Salesteam's pain points
Analyzing several companies' complains on sales processes, we noticed some common issues to be solved.
Non-transparent patterns across the teams
For a regular salesperson it's not always possible to have a sneak peek on his/her team "rockstar" habits. And it's even more complicated to find out what's going on in the other teams.
Biased personal opinions
A salesperson and a marketer can have opposite thoughts on whether a content piece is beneficial for deal progress.
Old habits vs. new content
People mistrust freshly introduced sales content because of their habits or lack of communication across the teams. Some continue presenting irrelevant and/or outdated decks & articles to the clients which leads to deal losses.
Navigation within the content universe
Having hundreds of documents in their personal & common storages, salespeople struggle to find a proper document. Thus people spend time creating their own documents from scratch, which multiplies the chaos even more.
Solution we came up with
Collect all the items
We'll set up a system that collects sent out links and documents from cloud storages, emails and CRMs.
Track each one's performance
Having an established content library, we'll analyze how the items performed based on the deal movement.
Suggest the best content
We'll recommend the most relevant & best performing items for ongoing deals, minding the deal stage and several other conditions.
Keep getting feedback
Each new interaction & content piece will be rated as well - so the "success scores" are always up-to-date.
Key product benefits
Deep performance analytics
ReturnB2B gives a chance to enhance company's content habits both on macro and micro macro level by providing data in terms of deal speed, content types, content freshness and much more.
Speeding up the sales processes
Being offered the most relevant content items, salespeople don't waste time creating and sending out things that bring no value.
Smooth CRMs integration
The system adjusts to each sales team work habits. It connects to CRMs, emailing, cloud file storages etc. to get 360 view on manager-client communications without bothering people at all.
Communication timeline
True communication story
No matter where an article was shared - ReturnB2B grabs it from CRM or mailbox or a messenger, thus providing thre most complete file communication log for each of the opportunites.
Deal progress chart
Viisualizes the deal movement and predicts the next step by extrapolating data.
Content rating
Manual ratings
After sending out smth to a client and getting a feedback, the salesperson is offered to rate the interaction.
Auto-rating
Is applied on interactions which weren't rated manually. The algorythm looks at deal movement and speed tp define whether the content piece was helpful.
Avg. score
Having multiple ratings done, the system calculates the avg. rate for each content piece. Say it simple, it's success score.
Content search
Global search
An AI-spiced algorythm finds the most relevant content pieces to user's request.
Filters
The salesperson can find content pieces of a certain format, specify the desired content "freshness", or even the deal stage where the content is needed.
Recommendations
Within each deal there's a number of the most relevant content items, ready to use straignt away.
Manual suggestions
Besides the machine choice, people can recommend nice content to each other too.
Reporting
Several types of reports are provided in order to measure the impact of different content sharing approaches and policies - within the whole company or at a personal level.
Content sources management
The corporate policy might ban some sources of content (e.g. untrustful or outdated websites). As well as require instant introduction to a bunch of new sales materials.
That's the moment where bulk editing and analyzis come into play.
bonus!
Gamification
Implementing the new tool to use is a big deal within rigid sales teams. A pinch of gamification might sparkle the curiosity and competition spirit!
