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Steps to a
Successful Sales
Transformation5
Carson Conant
By Mediafly CEO
& Founder
How can you use Information
Enablement Practices
To vault over the competition?
First of all, what is
Information Enablement?
Information enablement is enabling your
organization with technology to effectively
communicate the value of your company
and products to your customers.
These new technologies can feel like a
VICTORY LAP instead of the start of a
race.
Especially when you do it at a
Big Corporate Event.
Kicking Off
However!
In the area of information
enablement, it’s just
the BEGINNING.
SUCCESSFUL
Before you start your journey towards
information enablement, we want to
SHARE with you what defines a
information enablement
solution.
FIRST An information
enablement initiative that
involves users, such as...
sales reps,
partners,distributors,
and executives
must first and foremost be perceived as
a useful, beneficial
tool in their minds. ALWAYS!
The Solution must deliver on a strategic
objective. This could be a decreased cost or
improved efficiency. But measuring these
can be easier said than done.
Try a revenue
metric like
increased
market share
or sales
growth.
Next The results needs
to maintainable.
It can’t be a
FLASH
PAN.
in
the
Without further ado, here are the
				 Steps that help 			
				Determine a 					
				Successful Sales
				Transformation:
5
1
Vocal
Unrelenting
Internal
Support
True TRANSFORMATION is
something that needs
top-level support.
Your project
champions
need to
encourage and
engage top
executives and
help them
understand
the strategic
objectives and
progress to keep
their Passion Lit.
Internal
Technology
needs to be ready
to answer any
questions about
the solution
Content
Admins
have to love,
not tolerate, a
solution they use
day in and day out
A Successful initiative will need
the support and attention of
Key Groups:2
2Critical
Field
Problem Does This
Solution Solve?
WHAT
If you can’t Clearly Articulate the value
of this initiative to every end user, then it
Risks Failing.
Think about the end users as “customers”
whose attention your solution needs to
attract.
Engage them as much as Facebook, Netflix
or Spotify.
If end users don’t Personally
benefit from a solution,
THEY WILL IGNORE IT
Or Begrudgingly use it as little
as possible.
3Sales
Reps
in the Field with
Spend Time
Companies who don’t Succeed
in Sales Transformation
It’s Easy to assume you understand the
needs of your reps, but it’s just as easy to
miss plan points and lose things in
Translation.
spend little to no time teaching the tool or
seeing how it’s used in the field by their
sales reps.
Valuable
Solution
Companies that launch a small working,
to the End Users
and then work
closely
With them to learn the solution are the
most successful in their percentage of
adoptions.
4Content
Should Always Be
Up to Date
The first time a sales solution doesn’t
have the latest content, your end users
will forever see it as just another tool that
can’t be trusted. THAT’S IT!
Period. End of
Story.
5
Advanced
Feature
Education
Any time a New Feature is released for
your solution, your organization must
have a process in place to								 		 train
Your current end user 	
Your Solution Partner should be able to
help deliver documentation, and even
personalized training, depending on the
feature update.
on it.
Want to see more amazing
Mediafly content?
Click the link to check out our other slideshares, ebooks,
articles and
Take Me to
Amazing Content
We hope you found this
slideshare useful!
MORE!

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5 Steps to a Successful Sales Transformation

  • 1. Steps to a Successful Sales Transformation5 Carson Conant By Mediafly CEO & Founder
  • 2. How can you use Information Enablement Practices To vault over the competition?
  • 3. First of all, what is Information Enablement? Information enablement is enabling your organization with technology to effectively communicate the value of your company and products to your customers.
  • 4. These new technologies can feel like a VICTORY LAP instead of the start of a race. Especially when you do it at a Big Corporate Event. Kicking Off
  • 5. However! In the area of information enablement, it’s just the BEGINNING.
  • 6. SUCCESSFUL Before you start your journey towards information enablement, we want to SHARE with you what defines a information enablement solution.
  • 7. FIRST An information enablement initiative that involves users, such as... sales reps, partners,distributors, and executives must first and foremost be perceived as a useful, beneficial tool in their minds. ALWAYS!
  • 8. The Solution must deliver on a strategic objective. This could be a decreased cost or improved efficiency. But measuring these can be easier said than done. Try a revenue metric like increased market share or sales growth.
  • 9. Next The results needs to maintainable. It can’t be a FLASH PAN. in the
  • 10. Without further ado, here are the Steps that help Determine a Successful Sales Transformation: 5
  • 12. True TRANSFORMATION is something that needs top-level support. Your project champions need to encourage and engage top executives and help them understand the strategic objectives and progress to keep their Passion Lit.
  • 13. Internal Technology needs to be ready to answer any questions about the solution Content Admins have to love, not tolerate, a solution they use day in and day out A Successful initiative will need the support and attention of Key Groups:2
  • 15. If you can’t Clearly Articulate the value of this initiative to every end user, then it Risks Failing. Think about the end users as “customers” whose attention your solution needs to attract. Engage them as much as Facebook, Netflix or Spotify.
  • 16. If end users don’t Personally benefit from a solution, THEY WILL IGNORE IT Or Begrudgingly use it as little as possible.
  • 17. 3Sales Reps in the Field with Spend Time
  • 18. Companies who don’t Succeed in Sales Transformation It’s Easy to assume you understand the needs of your reps, but it’s just as easy to miss plan points and lose things in Translation. spend little to no time teaching the tool or seeing how it’s used in the field by their sales reps.
  • 19. Valuable Solution Companies that launch a small working, to the End Users and then work closely With them to learn the solution are the most successful in their percentage of adoptions.
  • 21. The first time a sales solution doesn’t have the latest content, your end users will forever see it as just another tool that can’t be trusted. THAT’S IT! Period. End of Story.
  • 23. Any time a New Feature is released for your solution, your organization must have a process in place to train Your current end user Your Solution Partner should be able to help deliver documentation, and even personalized training, depending on the feature update. on it.
  • 24. Want to see more amazing Mediafly content? Click the link to check out our other slideshares, ebooks, articles and Take Me to Amazing Content We hope you found this slideshare useful! MORE!