In our first blog post, Everything You Need to Know About Sales Content Management Software, we showcased why sales content management software is important for enabling sales.
Now, you’re ready to consider a sales CMS, but how do you determine the best solution for your organization? In this post, we walk through the 5 key features you should consider when evaluating sales content management solutions and whether Enable Us is the right enablement solution to manage your sales content:
Most of our customers use a third-party content management provider, such as Google Drive, Sharepoint, Box, or DropBox, to store, organize and distribute content. Marketing is creating a range of content from videos and blogs to eBooks, white papers and more. Moreover, this content is increasingly being distributed across multiple channels - website, social media, emails, etc. (Source: Hubspot).
No matter where your marketing media is saved, you’ll want a provider that can easily sync or import this content into the sales CMS. Questions to consider are:
Enable Us has integrations with many of the popular cloud content providers, such as Google Drive, Sharepoint, Microsoft OneDrive, etc. You select the provider and assets to seamlessly upload, seeding your content library with sales content.
If content is created on other sales and marketing tools, such as RingCentral, Zoom and Gong, those media assets can be imported into the Enable Us Content Management module. We also provide content owners the flexibility to add content from a URL or by adding the embed code.
Our customers are typically using Google Drive or Sharepoint to manage their content. While these are great for collaborating on documents internally at minimal cost to the company, there are a few downsides to this approach:
The Enable Us Sales Content Management offering provides content administrators the ability to set content permissions to ensure only approved sales and marketing content is shared with prospects and customers. Admins simply set file permissions on what can be viewed, shared, edited, or downloaded by internal users and external visitors. Admins also manage what content is available in the public content library, reducing the likelihood of duplicate and outdated content.
To ensure that sales has the flexibility to personalize documents for prospects, such as a master sales deck, we offer users the ability to copy, edit and save a Google slide, doc, or sheet all within the Enable Us platform. The edited content asset is then saved to the individual user’s content library.
With regard to images, admins can easily manage brand-compliant banners, cover images, and room thumbnails via the Image Gallery. Admins can upload new images or remove any of the pre-loaded images. To replace an outdated image across all rooms, assets or thumbnails, simply update the image in the Image Gallery and it will automatically populate across the platform.
“Sales reps spend an average of 440 hours each year trying to find the right content to share with their prospects and customers” - G2 Blog
For those considering Google Drive or Sharepoint as “good enough,” take into consideration how easy can content be tagged or organized to make it easier for sales to find (e.g. buyer persona, industry, content type, etc.)? Alternatively, a sales CMS centralizes all your important sales collateral, product videos, demos, and more to make it easier for your sales team to discover and share sales content:
Our advanced search capabilities not only looks through title and description, but also full transcripts of text, audio, and video-based assets. Users can filter results based on content attributes tailored to your organization and select top-performing content with a snapshot of content shares, views, and more.
As SaaScend grew its client base, sales and marketing was spending up to 5 hours a week finding, managing, and sharing content.
SaaScend was not only looking for a better way to manage their sales content, but also to gain visibility into how sellers and prospective clients interacted with sales content. SaaScend partnered with Enable Us to provide the right mix of seller and buyer enablement tools to make the process more efficient, transparent and personal. Read the case study.
Currently, sellers send emails with multiple attachments to buyers. This email “train” can be frustrating for buyers as searching through an inbox for the correct document or email to review. For sales and marketing, the email enters a black hole with the only visibility being whether an email has been “opened.” Questions left unanswered include:
The overall buying experience is poor for both sellers and buyers. The ability to share an evergreen link to a single content asset or a digital sales room, which is a persistent, online portal for interactive sales collateral, shines a light into this black box.
With Enable Us, all of our shared links are evergreen. Hence, you don’t have to worry about sending updated links when you update sales content or add content to existing rooms. This makes it easier for your prospects and their buying committee to stay up-to-date on conversations and next steps.
Beyond making it easier for your buyers, a single, evergreen link keeps your data and analytics intact. You’ll now know if prospects are clicking on the links and reviewing the content with in-depth analytics on visits, views, shares, and more. This provides insight into how engaging and effective sales content is during the buying process.
Unlike some providers, Enable Us provides in-depth content insights on both seller and buyer engagement and behavior. Marketers, sellers, and leaders can understand content effectiveness with details on which content is viewed and how much time is spent on each page, video or presentation.
Hear how companies are benefiting with insights on sellers and buyers.
We highlighted the benefits of sales content management software in our Making the Business Case for Content Management Software ebook:
By investing in a sales content management system, sales and marketing collaborate more closely. Ultimately, this closer alignment can boost sales results, with companies 67% better at closing deals and sales teams experiencing 41% increase in meeting their quotas (Source: G2).
You're ready to organize, manage, and track your sales content management with a CMS. Download The Sales CMS Buyer Cheat Sheet for a list of questions that will ensure you get the right sales content management software for your sales enablement needs. Interested in how Enable Us can help with your sales enablement and content management needs? Schedule a demo with us today.