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Sales Management Association Webcast

5 November 2015

Presented by

Content Automation Trends: Is Your Sales

Content Keeping Pace?

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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.

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© 2015 The Sales Management Association. All rights reserved.

Today’s Presenter#SalesContent





Sales Content: The New King

Confidential - Not for Distribution 5

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

Sales ManagerProposal/Bid Manager

Content/Marketing ManagerSales Operations

Executive

CONTENT – What is it?


Inbound Marketing

Video & Social

Sales Collateral

Sales Proposals

RFP

Responses


Periodic Table ofContent Types


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



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



Content Automation

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

Automation, noun1. system of operating, standardizing, or

controlling a process


Access

Assemble

Deliver

Measure


Access



Access

Portals


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

The #BigReverse; Dries Buytaert


SearchSearch


Assemble


Personalize

3%

18%

30%29%

20%

Never Rarely Sometimes Often Always

How Often do Organizations Allow Customization of Content



Scalability

Standardize Personalize

Ability to Scale


Deliver


Measure

Measure

12%

32%

20%

25%

12%

Never Rarely Sometimes Often Always

Do Organizations Measure the Effectiveness of Content Produced?



Access

Assemble

Deliver

Measure

Confidential - Not for Distribution

• Where reps spend majority of time

• Eliminate duplicate data entry

• Provide content in context

30

Access

Confidential - Not for Distribution

• Pull from central library

• Piece existing content together into tailored, finished documents

• Simple yet robust workflows

31

Assemble


Deliver

SF1 Mobile

Easy distribution to sales & customers


Measure

• Easy visualizations

• Faster decisions

• Advanced data analysis

http://bitly.com/CATR2

Questions and Discussion


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





Integration


How can sales become more

integrated into the content

creation process?

#SalesContent





Ratings


Do you recommend asking customers

for ratings or feedback on content?

How else do organizations measure

content effectiveness?

#SalesContent





Trends


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





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