Take an honest look at your current state. When you examine your sales content assets, sales process, available technology, their complexity, and the Key Performance Indicators (KPIs), are you engaging with your client throughout the buying journey or are you limiting yourself to old beliefs and systems?
The buying experience needs to be at the center of all of your selling efforts. Make sure that you understand who your buyer is and the journey they are on. Next, be sure to create your sales assets and training for the buying experience.
Many businesses struggle to stay ahead of the competition, the day-to-day operations of the company are more than enough to keep a management team busy. The only focus is to continually attempt to maintain the status quo. That is not enough. Sometimes employees and managers are just too close to a problem inside an organization to see it or identify the root causes.
“Someday, somewhere, someone is going to write the Official Sales Dictionary. And it’s going to be awesome. Salespeople, sales leaders, sales trainers, sales operations, sales consultants, and everyone else will know with certainty what the other person is talking about. Communications will be streamlined, and directions will be clear.” ~Salesforce Contributor Network
In my many interactions with clients, there tends to be a need for an accurate understanding of the terminology when discussing content and/or document management project needs and requirements. This is expected since this type of solution is new to organizations as they begin to investigate and review a needs analysis.