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BIZSPHERESALES ENABLEMENT SOLUTION
IMPROVE COMMUNICATION.BOOST SALES.INCREASE WIN RATES.
BizSphere Sales Enablement helps your sales people to increase their win rates and deal sizes as it connects them to the most relevant information and people to win the deal. It does so by leveraging innovative Knowledge Management tech- nologies and solution-oriented consulting methods. This results in higher client satisfaction and greater sales success.
BizSphere Sales Enablement complements existing, transactional oriented CRM systems with a sales-specific Knowledge Management component. Existing sales portals and Document Management systems can be integrated with the BizSphere platform.
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MARKETINGOptimization of spend on marketing materials
Effective communication of focus topics, organization changes and content updates towards sales
Enforcement of verbally and visually consistent external messaging
SALESSignificant increase of customer facing time
Better collaboration and knowl-edge sharing across sales teams
Intuitive visualization of cross-selling potential, enlarging deal sizes
SALES ENABLEMENT SOLUTION
33%of all unsuccessful client deals could have been won, if the seller had been better informed and had acted more client-oriented.*
You could boost your sales.Your clients are saying…
In a recently published IDC* study, corporate buyers say it loud and clear:
BizSphere Sales Enablement empowers your salespeople with the confidence to be more successful.
57% feel that sales people are only poorly prepared or not prepared at all at initial meetings.*
50+% expect sales people to be better informed about client-specific requirements and goals.*
40+% desire sales people not to use standard presen-tations.*
* IDC, Don’t Understand Sales Enablement? You’re Not Alone!, 2009
Many companies are finding that, within the limits of processes and technologies, filtering the piles of information for client-specific facts and arranging the content found to perfectly fit the needs of each sales situation is almost unachievable.
No two sales situations are identical, so a unique combination of sales materials has to be assembled for each sales customer interaction. If a competitor is better able to articu-
Jede Minute, die ein Vertriebsmitar-beiter nicht beim Kunden verbringt, ist verlorene Zeit - und bedeutet vor allem verlorene Umsatzchancen.
Keinem Unternehmen kann es also gefallen, dass die Verkäufer durch-schnittlich mehr als 15 Stunden in der Woche nach Informationen
suchen, diese neu formatieren und auf ihre Aktualität überprüfen müssen - in Zeiten immer schär-feren Wettbewerbs und sinkender Budgets eine überlebenskritische Situation.
Umso schlimmer, wenn die Kunden die Verkäufer trotzdem noch als
schlecht vorbereitet wahrnehmen, wie die IDC Studie belegt.
Wie kann man dieses Dilemma lösen? Wie kann der Vertrieb mehr Zeit beim Kunden verbringen, trotzdem optimal vorbereitet sein, um mehr Umsatz zu erzielen? Die Antwort lautet: Sales Enablement.
Auf der Suche nach der verlorenen Zeit
With clear messages for success
1 hour less per week
for searching information
= x results in
$1US Dollar savings potential per year
1000 sales people
mio.*
Die richtige Information für den richtigen Empfänger zur richtigen Zeit und am richtigen Ort.*Def.
Sales Enablement
late and address such differences, even all-but-certain deals could be lost. CRM systems that focus on coordinating sales processes are not an adequate answer to address such content challenges.
Therefore, marketing and sales need to communicate more efficiently to ensure more effective messaging to the client. Arranging for marketing to keep relevant information and contacts up-to-date and providing
sales people with this knowledge in an easy to use form enables them to respond to their clients faster and with better targeted sales proposi-tions.
In essence, marketing needs sustain-able Knowledge Management, while sales needs efficient and effective access to information. The BizSphere Sales Enablement Solu-tion provides both.
inition* IDC, Don’t understand Sales Enablement? You’re Not Alone!, 2009
* based on: IDC, The Hidden Costs of Information Work, 2006
Arecent study revealed that sales people spend an average of 15 hours every week searching for and reformatting information to use in customer meetings. Every minute spent on mundane tasks like this is time lost. Companies would rather have their sales people spend more time with customers, understanding
their needs and developing sales opportunities.
Additionally, competition becomes increasingly intense and sales support budgets are under pressure.
According to the IDC study, clients feel that sales people are only poorly
prepared at initial meetings.How can this dilemma be solved? How can your sales representatives spend more time with clients yet still be well prepared?
The answer is: Sales Enablement.
In search of lost time
1 = x 1000
Def.Sales Enablement
inition* IDC, Don’t Understand Sales Enablement? You’re Not Alone!, 2009
Def.Sales Enablement
inition* IDC, Don’t understand Sales Enablement? You’re Not Alone!, 2009
The delivery of the right information to the right person at the right time and in the right place.*Def.
Sales Enablement
inition
With BizSphere Sales Enablement marketing can provide exactly the information and contacts that sales people require.
BizSphere Sales Enablement Suite equips your employees with all the relevant information, contacts and necessary tools to achieve these goals. It integrates existing Content Management systems, portals and your subject-matter experts into one information structure - aligned with your existing sales process. New content is produced in a mo-
dular way, which allows the content to be reused in different documents and formats.Multidimensional content tagging, a shelf life-based content lifecycle model, and the implementation of content ownership guarantee optimal access, assure constantly high content quality and boost productivity.
What your clients expectYour clients expect a fast, individualized knowledge flow. Importantly:
a clear and comprehensive state-ment of the benefits your solution brings to their specific situation, with pertinent references from their industry and region
consistent messaging even if different sales people communi-cate with various contacts at the client side
convincing and up-to-date solution information, cost-benefit case studies as well as fast and direct access to subject-matter experts
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The holistic approach of BizSphere Sales Enablement:
SALES FIND
Information Ratings Cross-/ Upselling
CustomizedPresentations
On-the-fly
Comments
Your Uploads
CONTRIBUTE DISCOVER PERSONALIZE
= + + +
MARKETING
Content Inventory Content Dynamic Content Elements
Content Production
ANALYZE PLAN CREATE MANAGE
= + + +
BizSphere improves coordination and collaboration between marketing and sales - the basis for successful client relation-ships:
MARKETING
Situation: Sales people feel that 80 to 90 per cent of existing mar-keting material is useless to them. The absence of feedback mecha-nisms prevents the on-going creation of generic and unwanted content from being stopped.
Solution: BizSphere Rating and Commenting allows your sellers to evaluate and rate content. Views and downloads are tracked as well. Finally a content activity index is calculated.
Benefit: Highly rated and visited content can be easily identified and function as a blue-print for future content improvements.
“With one click, Content Landscape provides us with a holistic overview over our content inventory from every conceivable angle."
Situation: Marketing can no longer control the masses of informa-tion existing in today's enterprise.
Solution: BizSphere Content Landscape allows marketing to sustain-ably manage, control and plan content production.
Benefit: Optimization of content production costs and better con-tent quality.
Content Landscape
Content Activity
Jeanne H., Marketing Manager and BizSphere user
Situation: Core product and solution messages are often not expressed convincingly enough by sales; customer specific informa-tion needs to be collected from many different sources.
Solution: BizSphere Single Sourcing allows key information to be maintained centrally as in BizSphere Content Nuggets. Then sales can generate documents dynamically according to the specific customer situation.
Benefit: Time savings for marketing professionals and increased knowledge for sales people.
Content Single Sourcing
SALES
Situation: A lot of valuable content in the enterprise is produced by sellers. However, it is often difficult for them to share such content with other colleagues.
Solution: BizSphere User Contribution enables every sales person to easily upload content or create blog posts. The content is flagged as community content to be differentiated from official content produced by marketing.
Benefit: More information becomes available to the sales team without diluting official content and messages. Also, team collabora-tion is improved.
Situation: Due to the redundancy of content and wordings, search-ing within the intranet of an enterprise usually is not very powerful and precise. Searches produce too many results so sales people waste time reviewing irrelevant hits.
Solution: BizSphere Semantic Search organizes search results based on content meta data. This improves the relevance of search results for sellers.
Benefit: Sales people can find relevant content more quickly and reliably.
Situation: As more and more customer specific solutions are being offered, sales people increasingly have difficulties understanding the complexity of their company´s portfolio.
Solution: The BizSphere Portfolio Overview enables sales people to quickly understand how the offering portfolio is structured. Also cross- and up-selling relationships are visualized in an intuitive way.
Benefit: Better understanding of the offering portfolio enables sellers to more effectively respond to customer needs.
Semantic Search
User Contribution
Portfolio Overview
“With BizSphere I save 3-5 hours per week on searching for information. Now I can spend more time with the clients.”
Stefan G., Sales Person and BizSphere user
BizSphere Sales Enablement – smooth and efficient
Why Sales Enablement with BizSphere?
The BizSphere Sales Enablement Solution Suite is designed to address the challenges of effective sales knowledge management.
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BizSphere AG is a software and consulting company with its head-quarters in Stuttgart, Germany. In 2006 “BizSphere” was established as a business unit within SVA GmbH, one of the leading system integrators in Germany. In 2007 this business unit became an independent legal entity as SVA-BizSphere AG, which isdoing business under the name of BizSphere AG since October 2010.The company operates with aninternational network of staff and consultants.
BizSphere technologies support
simple structuring of contentaccording to an unlimited variety of possible customer situations
Open interfaces supports integra-tion with existing sales portals,Document Management and Customer Relationship Manage-ment (CRM) systems as well as Unified Communications (UC) platforms
BizSphere AGFriedrichstr. 15D-70174 Stuttgart
BizSphere is designed to facilitate an intuitive user experience and to achieve a fast return on investment (ROI). Because of the software platform’s standards-based and open enterprise IT-architecture, the implementation of
the BizSphere Sales Enablement Solution is fast and seamless. The implementation process is accompa-nied by business consulting methods: we analyze the relevant processes and structures, we make suggestions for
improvements and customize the solution to your needs, if necessary.Further customized developments can complement the BizSphere installation at any time.
Design & Pilot Pilot phase 2-3 months
Sales Enablement Suite Implement. 2-3 months
Further Applications Implement. 2-3 months
Analysis & Business Case Workshop 1-4 weeks
Enterprise 2.0 functionalities like blogging, instant content sharing or commenting allow direct communi-cation and information exchange with colleagues all over the world
ONE intuitive interface makes the interaction with BizSphere Sales Enablement Solution quick and easy
Short time to production: the BizSphere Sales Enablement Solu-tion can be implemented within weeks and is immediately ready for productive use
Intelligent search algorithms and simple filtering tools make finding of relevant content quick and efficient
The solution is built for large enterprises as well as for small and medium businesses
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