Enterprise Digital Sales Enablement Todays Speakers Orrin Broberg

Enterprise Digital Sales Enablement

Today’s Speakers Orrin Broberg President/CEO Modus Engagement @Orrin. Broberg Peter Ostrow Sr. Research Director, Sales Enablement Strategies Sirius. Decisions @Peter. Ostrow

About Modus Over 70, 000 Sales Professionals Access the Modus Enterprise Digital Sales Enablement Platform to Conduct 250, 000 Critical Customer Conversations Everyday MObile Digital User Solutions

The “Last Mile” of Your Supply Chain Modus is the Only Company that Provides Manufacturers and Service Providers with the Digital Transformation of the “Last Mile” of their Supply Chain

Solutions

June 26, 2018 Sales Asset Management Procuring Your Short-Cut to Productivity Peter Ostrow Senior Research Director @Peter. Ostrow

Sales Asset Management: By the Numbers Percent of orgs where reps have more than six locations in which to find external sales content: Percent of orgs where reps spend more than 20 hours per month searching, editing, creating or managing content: Percent of orgs that correlate sales wins with content utilized by sales to influence the buyer’s journey: 62% 47% 33% @Sirius. Decisions @Peter. Ostrow 8 © 2018 Sirius. Decisions. All Rights Reserved

It’s All About Improving Productivity Efficiency (capacity) Sirius. Perspective: Sales enablement must ensure maximum yield every hour from every sales rep. Yield Per Rep Per Hour y it v i t c s e l a S u d o Pr Effectiveness (quality and results) @Sirius. Decisions @Peter. Ostrow 9 © 2018 Sirius. Decisions. All Rights Reserved

Who Should Be Involved? Sirius. Perspective: Constructing a SAM acquisition committee begins with identifying core members. These individuals attend every meeting. Sales Enablement Team lead or effectiveness focus @Sirius. Decisions @Peter. Ostrow Sales Operations Efficiency and SFA/ workflow focus Field Marketing Asset focus mapped to buyer’s journey Marketing Operations Focus on need to divide and conquer 10 Sales Reps First-line Managers Multiple reps, Coaching and training multiple perspectives focus Executive Sponsors Project funding and face © 2018 Sirius. Decisions. All Rights Reserved

Protection Against Scope Creep, Delays and Confusion Sirius. Perspective: A well-designed SAM project charter keeps everyone on the same page, and minimizes subsequent opportunities for unexpected barriers to arise. 1. Value of the Charter Authorization Primary sales document Focus @Sirius. Decisions @Peter. Ostrow 2. Charter Components Business case Project opportunity Project goal Timeline Team members and sponsors In/out-of-scope summary 11 3. Supporting Documentation Communication plan document Roles and responsibilities list In/out-of-scope document Risk list Project charter change document © 2018 Sirius. Decisions. All Rights Reserved

Best-in-Class Sales Asset Management Outcomes ü Content aligns with buyer and seller needs ü Assets are relevant, usable, findable and measurable ü Content finds rep at time of need, based on logical taxonomy/tags/analytics ü Closed-loop, data-driven feedback for creators: Do reps like it? Do they use it? Does it have the desired impact? ü Improved rep productivity ü Laser focus on creating content that wins deals @Sirius. Decisions @Peter. Ostrow 12 © 2018 Sirius. Decisions. All Rights Reserved

Activity-Based Sales Enablement Sirius. Perspective: Sales productivity is maximized when organizations replace rep search activity with a process by which activation and empowerment content “finds the rep. ” Trigger event occurs Recommendations updated Activation assets proposed Activity. Based Sales Enablement Analytics gathered Empowerment assets proposed Seller owns dispensation @Sirius. Decisions @Peter. Ostrow 13 © 2018 Sirius. Decisions. All Rights Reserved

SAM: Making Sure the Shoe Fits Sirius. Perspective: It is important to confirm that the common capabilities of SAM solutions map to the business problems that sales enablement is tasked with resolving. Content Customization Content Creation @Sirius. Decisions @Peter. Ostrow Contextual Content Surfacing Content Management Content Delivery to Buyers Activity-Based Sales Enablement 14 Extended Capabilities Analytics © 2018 Sirius. Decisions. All Rights Reserved

SAM: Now, Categorize All the Bells and Whistles Sirius. Perspective: Before vendor selection begins, sponsors and project participants need to develop a short list of must-have and nice-to-have SAM requirements. Ease of use SFA integration Mobile offering Search capability Guided selling Security Gatekeeping Social @Sirius. Decisions @Peter. Ostrow 15 © 2018 Sirius. Decisions. All Rights Reserved

Best Time for the Smell Test Sirius. Perspective: Limit the number of SAM finalists to only those that fully qualify through the full RFP exercise. Pre-Evaluation • Review vendor proposal packages • Develop interview plan • Develop demo script and scoring criteria Evaluation • Begin the demo • Conduct tests • Interview references Selection • Review demo results • Review test environment results @Sirius. Decisions @Peter. Ostrow 16 • Develop test environment scripts and scoring criteria • Obtain a reference list • Hold pre-interview selection committee meeting © 2018 Sirius. Decisions. All Rights Reserved

SAM: Deployment 1. Build Support • • • 3. SAM Training @Sirius. Decisions @Peter. Ostrow • • Ensure broad leadership support Create go-live communications calendar Create a SAM team site 2. Internal Marketing Welcome kit Introductory presentation Training content Ongoing training access 4. Post. Deployment • • 17 Elevator pitch Unconventional marketing Email teasers Video clips Publish positive feedback Show value Provide additional assistance Continue leadership support © 2018 Sirius. Decisions. All Rights Reserved

Thank You

Questions?