Your Brain on Tools: The Benefits of Sales Enablement Technology

Marketing Profs features yet another article by Veelo CEO Chanin Ballance. “Your Brain on Tools: The Benefits of Sales Enablement Technology” walks you through the basics of how people learn and remember, and how to apply that information to close the sales-marketing gap.

Your Brain on Tools: The Benefits of Sales Enablement TechnologyThe Salk Institute researchers were excited at the precision and efficiency of information that could be potentially stored in synaptic connections. They discovered that, not only was the brain incredibly powerful and efficient, it also seems to have unlimited potential for storage.

As content creators, that is certainly good news! After all, we are expecting our audiences to absorb each and every carefully chosen word we produce.

Now that we know about this tremendous capability, where’s the glitch? Why do our company sales teams have trouble remembering the content, where the documents can be accessed, and how to present information effectively? How do we tap into this intelligence and use more of that available brainpower?

Intrigued? Read the “Your Brain on Tools: The Benefits of Sales Enablement Technology” in full on the Marketing Profs website.

 

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Veelo CEO Chanin Ballance to Speak at the ATD 2016 International Conference & Exposition

April 22, 2016 – Portland, Ore. – Chanin Ballance, Veelo CEO, has been invited to speak at the ATD 2016 International Conference and Exposition to be held May 22-25, 2016 in Denver, Colorado. She will be addressing the emerging topic of “Virtual Coaching Technology to Predict Perfect Training Moments for Your Salespeople.”

Using Virtual Coaching Technology to Predict Perfect Training Moments for Your Salespeople

The ATD 2016 International Conference and Exposition brings the training and development industry to life. Each aspect of the industry is covered for every level of practitioner, from CEO to specialist, from dean to student. More than 10,000 colleagues from around the globe will gather to share best practices and insights with world-renowned thought leaders, industry luminaries and professionals.

About ATD

The Association for Talent Development (ATD), formerly ASTD, is the world’s largest association dedicated to those who develop talent in organizations. These professionals help others achieve their full potential by improving their knowledge, skills, and abilities. ATD’s members come from more than 120 countries and work in public and private organizations in every industry sector. ATD supports the work of professionals locally in more than 125 chapters, international strategic partners, and global member networks.

About Chanin Ballance

Chanin Ballance is CEO of Veelo and brings years of technology, business management and marketing experience to this top sales enablement software solution provider. Chanin is a frequent speaker on the topics of learning, brain science, mobile engagement, and sales enablement solutions.

About Veelo

Veelo helps companies improve selling effectiveness and marketing ROI with tools for developing and delivering sales content and support.  Based on an exclusive brain science approach, Veelo is the only system that helps organizations create and deliver content based on the way sellers learn, retain and apply information. The Veelo Guided Selling™ product uses a proprietary machine learning algorithm that automatically suggests dynamic content and support based on the sales stage, prospect type and preferences of sellers and managers, resulting in exceptional customer experiences.

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“Be Everywhere All the Time: Virtual Sales Coaching for Success” Published on ATD Blog

Be Everywhere All the Time: Virtual Sales Coaching for SuccessToday’s slate of articles on the ATD sales enablement blog include “Be Everywhere All the Time: Virtual Sales Coaching for Success” by Veelo CEO Chanin Ballance.

…[W]hat if you could predict when the next coaching opportunity was coming so you could tackle it head on? It would be great to stop waiting for the weekly check in only to hear from your rep, “I wish I would have known that yesterday!” With technological advances and virtual coaching, we now can avoid those pitfalls and tap into some computer assisted intuition for timely teaching opportunities and training tune-ups.

Head over to the ATD blog now to read “Be Everywhere All the Time: Virtual Sales Coaching for Success.”

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The Four Steps of Measuring Content ROI

The Four Steps For Measuring Content ROI | Veelo

Most B2B marketers struggle with the measurement of their sales content ROI. Lots of content gets created and tossed into some sort of content repository. Does it get used? 

Not really. According to Sirius Decisions, only 30-40% of content created is actually used by sales.

Yeah, don’t tell the CFO—that’s a lot of wasted time and money.

It’s not that all your content is bad, or useless. Chances are you have good content, but no one in sales can find it, and let’s be honest, they don’t have the time to go searching for.

Solving the problem is no easy task, but here is a four-step process you can follow to begin improving and tracking the ROI of your content.

Measuring Content ROI Step 1: How much and what content

First, start with an honest look in the mirror and ask yourself how much content your sellers truly need. Also take a close look at length and detail. Most sales collateral should quickly convey the key message and value. Fifty-page documents are rarely useful to anyone other than as a reference.

Probably the most important thing to ensure you have content for each of your sales stages. As your reps move from discovery to evaluation and eventually to the close, content needs change. Are you arming your reps at every stage?

Measuring Content ROI Step 2: Content usage

After you put your content on a diet, it’s time to move to the next phase: Usage. Chances are, the more content is used by sales, the more valuable it is. If something is never downloaded by sales, it’s either impossible to find, or it’s not good. Use technology to help you track content usage.

Measuring Content ROI Step 3: Feedback—What works?

Usage data helps, but to take your content to the next level, you need to figure out why something is or is not working. Also, you probably have content that is good but could be taken to the next level with a little advice.

Some companies we work with here at Veelo encourage their sellers to rate their content with a five-star scale. Anything below three stars gets a detailed evaluation, and is either improved on or eliminated.

Allowing sales reps to provide comments and suggestions is super useful as well. You’ll hear directly from the people using your content in front of customers.

Measuring Content ROI Step 4: Empirical data—What moves deals?

The final stage is the holy grail of measuring content ROI. Which content moves deals through the sales stages? Which content helps shorten sales cycles? Which content closes deals?

This data is not only extremely beneficial to marketers creating the content, but to the sales reps themselves. As reps have success using certain pieces of content, it’s easy to then propagate the best practices to other reps, so everyone can benefit.

To reach this 4th and final stage, technology is a must-have. For those making the investment, the returns can be quick and large. Shortened sales cycles, better-equipped reps across the board, improved marketing content, and waste eliminated.

Being able to measure and hone the ROI of your sales and marketing content is a powerful tool for any organization. Taking one step at a time allows you to achieve small wins along your journey to the grail. Best of luck!

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