sales management association webcast content...

Sales Management Association Webcast

5 November 2015

Presented by

Content Automation Trends: Is Your Sales

Content Keeping Pace?

© Copyright 2015 Sales Management Association.

The Sales Management Association

A global, cross-industry professional association for sales operations and

sales management.

Focused in providing research, case studies, training, peer networking,

and professional development to our membership.

Fostering a community of thought-leaders, service providers, academics,

and practitioners.

Learn More: www.salesmanagement.org

Slide 2© 2015 The Sales Management Association. All rights reserved.

Slide 3© 2015 The Sales Management Association. All rights reserved.

Today’s Presenter#SalesContent

Sales Content: The New King

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Polling Question:What best describes your role at your company?

Sales ManagerProposal/Bid Manager

Content/Marketing ManagerSales Operations

Executive

CONTENT – What is it?

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Inbound Marketing

Video & Social

Sales Collateral

Sales Proposals

RFP

Responses

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Periodic Table ofContent Types

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Proposals 67%

Presentations 63%

RFP Responses 60%

24%

36%

26%

11%

4%

0%

5%

10%

15%

20%

25%

30%

35%

40%

Poor Fair Good Very Good Excellent

Persuasion - How Well Organizations Measure Persuasion of Content

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78%Feel sales content is

VERY IMPORTANT to the effectiveness of their

sales reps

50%Say data and content in

sales assets is only SOMEWHAT ACCURATE

© 2015 The Sales Management Association. All rights reserved.

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Content Automation

Content Automation:Content, noun1. something expressed in written form

Automation, noun1. system of operating, standardizing, or

controlling a process

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Access

Assemble

Deliver

Measure

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Access

© 2015 The Sales Management Association. All rights reserved.

© 2015 The Sales Management Association. All rights reserved.

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Access

Portals

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"Ten years from now we're going to look back and recognize that search-based content discovery was broken."

The #BigReverse; Dries Buytaert

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SearchSearch

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Assemble

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Personalize

3%

18%

30%29%

20%

Never Rarely Sometimes Often Always

How Often do Organizations Allow Customization of Content

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Scalability

Standardize Personalize

Ability to Scale

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Deliver

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Measure

Measure

12%

32%

20%

25%

12%

Never Rarely Sometimes Often Always

Do Organizations Measure the Effectiveness of Content Produced?

© 2015 The Sales Management Association. All rights reserved.

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Access

Assemble

Deliver

Measure

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• Where reps spend majority of time

• Eliminate duplicate data entry

• Provide content in context

30

Access

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• Pull from central library

• Piece existing content together into tailored, finished documents

• Simple yet robust workflows

31

Assemble

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Deliver

SF1 Mobile

Easy distribution to sales & customers

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Measure

• Easy visualizations

• Faster decisions

• Advanced data analysis

http://bitly.com/CATR2

Questions and Discussion

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Enter your questions in the

“Questions” box on the right

hand side of the webinar

application window.

Did we run out of time before we got to your

question? Presenters can follow-up with you via

email. Feel free to submit more questions if

you’d like an offline response.

#SalesContent

© Copyright 2015 The Sales Management Association

Thank You.

Integration

Slide 37© 2015 The Sales Management Association. All rights reserved.

How can sales become more

integrated into the content

creation process?

#SalesContent

Ratings

Slide 38© 2015 The Sales Management Association. All rights reserved.

Do you recommend asking customers

for ratings or feedback on content?

How else do organizations measure

content effectiveness?

#SalesContent

Trends

Slide 39© 2015 The Sales Management Association. All rights reserved.

Do you see video playing a more

important role in content? What

other trends do you see in the use

of different kinds of content?

#SalesContent