For Field Sales Enablement
Instantly give every sales rep 20 years of experience.
The Problem
Sales reps don’t know what the organization knows.
01
Sales reps can’t answer customer questions quickly. Organizational knowledge is trapped in documents and distributed throughout the company. Reps waste too much time trying to hunt down the right product information. If a customer asks: ‘Do you have a translucent high-density plastic with a specific tensile modulus that is approved for food use?’, the rep would need to find and read dozens of documents to answer that question.
02
Sales reps can’t navigate the totality of the catalog to find the right solutions for a customer. They can’t easily recommend the right product nor consistently communicate product value propositions. For this reason, reps spend the majority of their time with procurement or over rely on TS&D.
03
Sales reps struggle to sell the full basket of products into a specific market or application, missing cross-sell opportunities. They only sell what they know.
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The Solution
Instantly give every sales rep 20 years of experience.
01
Centralize the entire product catalog and all product documents in one place.
02
Enable sales reps to browse the catalog by any dimension or parameter. Make it easy to search, filter and find the exact product you are looking for. Enable reps to quickly provide product recommendations and to suggest product offsets.
03
Place all the information about the product in a single place, accessible easily on a mobile device. Enable sales reps to answer any frequently asked product question and communicate the value proposition of a broader range of products.
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Positive Business Outcomes
Enable a sales rep to promote a wider variety of products, sell more of the products you already have and expand wallet share at each account.
01
A sales rep, on average, spends 25% of their time on tedious tasks related to locating product information. Give this time back to your sales reps so they can spend it with customers.
02
Sales reps are now more engaging in customer meetings, more responsive to customer questions and are able to guide the customer to the right solution.
03
Sales reps are now able to promote a wider range of products and may be able to deter custom product requests.
How We Do It
Step 1
Ingest all product documents (TDS, Brochures, Training Materials, Specs, SDS, etc)
Step 2
Set up a closed DMS for all customer-facing and internal-facing documents
Step 3
Extract, structure, harmonize and enrich product data and set up an MDM
Step 4
Set up a closed sales enablement application
Step 5
Integrate into existing workflows (CRM, Request Mgmt, etc)
Step 6
Return on Investment
Return 15% of sales capacity back into the field
Generate 10% more sales opportunities (promote a broader range and cross-sells)
Reduce customer wait times by 90%
Free up 10% of TS&D time so they can focus on more important topics
