the
PRECISE sales content engineering system
Is an approach to building a powerful, effective information sphere, or
Sales Content Framework
around critical sales engagements
The Sales Content Framework is the ecosystem of information that surrounds the various buyers, and influences the decision process
the
Key Tenets:
Relevance: Delivering exactly what's needed to key influencers and decision makers
Buyer Centricity: Underpinning buyer centric sales methodologies
Engineered: Built to enable the "Jobs to be Done" in buyer and seller roles, especially the Inside Champion
Reality:
The buyer has more control than ever through the sales process.
Today's customer
is smarter
They are 57% of their way through the decision process
before calling-in a sales rep.
Decision by Committee
There are an average of 6.8 people involved in the decision.
(all with different info. needs)
Customers prefer online interaction
Today, they control the process by keeping the rep online for 70% of the engagement.
Basically, the power has shifted over to the customer.
So, be buyer centric, or good luck.
Impacts:
Customers are deeper into their decision process before they engage sales
Reps need to be able to have a conversation, not just drop-off materials
Several buyers must be satisfied to move the deal forward
Reps have less influence due to online-selling limitations
94%
of the complex
sale is based on information
Sales Content
needs to be optimized for successful sales engagements
50%
of the conversations involved don't involve the sales rep
The PRECISE system improves lead conversion percentages, sales process duration, and closure percentages.
ROI
Investing in a more effective sales content framework directly increases the amount of traction in the sales process.
Sales reps will need to be better. More effective
Take full advantage of technology
With all of the capabilities of today's content delivery tools, loading them with potent content that aligns and drives the process helps you to maximize your return on investment.
What's the big idea?
Precision
Content is designed based on the context of the sale. Relevance is a core concept, as it creates a higher likelihood of action.
Integrated Sales and Marketing
around a Methodology
Core to the process is understanding, or architecting how the offering is sold. Then, with a "specification" content can be engineered to facilitate the buyer-seller process.
Accelerated Sales Process
A complex sale involves a lot of processes, for both the customer and the rep. The PRECISE system facilitates these processes to advance faster through sales stages.
Buyer-centric by nature
Today's buyer is well educated and difficult to influence. Supporting any buyer-centric selling approach, PRECISE conforms to the model where the buying process drives the sales process - which informs the sales content engineering effort.
How does PRECISE
work with different sales methodologies?
Very well. When enablement fits the sales approach, good things happen. All too often, enablement centers on the product, whereas sales centers on solving the problem. The two approaches are not exactly the same, which leads to a disconnect in the sales process.
PRECISE is designed from the customer engagement, in. The first stage in the methodology is a Sales Process Assessment, which gathers the necessary information about the customer and the process to enable an accurate sales (process) support environment
Oh... You'll get there.
But, the sooner you start to hone a methodology to enable results, the better off your revenue growth will be.
Drive towards Sales Readiness Maturity
The PRECISE content engineering system underpins any buyer-centric sales methodology. As an example, engineering content to support Modern Sales Foundations, (which may be the most buyer centric sales methodology in use today), achieves the best adoption and results.
Modern Sales Foundations uses video-based, spaced learning approach to improve convenience and retention.
The course teaches a buyer centric approach for the entire sales process
PRECISE training aligns and advances marketing to build effective content support for a buyer centric sales methodology