By Julie Zisman, head of marketing, Showpad
On April 3, 2014 we participated in the Demand Metric Virtual Summit: Sales Enablement for Success. For our event session, we partnered with Matthew Penzone at Infraredx. He identified three areas where he could empower the sales organization by using Showpad.
1. Dealing with a hyper-educated buyer in a highly regulated industry
2. Showcasing sophisticated content in a short window
3. Pushing content to market faster in an easy way.
SPIN Selling Questions Tool – Use this tool to create SPIN Selling probing questions: Situation, Problem, Implication, and Need-payoff
Objection Response Tool – Use this tool to craft solid arguments to handle common objections.
Sales Skills Assessment - Use this tool to evaluate your sales team’s skills.
Sales Script Template - Use this tool to create a standardized sales script.
Sales Productivity Metrics (monthly) – Use this tool to collect productivity metrics, based on using our Daily Productivity Report template for each sales representative.
Sales Operations Metrics Dashboard - Use this tool to define, track, and report on your key sales operations metrics and key performance indicators. All the metrics can be easily customized to suit your organization’s needs.
Organizations in 2010 remain under economic pressure to accomplish more with less, as companies endeavor to achieve and sustain recessionary profitability through top-line revenue growth. Sales and marketing alignment is critical for this growth as it encompasses the areas of common goal identification, defined responsibilities, and established workflows that are essential in producing optimal results.
