Perhaps you’re searching for a new content management platform or you’re unhappy with the limitations with Salesforce content management. Whatever the reasoning for looking for a better way of managing sales collateral, the solution lies in a sales enablement platform.
Why traditional sales content management sucks
Sales content management has been a thorn in the side of B2B sales and marketing teams for a very long time. Organizing, storing, distributing, updating… all of these tasks take significant time and effort.
Traditionally, sales content has been handled through systems like network drive, Sharepoint or CRM. These systems might be sufficient for small organizations with limited content needs, but they simply don’t cut it for large B2B sales teams.
Here are the main inefficiencies with traditional sales content management:
Limited access: Sales reps spend selling time searching for the right materials because sales materials are scattered across multiple locations without a robust search engine.
Limited visibility: Sirius Decisions found that up to 70% of content created by marketing isn’t used by sales at all. Sales reps don’t know the content exists, let alone where it’s being stored.
Limited control: With no easy way to customize materials, sales reps either have to wait for marketing to personalize presentations or spend a huge chunk of their own time cobbling resources together.
Limited access: Finding and organizing materials is a huge hassle for marketers when they have to manage sales content across multiple locations or a single system without advanced organization features.
Limited visibility: Marketing has no way of knowing what sales is using, what’s being ignored and what’s most effective with buyers. Marketing ROI is impossible to track.
Limited control: There’s no way for marketing to keep sales reps from sending unapproved, low quality, outdated or unbranded sales content to buyers.
The next evolution of sales content management: sales enablement software
Better content delivery and personalization
Content personalization wizards give reps a quick and easy way to customize existing presentations to be hyper-personalized for prospects.
Automatic resource recommendations surface the right sales content for specific buyers or selling situations.
Private buyer portals let buyers have a superior buying experience by putting all sales content and communication in one location.
Better content and buyer activity tracking
Robust data analytics engine automatically tracks buyer engagement levels.
Tracking also lets marketers know what content the sales reps are (and aren’t) using.
Real-time notifications alert reps the moment their buyers show interest.
In-depth reports give sales reps and marketers visibility into what works and what doesn’t within the sales process.
Better management of content
A centralized, cloud-accessible library gives reps and marketers a way to access sales content with ease.
Built-in features such as revision history, meta data and single-source updating reduce the time and effort of management.
Changes to messaging or branding can happen quickly and painlessly, with single-source updating pushing updates to every location.
Take the next step for sales content management
Accent Connect solves all the problems of traditional management of sales content, but it doesn’t stop there. Learn about the advanced capabilities that are making content management even easier and more efficient by scheduling a 10-minute demo today, or continue reading about content within the sales cycle by downloading our free whitepaper: Content Marketing isn’t Just for Marketing.
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