guided selling in mobilepaks

Guided Selling Web Demo

SpeakerJohn HarrisonEVP Operations, Product & Client Experience at MobilePaksPrior: Webtrends, Yesmail and Symantec

Agenda• Sales Enablement Challenges• What is MobilePaks?• MobilePaks’ Guided Selling Platform / Live Demo• Customer Examples / ROI

57% of customers feel that salespeople are poorly prepared or not prepared for initial meetings.—IDC Research

High Buyer Expectations

Help sellers drive conversations of value Upsell/cross sell Shorten time to first new dollar for onboarding Force marketing-sales alignment

Real-time supportMore Important than Ever

Sales reps Waste 7 hours

per week searching for

content

Movement to convert non-selling time to prospecting and selling activities

MobilePaks stops the sales effectiveness gap.

1. Drives revenue and productivity by automatically recommending the right support to Sellers at the exact right time.

2. Guides marketers to provide content in a way that sales people learn, retain and use.

MobilePaks Demo

Enable Your Team to: Onboard, Upsell and Close New Customers

• Email templates• Scripts• Case studies, data

sheets• Presentations• Webinars• Etc.

• Onboarding and sales kits

• Product updates• Sales playbooks• Customer and demo

videos/examples• Finance and deal

registration• Spiffs and promotions• ROI calculators

• Product training

• Sales training

• Quizzes and certifications

Education Enablement Marketing collateral

Push/pull Fit into their daily activities Short and engaging – 5 min or less 1 interaction every 45 seconds Space for reinforcement

Applying relevant knowledge directly after learning it boosts retention to

90%

What Brain Science Tells Us

Example: Sales Playbooks of the Past

Example: The Modern Sales Playbook

Modular and on-demand Short, engaging. Easy to learn and retain Tracks feedback and usage to drive improvement

Share insights

• Behavior analytics: Track consumption, feedback and knowledge

• Content scoring: Users automatically rate content and can recommend and share to help prioritize.

• Access controls: Managers have fine-grained control over which users and teams can access information.

Track, manage and report on leading indicators of sales effectiveness

Track by user

• Problem: Difficulty getting Sellers’ attention with email, training and support. Needed a better way to onboard, support and help existing team and newly acquired company to cross sell products.

• Solution: Real-time support with interactive Paks on product info, process how to, and training.

Case Study

• Benefit: Increased seller engagement, comprehension and satisfaction by centralizing content and short training Paks in the CRM. Gives Tripwire feedback and visibility to leading indicators of sales success.

MobilePaks ROIAutomatic recommendations + Engaging materials = 15% higher lead-to-customer conversion 22% better win rates 45% improved sales and marketing productivity

Please contact us with any questions.Phone: 503-953-8842Email John: jharrison@mobilepaks.com Email Candy: ctan@mobilepaks.com