The document discusses how sales has shifted from being seller-centric to buyer-centric, with 50-70% of the sales cycle now occurring without contact with a sales rep as buyers conduct more self-education. It notes that outdated cold calling approaches are ineffective, with only 1% of cold calls resulting in appointments. Winning sales reps are now those that can add the most value and insights. The document promotes transforming the sales rep role to that of a trusted advisor through personalized outreach based on prospect behaviors and needs. This allows targeting prospects at the right time with the right message to reduce sales cycles and increase revenues.

1. W E L I V E I N A B U Y E R - C E N T R I C
W O R L D

2. 50-70% OF THE SALES CYCLE OCCURS WITHOUT
CONTACT WITH SALES REP
Buyers are conducting more self-education than ever before, and don’t want to
talk to a Sales Person until well into the sales cycle.

3. THE SHIFT IS HAPPENING EVERYWHERE

4. STILL DOING IT THE OLD WAY?
POOR CONVERSION NO RESPONSE? FIRST TO ADD VALUE
ARE VENDOR SALESPEOPLE
FREQUENTLY PREPARED FOR
YOUR MEETINGS IN THE
FOLLOWING WAYS?
1% of cold calls ultimately
convert into appointments,
according to a study by Baylor
University.
9 out of 10 of top-level
B2B decision-makers simply
do not respond to cold
outreach anymore.
74% of buyers choose the first
salesperson to add value and insight.
Prepared for the
questions that I ask
Knowledgeable about
my specific business
Can create my role and
responsibilities in the organization
Understands my issues
and where they can help
30%
70%
24%
75%
76%
77%
23%
22%
YES
NO

5. WINNERS SALES ARE TRANSFORMING FROM
SELLER TO BUYER CENTRIC
“Instead of beating on the empty phone doors we’ve
seen as industry standard, we have changed our
approach to rely on technology to help us understand
those that would be more willing to take and accept
our calls.”
Only 1% of cold
calls result in an
appointment.

6. WINNERS UNDERSTAND THAT
EVERY SALES REP HAS TO BECOME
A TRUSTED ADVISOR
Right Place and Time
Addition to Buyer Team
Personalized Touch
Focused on Customer Outcomes
Unique Insights

7. SALESMAN BECOMES
TRUSTED ADVISOR
Personalization at scale
Right Person, right time everytime
AI Sales Assistant supports every step
O L D W O R L D
• Cold Call
• Email
• Cadences
• Sales Pitch
• Sales Funnel
N E W W O R L D
• Understands Prospect Problems
• Provide Unique Insights
• Connects right time right place
• Buyer Journey

8. WHY WE BUILT FILEBOARD
FOLLOW UP & CLOSE
• Engagement Driven
• Auto-generated tasks
• Right time, Right person
MARKETING BOARD
• Personalization
at scale
• Who viewed
• What pages
• For how long
PROSPECTING/
DRIP CAMPAIGNS
• Sequential
• Automated
• Scalable
• Segment by
Engagement
ENGAGED CALL LIST
• Priortization
• TimeZone
• Account View
DIAL & SCHEDULE
• Click to dial
• Localization
• OnCall Schedule
MEET/PRESENT
• Pointed Message
• Realtime
Attention tracking
• No downloads
S A L E S
A S S I S TA N T

9. CUSTOMER TESTIMONIALS

10. MARKETING BOARD
S A L E S A S S I S T A N T
W I L L
• Personalizes each
board by company
name, logo, messaging
• Personalizes content for
each account
• Tracks pages views of
every content asset
• Generates tasks based
on prospect
engagement

11. PROSPECTING / DRIP CAMPAIGNS
S A L E S A S S I S T A N T
W I L L
• Personalizes each email
message
• Tracks time spent on
content pages included
• Automatically send drip
messaging based on
engagement
• Updates warm prospect
list.

12. ENGAGED CALL LIST
S A L E S A S S I S T A N T
W I L L
• Call list prioritization
based on engagement
• Prospects consolidated
in Account View & mark
decision makers.
• Prospects Sorting by
timezone

13. DIAL & SCHEDULE
S A L E S A S S I S T A N T
W I L L
• Click to dial
• Provide Localization
• Creates follow up tasks
based on level of
engagement

14. MEET & PRESENT
S A L E S A S S I S T A N T
W I L L
• Tell you who is paying
attention
• Allow to present with a
simple personal URL
• Capture all
engagement and notes

15. FOLLOW UP & CLOSE
S A L E S A S S I S T A N T
W I L L
• Creates Todays tasks
• Creates tasks when
prospects engage
• Creates reminders if
sales rep forgets to
follow up
• Creates follow up
tasks for
unresponsive
prospects

16. SUPPORTING SLIDES
Personas
Competitor/comparisons
Reference/conversation page/feature list

17. CADENCES OR AUTOMATION
DON’T WORK
Werner Vogels, CTO Amazon &
Vice President

18. COMPETITION IS STILL TAKING A
DATED APPROACH
ENGAGEMENT
AUTOMATION
AI RELEVANT PERSONALIZED
TASKS
GENERIC
WORKFLOW

19. THE NEW SALES REP
The Trusted Advisor

20. O L D W O R L D
• Cold Calls
• Cadences/Workflows
• Reps are Feature Pushers
N E W W O R L D
• Connect to prospect challenges
• Unique Insights
• Engagement &Relationship driven

21. THE NEW VP SALES
From sales activity to Account and Opportunity engagement

22. O L D W O R L D
• Activities completed
• CRM logging
• Unreliable Forecast
N E W W O R L D
• Prospects Engaged
• Forecasts based on engagement
• Focus on coaching

23. THE NEW SALES REP
The Trusted Advisor

24. O L D W O R L D
• MQLs
• We Educate
• Sales Closes
N E W W O R L D
• Real time insights into which content
results in wins
• Educating prospects is the
responsibility of marketing and sales

25. THE NEW SALES OPS
Dissemenate Sales Stack to Integrated Platform

26. O L D W O R L D
• Flood of Apps
• Operational Efficiency
• Metrics disparate systems
N E W W O R L D
• Integrated reporting
• Consolidated systems
• Support process for Trusted
Advisor

27. S A L E S R E P
• Increase number of
qualified leads through
outbound sales
• More selling time
• Reduce sales cycle
S A L E S V P
• More Revenue
• Accurate Forecasting
M A R K E T I N G
• Visibility into content
engaging leads
• Empower sales to
nurture leads
• Attract more
outbound leads

28. FILEBOARD DELIVERS VALUE
TO SALES REP
N E E D
H O W
W H Y N E E D T O A C T
F I L E B O A R D F E A T U R E S
M E T R I C S
Increase number of qualified leads through outbound sales
Build relationships through sharing insights and calling
Only 1% of cold calls result in connections.
Simply automating cold calling using a auto dialer does not impact the
end result
Drip Campaigns + Content Tracking + (Content Boards) + Dialer
• People engaging with content
• People responding to messages
• Number of connects
• Number of Appointments set

29. FILEBOARD DELIVERS VALUE
TO SALES REP
N E E D
H O W
W H Y N E E D T O A C T
F I L E B O A R D F E A T U R E S
M E T R I C S
More selling time
Reduce 60% of non selling time to focus on opportunities
60% of sales time is spent on non selling time.
No more logging of activity in the CRM
CRM Integration such as Salesforce
• Better CRM activity reporting
• Increase CRM adoption
• CRM data updated automatically

30. FILEBOARD DELIVERS VALUE
TO SALES REP
N E E D
H O W
W H Y N E E D T O A C T
F I L E B O A R D F E A T U R E S
M E T R I C S
Reduce Sales Cycle
Reduce your Sales Cycle by engaging with the right prospect in
the
sales funnel.
Don't waste time following up with cold or dead leads
Email + Content Tracking + Online meeting
• Number of engaged prospects
• Number of prospects slipping away
• Number of connects based on engagement
• Number of Prospects engaged during online meetings
• Opportunities closed

31. FILEBOARD DELIVERS VALUE
TO SALES VP
N E E D
H O W
W H Y N E E D T O A C T
F I L E B O A R D F E A T U R E S
M E T R I C S
More Revenue
Increase the number of opportunities that close by reducing sales cycle
Identify the right people in the opportunity early on in the cycle.
Focus on the opportunities showing the highest engagement
Dialer+online meeting+email/content tracking
• No. of opps closed
• No. of Opps engaged
• No. of sales qualified leads

32. FILEBOARD DELIVERS VALUE
TO SALES VP
N E E D
H O W
W H Y N E E D T O A C T
F I L E B O A R D F E A T U R E S
M E T R I C S
Accurate Forecast
All forecasted deals are based on actual prospect engagement
Forecast based on only Accounts showing the highest engagement.
Forecast Opps showing the highest engagement
Accounts and Opps Roll ups
• Accounts and Opps with high engagement
• Forecasted deals vs deals closed

33. FILEBOARD DELIVERS VALUE
TO SALES VP
N E E D
H O W
W H Y N E E D T O A C T
F I L E B O A R D F E A T U R E S
M E T R I C S
Visibility into content that engages leads and opp stakeholders
What content is driving deals further in the pipeline
Don’t know what content is being used by sales.
What content drives engagement
Sales library
• No of content assets
• No of content assets being used actively
• Underperforming content
• Engagement score of content that is driving deals

34. FILEBOARD DELIVERS VALUE
TO MARKETING
N E E D
H O W
W H Y N E E D T O A C T
F I L E B O A R D F E A T U R E S
M E T R I C S
Empowering sales to nurture prospects
Easily create more engaging sales campaigns
Leads falling through the cracks.
Provide insights and not spam with cold calls
Sales library + Prospecting Campaigns + Contentboards
• Best performing content
• Campaign opens + file link opens
• Best performing content categories

35. FILEBOARD DELIVERS VALUE
TO MARKETING
N E E D
H O W
W H Y N E E D T O A C T
F I L E B O A R D F E A T U R E S
M E T R I C S
Attract More Leads
Use Top-performing content to raise brand awareness
If you can’t measure performance, you cannot create better content
with real-time indicators of popular sales collateral.
Need to provide content at scale and personalized
Marketing Boards, Template Creator, File Editor
• Template & File CTR & Open rates
• Engagement analytics (Personalized and averages)