What tips do you have or tools you use to make collateral readily available to sales? I remember reading years ago that Jamie Shanks, CEO of Sales for Life, said, "If in under one minute that sales professional can't find your content library, and then ultimately find that particular asset to share, [they'll] never do it." That has stuck with me. But I'm also still seeking a great way for sales personnel to find the needed content fast. Have you done anything that has made a noticeable difference?

Suppose it depends on the specific content operations. Not necessarily for this usecase, but we had a naming structure + topic cluster column for our content calendar (in Google Sheets, which team members could find the link to + how it works in Asana). Then, we had a column for the topic cluster for the keyword + headline so people could ctrl+f it (e.g. ctrl+f " Marketing" to find all articles written that fall under marketing.). And the following naming structure column so we know who wrote it and when "MM-YY | Keyword | Surname" (e.g. OCT-22 | Marketing automation | Smith). Might not be the most sophisticated solution, and we had a 60 second loom video in Asana + Google Sheets so people knew how to use it just in case, but hey. Hope this helps?

following

@brash-optician-61686, you'll need a sales collateral management platform like Paperflite or Showpad to find, share & track your content.

We use a platform called Allego (it's like Showpad and others) to manage all our sales enablement content, and we organize it by topic and campaign. Within each topic or campaign cluster, we have all the material they would need: the marketing content (typically each campaign includes a webinar, e-book, article, etc.), a brief that tells them what they need to know about the campaign or topic, and supporting enablement material like social posts, sales cadence copy, scripts, etc. The hard part is the organization and taxonomy—making the information easily searchable and findable. Just like you would organize your content library on a website for buyers, you want to organize and optimize your content for internal searchability, too. The faster and easier sales can find what they're looking for (without having to remember/find a specific link you shared or another platform outside of what they already use), the more likely they are to use it and share it in their sales conversations. And it's even more useful when they can understand how different topics are related. One challenge we're trying to tackle now is connecting the marketing content more directly to sales conversations. So we're thinking about how to provide sellers with more context around the topic or campaign. Trying to answer questions like: What product(s) does it relate to? How do you guide the prospect or customer from the marketing content to seeing the tangible value and wanting to learn more about a related product? What messages carry through from the content to your sales conversations?

We use a platform called Highspot in my current company, and i believe they tried a different software platform prior to my arrival. The problem, however, is getting sales' attention and getting them to look beyond their favorites. We post our content on Highspot, feature new content on the internal sales newsletter, and announce significant content updates on the internal sales slack channel, but it always gets ignored. One guy I spoke to said that he gets his content from our social media feed, and just reshares it--despite having multiple other places to get content.

Hi @brash-optician-61686 We create all our marketing and sales content on Narrato. All the content that we create is saved on this platform itself under dedicated projects and folders. So if the sales team needs to access any of the marketing collaterals or sales enablement content, they can simply find it in the respective folder. There are custom user roles you can add team members to, so you may even limit their access to only certain projects if you don't want much interference.

Make a simple google site and list links to your content, all connected from google drive folders. You can even have descriptions and thumbnails.

Hi @brash-optician-61686 We use PandaDoc as proposal software and have save multple enablement content as content blocks. Anybody can make proposal for any client by picking the right content block. My two cents: Best marketing is proof and there’s no proof better than using real voice/face of your customer. Use them in your sales deck and get your deals moving faster. 1] 6 B2B Companies Effectively Using Testimonial Videos to Drive Sales- https://www.contentbeta.com/6-b2b-companies-effectively-using-testimonial-videos-to-drive-sales/ 2] 7 Ways to Use B2B Testimonials to Generate Leads & Sales- https://www.contentbeta.com/7-ways-to-use-b2b-testimonials-to-generate-leads-and-sales/