Every sales person wants an edge. A secret weapon that lets them sell more — a lot more. We’ve seen our own customers do exactly that. Software AG, one of the world’s largest software companies, doubled the win rate of a key team. They added $7 million in additional sales. How? Here’s the case study … and let’s take a look.
Know What Content Works
if your company is like most, you likely have dozens or even hundreds of sales enablement tools. ROI calculators, datasheets, white papers, videos, and more. Which piece of content should you use in a given sales situation? Where can you find it? For most sales people that’s a struggle. They simply can’t find it.
Software AG recognized this challenge. They decided to make it easy for their sales team to know what content works in any sales situation. When armed with the right sales and marketing materials their sales people multiplied their effectiveness. That meant that they could message to their prospects even more effectively.
Plus, Software AG tracked which sales tools worked in different selling situations. If a piece of content were more effective in one situation they used it again. Not working? That sales content was eliminated.