Interactive WebEx: Moving from Documents to a Database of Selling Knowledge

New thinking in sales enablement

14 May 2019 at 10.00am Eastern / 2.00pm UK

Programs like ‘The Challenger™ Sales Model’ from Gartner have heightened awareness of the need for sales people to arm themselves with deep insights into a prospect’s business, what they do and the challenges and opportunities they face. Sales professionals also need to be able to discuss possible solutions and explain how their company’s offering delivers value and is differentiated.

The traditional approach to capturing the insights, guidance, value propositions and messages sales people need for solution selling, is to gather a few people in a room, capture their thoughts using flip charts and sticky notes and then write it all up in a document.

The output is typically issued to sales people in the form of a multi-page, ‘sales playbook PDF’ often without any accompanying training intervention. The results are often disappointing, with low take up by sales people, who can easily get overwhelmed by too much information.

Building a database of selling knowledge

The latest digital technologies provide a new and far more engaging option.

If you capture your insights, guidance, etc. in a database and organise them by industry segment, business activity and persona (for example) you can then make this information accessible by sales people via a digital sales tool which allows them to filter and interact with the content.

With this type of ‘digital playbook’ on your smart phone, iPad and laptop, you can ‘dial-in’ the industry and persona for your next call, click on the relevant step in the sales process and instantly see market insights, topics to discuss, probing questions to ask, etc. – recommended for the exact sales situation in question.

Join this interactive WebEx session with Robin Griffiths, CEO of BPM Works to examine this new approach, see the new technologies in action, and ask questions.

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Learn about this new approach to capturing and building knowledge to power solution selling!

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Thank you for connecting we will be in touch shortly