Looking for new marketing and sales software can become a bit of a headache. With hundreds of solutions available, many different people are pushing for different technologies to help with their measurable. Ideally, everyone should have a set of questions and answers they can provide to executives, or other departments, during an evaluation of a new technology.
Here at Uberflip, we have heard lots of common objections from our customers when looking to expand Uberflip to more teams, including, in this case, the sales team. Here are some ways you can prove the value of the Uberflip Sales Enablement Platform to your team, and ensure objections are handled, metrics are provided, and sales and marketing information is shared.
What are your business goals in sales?
- Educating prospects?
- Accelerating your sales cycle?
- Providing insights into what content is working?
- Saving time on finding and sharing content?
It's a NEW technology How is this different from what we have? How do I get the team trained?
New technologies can be intimidating for a lot of teams. The benefit of Uberflip is you don’t need to onboard your team to a whole new tool because it all resides directly in your email and Slack applications. This is a simple and easy way to get salespeople to use the tools they already do every day, with a new twist on sharing content. Through an easy-to-install Chrome or Outlook extension, you are able to create amazing experiences for your prospects with existing content.
The most common way we see this working for a new sales enablement strategy is by leveraging your top-performing reps as examples of how to use the platform, and tracking success. Being able to directly attribute leads generated, nurtured, and closed will show the value of the platform to not only your sales team, but your company as a whole. As people become successful, everyone wants a piece of the pie!
How are we going to track the success of this sales enablement platform? What tools do we have at our disposal?
In the back-end of Uberflip, you have access to a complete “Sales Dashboard” that allows you to understand a multitude of important metrics, such as:
- Which salespeople are leveraging this solution?
- What accounts are engaging with content?
- What should the marketing team be creating more of?
See the images below for examples of the type of metrics you are able to see:
Using Uberflip’s Slack integration, you can actually send even more insights directly to a single salesperson through our magic Flipbot (https://flipbot.uberflip.com/)
The Uberflip for Sales add-on also integrates directly with your marketing automation platform to allow you to send notifications when a prospect is viewing content, consuming it, or even achieving an MQL lead score through the application.
Understanding your sales teams goals
In order to ensure that you receive approval from your VP of sales, or directors, you should inherently understand the goals, metrics, and KPIs that matter to the team.
Some questions you could ask are:
- Do your sales reps currently share content via hyperlinks?
- What content are they sharing? Is it relevant?
- Is sales looking to educate deals with collateral from marketing?
- How are you tracking deal progression through content?
Marketing has the ability to create very powerful pieces of content for sales to use every day; however, a lot of that content goes unused in sales cycles. In order to ensure the sales team has adopted this new platform, marketers can make sure the most relevant, up-to-date content is available in the extension through the use of our “Pinned Streams” tool. This allows marketers to ensure salespeople have the content they need right at their fingertips.
Understanding the goals of the sales team, and focusing on how the marketing team can help achieve those goals, is the number one criteria when it comes to the success of any sales enablement strategy.
Hopefully with some of these questions and suggestions, you can make this work for your marketing team, your sales team, and the company as a whole.
For more information on Uberflip’s Sales Enablement Platform, check out this article.