Today’s featured story is presented by Dan Frumkin, Co-Founder of RadiateBuzz
Imagine you just spent hundreds-of-thousands of corporate cash to put on a national sales meeting. You planned the event for six months; hotels, airfare, swag, special speakers, you did it all. The team was charged up, the excitement ran high. Your sellers are finally able to flee their siloed, personal home-offices and meet with peers from far-flung cities. At last, a live face with a name.
Your sellers are finally able to flee their siloed, personal home-offices . . .at last, a live face with a name.
The enthusiasm at the meeting was notable. Interestingly, during breaks you observed the reps huddling up, discussing opportunities and wins. This is where the metal meets the road, sellers discussing their trade. In fact, for sellers learning the simple story of how another rep sold “our company” and our product/services to a specific customer or client is invaluable. Sellers will tell you that such knowledge can make the entire meeting, often leading to breakthroughs on an opportunity they are working. For B2B sellers there is nothing more valuable than a two-way discussion with peers to gain understanding, confidence, and direction. Knowledge of individual industries, personas, what works, what resonates, all can be learned quickly by the transfer of experience from one seller to another.
For B2B sellers there is nothing more valuable than a two-way discussion with peers to gain understanding ...
Research by the American Society for Training and Development informs that continuous learning, training and collaboration can yield 50% higher net sales per employee. The most successful sellers know this well and make a habit of internal networking. They routinely qualify and make mental notes of who knows what for future reference. All this begs the question for those responsible for revenues: How do we enable reps to continually network, to qualify “who knows”, so the team can link with peers and collaborate for improved sales results? There is a way.
How do we enable reps to continually network, to qualify “who knows” . . .
Enterprise Knowledge Discovery Transcends Corporate Silos
Enterprise Knowledge Discovery (EKD) is a new class of capabilities that applies Artificial Intelligence (AI), Machine Learning (ML) and specialized algorithms to assist corporate users in seeking to identify individuals with specific knowledge within the enterprise. EKD examines records, creates inferences, and transforms existing corporate data to classify skill sets, experience, sales histories, accomplishments, certifications, and third-party information. A machine cannot specifically know what is in an individual’s head, but their work in context and work-associated activities speak to their experience, and this is information AI can ‘know’. With additional analysis profiles are built, cataloged and are continually updated.
The skill sets of the entire organization become a discoverable asset.
EKD goes beyond existing corporate tools. It gets to the heart of seeking and identifying individual’s knowledge, experience, and skill sets that can then be shared with others at their moment of need. The skill sets of the entire organization become a discoverable asset, with overwhelming benefits. This innovation is no small matter, promising to revolutionize how corporate employees link, connect, share information, and collaborate for improved performance.
. . . knowledge, experience, and skill sets that can be shared with others at their moment of need.
The Competitive Advantage of Enterprise Knowledge Discovery
To illustrate, Tracy, our sales rep, is selling into a Linux environment for the first time. Connecting with a team member who has sold into a Linux environment many times enormously improves Tracy’s chances of staying in the opportunity. Knowing more is better, no exceptions to this rule. Feeling well prepared translates into confidence, essential to peak performance.
Tracy’s inquiries may require more complexity. In this case, Tracy wants to specify five criteria in addition to selling into the Linux environment. These criteria could be related to time (sold in the last six months), geography (in the Eastern USA), against a specific competitor (ABC Corp), selling various products and service (consulting, endpoint security and outsourced cloud computing), and selling to a certain persona. The resulting connections are instantaneous. The information exchanged is invaluable. But there is more.
How useful might it be for Tracy to discover who in her company formerly worked for a competitor?
How useful might it be for Tracy to discover who in her company formerly worked for competitor ABC? Or who in her company may have formerly been a sales engineer with ABC, specializing in endpoint cybersecurity? The implications for gaining insights and increasing the chances of winning are enormous.
EKD is not just for sales reps. In fact, the entire organization benefits from tearing down knowledge silos, enabling information to flow to where it is need, on-demand.
Marketing teams are frequently asked for new reference accounts. Armed with EKD tools, marketing is now able to quickly identify accounts of specific criteria, clear the account with its “owner” and transfer the information to field sales.
Product marketing quickly identifies those that have mastered selling a new product and/or feature. With this knowledge, programs are developed to accelerate effective product launches.
Sales Training may develop virtual ride-alongs and other programs to improve selling techniques quickly and effectively. Programs for onboarding new reps, lead-handling and ‘ever-boarding’ existing employees can be implemented around EKD functionality.
Pre-sales engineers use knowledge discovery to seek others in pre-sales support, tapping into their specific experience, know-how, and workarounds on specific new opportunities. Sharing information among engineers is invaluable, leading to creative solutions and smoother implementations.
An Ideal Knowledge Discovery Solution – RadiateBuzz’s JustSoldIt 2.0
RadiateBuzz, Inc., based in McLean, Virginia, is the leader in Enterprise Knowledge Discovery Solutions utilizing (patent pending) AI, ML, unique algorithms and voice recognition. JustSoldIt 2.0 focuses on linking B2B sellers and sales support departments within technology organizations. These capabilities, available as an easy to implement and use subscription service, may be deployed as a stand-alone system or integrated into existing CRM. Extending these capabilities, JustSoldIt 2.0 delivers field sales metrics, usage statistics and analytics to assist managers and guide overall decision making.
Make giant leaps in sales performance and overall enterprise efficiency with just one phone call. Tear down your corporate knowledge silos. Contact RadiateBuzz today. www.radiatebuzz.com