In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths, and explain what actions you can take to get the most from your SCM solution.

1. with Deniz Olcay, Senior Director of Product Marketing
and Jake Miller, Senior Product Marketing Manager
Debunkingthe
Top3SalesContent
ManagementMyths
Wednesday, December 7th, 2022
11:00am PST, 2:00pm EST, 7:00pm GMT
EXCLUSIVE WEBINAR
Deniz Olcay
Sr. Director,
Product Marketing
Jake Miller
Sr. Product Marketing
Manager
Tara Dwyer
Webinar Coordinator
Sales Pro Central

2. Sales Enablement That
Wins Sellers and Buyers
Allego is the future of sales enablement. Our sales
enablement, learning, content management, and
conversation intelligence products accelerate
performance for sales and other teams. Allego is AI-
driven and seller-centric, with the power, agility,
insight, and ease you need to drive results in a hybrid
world—all in a single app.
Nearly 1 million professionals use Allego to equip
sellers with intelligent training, coaching, and
content that engages and converts buyers.

3. ClickontheQuestionspanelto
interact with the presenters!
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4. Senior Director of Product Marketing
Allego
Senior Product Marketing Manager
Allego
Deniz Olcay
Jake Miller

5. What’s your biggest content
challenge going into 2023?
A. Organizing Content
B. Finding the Right Content
C. Activating Content with Sellers & Buyers
D. Creating Compelling Content
E. All of the Above
Poll Question

6. Debunking the 3 Biggest Sales
Content Management Myths
What You’ll Learn:
 How to maximize content impact and buyer
engagement
 How to provide sellers with context, to use
content effectively and with confidence
 How agile content drives sales success and
content system adoption

7. © 2022 All Rights Reserved | Confidential | 7
Content is king and will activate itself
Myth #1

8. Truth #1
Even the very best content needs to
be activated for use

9. © 2022 All Rights Reserved | Confidential
Why does content need to be activated?
Centralizing content is not enough, and even surfacing content
at the right time, is still not enough.
● Sellers need to know HOW and WHEN to use the content
● Sellers need CONTEXT in order to do this
● The best content activation happens by seeing a
respected peer deliver the message.

10. Customer Case Study: Veritas
Deliver knowledge and insights at the time
of need
Seller’s need to understand each asset’s
value in the sales process
Combine learning, content &
collaboration
“One of the challenges of
virtual selling is not being able
to get in front of people and
make that difference. We’re
proving that using Allego and
using this capability is giving us
an edge.”

11. Allego Case Study: Jake’s Take
Video to show how the deck was designed
to flow
Real life example of a top rep using it in the
field & a win story to project success
Talk track to show how the message
was designed to be delivered

12. © 2022 All Rights Reserved | Confidential | 12
Formal marketing content is the
primary type of content sellers need to
be successful
Myth #2

13. Truth #2
Agile content is what draws sellers in,
and is most valued by sales

14. © 2022 All Rights Reserved | Confidential | 14
The Content Paradox

15. JUST-IN-TIME
LEARNING CONTENT
• How-To Videos
• Top Questions & Answers
• FAQs / Quick Reference
• Sales Playbooks
• Formal Learning Foundation
AGILE
CONTENT
Internal:
● Success / Loss Stories from Sellers
● Competitive Intelligence from SMEs
● Virtual Brainstorming
● Customer Stories
● News Flash & Commentary
● Demo Pro Tips
● Market updates from Sales leaders
External:
● Product Demo Recordings
● Personalized Video Messages
● Meeting Recordings
○ Pre-Meeting Agendas
○ Post-Meeting Summaries
○ Thank You Videos
○ Actionable Follow Ups
MARKETING
CONTENT
• Marketing Videos
• Story/Pitch Decks
• Case Studies
• Product Sheets
• Whitepapers
• Webinars
• Competitive Matrices
3 Types of Sales Content

16. © 2022 All Rights Reserved | Confidential | 16
What Sellers Want, and Buyers Too

17. Content Made
Accessible In Tools
Reps Use Every Day
Winning Sales
Tactics
Rapid Market Insights From
Executives/SMEs
Engaging Messages for
Prospects & Buyers
+
+
+
Virtual Brainstorms
Win Stories
Call & Meeting
Recordings
Agile Content Is Most Useful In the Flow of Work

18. © 2022 All Rights Reserved | Confidential | 18
Activating Content - Case Study
Capturing and Disseminating Field
Knowledge at Logz.io Using Allego SCM

19. Myth #3
The new content-centric buying process
relies more on content and less on the
influence of sellers

20. Truth #3
Buyers expect a personalized experience
from sellers AND content

21. The Challenge: Content Personalization
© 2022 All Rights Reserved | Confidential | 21
80% of buyers reject sellers who fail
to combine human + digital to
personalize the buying experience

22. What Is A Digital Sales Room?
Better brand representation
Easier buyer experience
Faster sales cycles
A central hub where sellers and buyers can
communicate, share content, and align.
• Delight buyers with branded experience
• Greet buyers with personal video messages
• Share resources in a convenient hub
• Collaborate live or via asynchronous chat
• Protect and secure confidential information
• Track content engagement and impact

23. Keep the Entire Buyer Committee In Mind
Looking at buyers and content pieces individually misses the mark
Look at the Depth of Content Consumption
Go beyond clicks and factor in how long a buyer is engaging across a piece of content
Move from Content Influenced Revenue to How Content Generates Lift
Cross compare how content performs against its peers in similar deals
3 Tips for Measuring Buyer Engagement & Content Effectiveness

24. Free Resources
allego.com/completeSCM allego.com/SCMwave

25. Q&A
/in/denizolcay/
Senior Director of Product Marketing
Allego
Deniz Olcay
Tara Dwyer
Webinar Coordinator
Sales Pro Central
/in/dwyertara/
allego.com/
Jake Miller
Senior Product Marketing Manager
Allego
/in/jake1miller/
allego.com/
salesprocentral.com