Guided selling provides salespeople with dynamic, intelligent support and recommendations to improve effectiveness and productivity. It acts like a GPS for sales by tracking outcomes and providing relevant enablement based on factors like role, stage, and interests. Key components to evaluate include ease of use, content management, analytics, and compatibility with CRM and other systems. Examples of guided selling platforms were provided, focusing on differences between B2B and B2C solutions and industry-specific options. A case study demonstrated how one company improved sales productivity and engagement by implementing a guided selling solution to consolidate content and provide real-time support.

1. Guided Selling 101
What Matters Most and What to Ask

2. Agenda
The Basics
Guided selling for sales enablement
Key Components
What to look for
Examples in use

3. The Basics of
Guided Selling

4. What’s Guided Selling?
GPS for sales
Intelligence and support
delivered dynamically when
and where the rep needs it
Tracks and captures
observable outcomes

5. Buyer Centric
Buyers continue to drive more of their own process and pace,
leaving sales reps to adapt accordingly. The process isn’t linear.

6. Today: State of Confusion
Sellers waste 7 hours looking
for content
Only 30% of marketing content
used by sales
66% enterprises have more
than 6 content repositories
37% of companies don’t know
which campaigns yield sales
results.

7. You can start small.
Questions to Ask:
What random acts of sales
enablement are you doing today?
What’s working and needs to scale?
Critical areas of sales inefficiency?

8. Grow into the benefits
Improve the system over time
Support sellers to convert more customers
Identify buyer behavior, buying process change, sales
activities and new support needed
Help manage and monitor change

9. Key Components:
What to Look For

10. Ease of Use
User experience
How many clicks?
Search depth
Is it reliably up-to-date—a
trusted centralized source?
Does it work on every
device?
Involve a handful of salespeople.
Ask for feedback on:

11. Relevance
Forward
looking/predictive
support
Identifiers: roles,
prospect type, sales
stage, etc.
Feedback and
ratings
Reliance and level of
effort of tagging
What you
want
them to
know
What
they’re
interested
in for the
sale
Relevance

12. Content Management
Types of content supported
Content authoring
Updates and version management
Groups, roles and hierarchy
Features to look for:

13. Compatibility
Guided Selling should be part of their daily
workflow. Don’t take integrations for granted.
Does it integrate with your CRM
and MAS? Other intelligence
sources?
Can you sync with content
repositories?
Single sign on capabilities
Support for all devices and
operating systems?

14. Analytics
Dashboard reports that show leading and lagging indicators
Feedback utilities that allow sales teams and managers to
provide ratings and comments
Track content shared with
prospects, and how prospects
interact
Competency scores, especially
as it correlates to onboarding
programs

15. Products on the
Market Today

16. Not All Apples-to-Apples
B2B: some focus on proposal,
quote and configuration and others
sales rep enablement
B2C: Web personalization software
Can be very industry specific

17. Examples
Dynamic Sales Enablement:
MobilePaks
Web/Consumer Personalization:
Active Decisions, WhisperWire, Comergent
Content portals + Configure,
Price and Quote:
SAVO, Apttus, Qvidian, Callidus Cloud

18. How MobilePaks Works
Intelligent recommendations based on a blended algorithm.
Supports better selling conversations and engagement with
relevant training bursts, marketing collateral, job aids, etc.
Light weight—easy to use
and set up.
Gets smarter as it goes.

19. Problem: Inefficiencies onboarding
and supporting sales teams. Multiple
repositories and a recent product
acquisition required better enablement.
Solution: Real-time support with
interactive Paks on product info,
process how to, and training. Added to
CRM.
Benefit: Greatly improved sales
productivity. Increased seller
engagement and CRM adoption. Gives
Tripwire feedback and visibility to
leading indicators of sales success.
Case Study

20. Key Take-Aways
Buyer-driven process is more complex. Sellers benefit in
terms of effectiveness and productivity with a sales GPS.
New products enable you to start small. Rep usability,
relevance/intelligence, content management and
compatibility are a few key areas to assess.
Guided selling can mean different things depending on
B2B, B2C and industry. Know what you need and zero in
on that vendor category.

21. Questions?
marketing@mobilepaks.com
Upcoming webinars:
• Sales Playbooks in the CRM – 5/7, 10 AM PT:
http://bit.ly/SalesPlaybookCRM
Download our free guide, Guided Selling 101:
http://bit.ly/GS101Guide