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Content, Sales & CRM

04 Apr 2017 / Written by  / News

contentandsales 03

 

Sales: without them, companies stop. So, how to enable sales in the most effective way? Possibly by providing reps with the knowledge and resources they need to increase productivity and sell more effectively. It’s a lifelong discussion whether what matters most in sales is content or relationship but let’s focus on the former.

contentandsales 03

 

Sales: without them, companies stop. So, how to enable sales in the most effective way? Possibly by providing reps with the knowledge and resources they need to increase productivity and sell more effectively. It’s a lifelong discussion whether what matters most in sales is content or relationship but let’s focus on the former.

So sales organizations today rely on the right content to:

  • Help add value to their sales conversations
  • Share with buyers and hold their attention
  • Review onboarding and training resources
  • Prepare for upcoming sales calls and meetings

Content has to be fresh or it will lose its glimmer and can even hinder the sales process. But most of all, content has to be accessible. Random acts of sales support are also a major problem within sales organizations, where content comes from all angles and reps become overwhelmed. So ideally content should be housed in a central place where salespeople can easily find what they need, when they need it.

This is where CRM comes into play: by being a platform to streamline and simplify the delivery of sales content and training.

We’ll leave you with 3 ideas on how content can fit into CRM:

  1. Onboarding Resources – you can integrate your formal learning environment within CRM, then you can train reps from the same system you want them using anyway. This will definitely increase adoption;
  2. Preparation Resources – to add value to their conversations with buyers, reps they need to stay up-to-date on everything from industry trends to value messaging. if you can bring your sales content into CRM, you can not only make those resources readily available, but also tie them to the actual leads, contacts, opportunities and accounts reps are dealing with.
  3. Selling Resources – there’s also the content reps use when interacting with buyers. For example, content to share during prospecting, email outreach and social selling, live presentation content, or follow-up materials to send after a meeting. By delivering this content via CRM, you can more easily make it available in context with specific sales situations.

Hope this serves as food for thought and... good sales!

 

Author


Manuel Conde
CEO | Lead Technical Architect
This email address is being protected from spambots. You need JavaScript enabled to view it.

 


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Last modified on Monday, 19 March 2018 14:28

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