Smart Selling Tools • Top Sales Tools of 2020
Both Marketing and Product Marketing teams have a vested interest in the sales function, making sure that sellers have current, compliant content and that they know the right messaging. Traditionally, this has been accomplished with static battle-cards and document/file-folder sharing tools like Dropbox or Box.
Sellers spend a great deal of time creating their account and opportunity plans, mapping out the right stake-holders and their objectives, identifying white-spaces (which products have and have not yet been purchased within each account). Often this information is locked up in PowerPoint™ documents, or Excel™ spreadsheets.
In this guide, we’ve honored more modern, convenient, and effective tools vendors in three categories
Sales Enablement & Content Management
Opportunity & Key Account Management
Customer Value: Definition, Communication and Creation
Sales Enablement solutions typically offer functionality to store, organize, and serve-up content for sellers within their CRM or email clients. This makes it possible for salespeople to easily compile documents, presentations, or videos they want to share with each prospect. Often, content can be mapped, or “tagged” to each stage in the sales cycle, and/or to buyer personas or industries.
This makes it more likely that the right content will be shared with buyers at the right time to improve the reps’ ability to move deals through the pipeline to a close.
Most Sales Enablement solutions provide a ‘portal-like’ interface for salespeople to find the information and assets they need.
Learn more about Bigtincan, Mediafly, ClearSlide, Seismic & StitchView
NANCY NARDIN TOP SALES | TOOL OF THE YEAR 2020
These types of solutions help sellers identify opportunities for growth inside key accounts and execute a plan to capture that growth. They often include such functionality as mapping buyer stake-holders into organizational charts, aligning buyer objectives to your offerings, specifying stake-holder sentiment, and automatic grading of likelihood to purchase based on which tasks or processes have and have not been achieved.
These solutions will help sellers keep track of the many moving parts in each opportunity and ensure that balls don’t get dropped so deals progress smoothly to a close.
Learn more about Revegy
Every prospect or customer is motivated by their own unique business objectives. To close deals, Salespeople need to articulate how their solutions impact the customer financially. Tools in this category enable an organization to improve how they define, communicate, plan, deliver and measure differentiated customer OUTCOMES. These OUTCOMES should be organized around a construct of customer challenge, solution story and financial impact
Learn more about Valkre
