Sales Enablement for the Buyer Journey
“That’s why we looked at KnowledgeTree. We wanted a way to arm sales reps with valuable content that supports the sales cycle.”
Sales enablement and marketing content is a critical part of Teletrac’s sales model. It helps prospective clients understand the efficiency gains and build a business case for the Teletrac platform. Teletrac’s marketing teams produce a wealth of effective content, but getting it to sales people quickly proved to be a challenge.
“We have over 120 sales people in the US alone,” said Andrea Walter, director of marketing operations at Teletrac. “To get access to our most powerful marketing content, sales people used to have to look through email notifications or leave what they’re doing and search in a portal.”
Because of the difficulty in finding content, reps would download and reuse the same pieces of content again and again. “That meant that the most relevant content wasn’t there for our sales teams,” added Walter. “That’s why we looked at KnowledgeTree. We wanted a way to arm sales reps with valuable content that supports the sales cycle.”
KnowledgeTree’s sales enablement application recommends the most relevant and current content from any of Teletrac’s content repositories. The most effective marketing and sales enablement tools are pushed automatically to the sales team right within Salesforce.com. That means no more searching for the right content. Content proven to win is instantly recommended to each sales person.
“Our sales people really embraced KnowledgeTree and the feedback from our sales leadership has been especially good. They enjoy the notifications of when prospects engage with content. And they love the visibility into new and useful content to share with their prospects. In fact, they quickly attributed new business directly to the use of KnowledgeTree,” Walter said.
Tracking Sales Enablement Content Results
Keen users of marketing automation, Teletrac’s marketing team knows the importance of analytics. Now with KnowledgeTree the content organization gets instant insight into which materials are used by the sales organization and which are resonating with prospects.
“The marketing team is using KnowledgeTree data to make smart decisions about which content to create and invest in — and where there are gaps in the content library,” Walter continued.
And the results? Not only is KnowledgeTree driving sales, Walter said “it increases communication and real-time feedback between marketing and sales. So better content is created and used in the sales process.”