Senior Director of Product Marketing and Jake Miller, Senior Product Marketing Manager Debunkingthe Top3SalesContent ManagementMyths Wednesday, December 7th, 2022 11:00am PST, 2:00pm EST, 7:00pm GMT EXCLUSIVE WEBINAR Deniz Olcay Sr. Director, Product Marketing Jake Miller Sr. Product Marketing Manager Tara Dwyer Webinar Coordinator Sales Pro Central
  2. 2. Sales Enablement That Wins Sellers and Buyers Allego is the future of sales enablement. Our sales enablement, learning, content management, and conversation intelligence products accelerate performance for sales and other teams. Allego is AI- driven and seller-centric, with the power, agility, insight, and ease you need to drive results in a hybrid world—all in a single app. Nearly 1 million professionals use Allego to equip sellers with intelligent training, coaching, and content that engages and converts buyers.
  3. 3. ClickontheQuestionspanelto interact with the presenters! TO USE YOUR COMPUTER'S AUDIO: When the webinar begins, you will be connected to audio using your computer's microphone and speakers (VoIP). A headset is recommended. TO USE YOUR TELEPHONE: You must select "Use Telephone" after joining and call in using the numbers below. United States: +1 (914) 614-3221 Access Code: 912-559-276 Audio PIN: Shown after joining the webinar
  4. 4. Senior Director of Product Marketing Allego Senior Product Marketing Manager Allego Deniz Olcay Jake Miller
  5. 5. What’s your biggest content challenge going into 2023? A. Organizing Content B. Finding the Right Content C. Activating Content with Sellers & Buyers D. Creating Compelling Content E. All of the Above Poll Question
  6. 6. Debunking the 3 Biggest Sales Content Management Myths What You’ll Learn:  How to maximize content impact and buyer engagement  How to provide sellers with context, to use content effectively and with confidence  How agile content drives sales success and content system adoption
  7. 7. © 2022 All Rights Reserved | Confidential | 7 Content is king and will activate itself Myth #1
  8. 8. Truth #1 Even the very best content needs to be activated for use
  9. 9. © 2022 All Rights Reserved | Confidential Why does content need to be activated? Centralizing content is not enough, and even surfacing content at the right time, is still not enough. ● Sellers need to know HOW and WHEN to use the content ● Sellers need CONTEXT in order to do this ● The best content activation happens by seeing a respected peer deliver the message.
  10. 10. Customer Case Study: Veritas Deliver knowledge and insights at the time of need Seller’s need to understand each asset’s value in the sales process Combine learning, content & collaboration “One of the challenges of virtual selling is not being able to get in front of people and make that difference. We’re proving that using Allego and using this capability is giving us an edge.”
  11. 11. Allego Case Study: Jake’s Take Video to show how the deck was designed to flow Real life example of a top rep using it in the field & a win story to project success Talk track to show how the message was designed to be delivered
  12. 12. © 2022 All Rights Reserved | Confidential | 12 Formal marketing content is the primary type of content sellers need to be successful Myth #2
  13. 13. Truth #2 Agile content is what draws sellers in, and is most valued by sales
  14. 14. © 2022 All Rights Reserved | Confidential | 14 The Content Paradox
  15. 15. JUST-IN-TIME LEARNING CONTENT • How-To Videos • Top Questions & Answers • FAQs / Quick Reference • Sales Playbooks • Formal Learning Foundation AGILE CONTENT Internal: ● Success / Loss Stories from Sellers ● Competitive Intelligence from SMEs ● Virtual Brainstorming ● Customer Stories ● News Flash & Commentary ● Demo Pro Tips ● Market updates from Sales leaders External: ● Product Demo Recordings ● Personalized Video Messages ● Meeting Recordings ○ Pre-Meeting Agendas ○ Post-Meeting Summaries ○ Thank You Videos ○ Actionable Follow Ups MARKETING CONTENT • Marketing Videos • Story/Pitch Decks • Case Studies • Product Sheets • Whitepapers • Webinars • Competitive Matrices 3 Types of Sales Content
  16. 16. © 2022 All Rights Reserved | Confidential | 16 What Sellers Want, and Buyers Too
  17. 17. Content Made Accessible In Tools Reps Use Every Day Winning Sales Tactics Rapid Market Insights From Executives/SMEs Engaging Messages for Prospects & Buyers + + + Virtual Brainstorms Win Stories Call & Meeting Recordings Agile Content Is Most Useful In the Flow of Work
  18. 18. © 2022 All Rights Reserved | Confidential | 18 Activating Content - Case Study Capturing and Disseminating Field Knowledge at Logz.io Using Allego SCM
  19. 19. Myth #3 The new content-centric buying process relies more on content and less on the influence of sellers
  20. 20. Truth #3 Buyers expect a personalized experience from sellers AND content
  21. 21. The Challenge: Content Personalization © 2022 All Rights Reserved | Confidential | 21 80% of buyers reject sellers who fail to combine human + digital to personalize the buying experience
  22. 22. What Is A Digital Sales Room? Better brand representation Easier buyer experience Faster sales cycles A central hub where sellers and buyers can communicate, share content, and align. • Delight buyers with branded experience • Greet buyers with personal video messages • Share resources in a convenient hub • Collaborate live or via asynchronous chat • Protect and secure confidential information • Track content engagement and impact
  23. 23. Keep the Entire Buyer Committee In Mind Looking at buyers and content pieces individually misses the mark Look at the Depth of Content Consumption Go beyond clicks and factor in how long a buyer is engaging across a piece of content Move from Content Influenced Revenue to How Content Generates Lift Cross compare how content performs against its peers in similar deals 3 Tips for Measuring Buyer Engagement & Content Effectiveness
  24. 24. Free Resources allego.com/completeSCM allego.com/SCMwave
  25. 25. Q&A /in/denizolcay/ Senior Director of Product Marketing Allego Deniz Olcay Tara Dwyer Webinar Coordinator Sales Pro Central /in/dwyertara/ allego.com/ Jake Miller Senior Product Marketing Manager Allego /in/jake1miller/ allego.com/ salesprocentral.com

×