Why Solution Selling® Playbooks for Kadient (CRM) Work:

As CSO Insights reports, on average, over 50% of a sales reps time is already spent on non-selling activities. When sales people are sent hunting for information, they find themselves sifting through interviews, weaving through web pages, relying on user ratings and lost in a sea of links to over-tagged search results from a company intranet or portal. Even with more sophisticated portals that provide search options to narrow results, it’s still a job within itself for a sales person to find what she needs. But more than time lost, is the fact that salespeople are often not properly equipped for the complex selling situations of today’s educated buyer. They don’t have command of the knowledge they need to sell to specific buyers. And when sales teams introduce new products, hire a team of new sales people, or set stretch expansion goals, there is an even greater lack of preparedness for the task at hand. 
 
Simply put, the answer to these business challenges is not a better content portal. Content portals are focused on solving a content problem, not a sales execution problem. What reps need to sell smarter, is the right knowledge for specific selling situations pushed to them when and where they need it.  This is where an interactive solution selling playbook can make all the difference. Kadient’s Interactive Sales Playbooks are designed to maximize sales productivity by delivering situation-specific messages, content and tools, at the right time all within the system where reps work their deals – their CRM.  Situation-specific Sales Playbooks align all the knowledge a rep needs to move an opportunity forward with a proven sales process like Solution Selling®, giving them the coaching they need to have the meaningful conversations required to effectively move through and close deals.
 
With Solution Selling® Playbooks, reps have more time to sell because they have what they need to do it but, more so, they have the confidence to sell because they have the specific knowledge they need in the context of the opportunities they are working. Knowledge transfer is critical for a sales rep to be successful; sales and product training only goes so far in arming a sales rep with what’s needed for a specific selling situation. Delivering what they need contextual to when they need it has measureable impact on overall sales performance.
 
Three Key Benefits of Embedding Solution Selling® Playbooks in Your CRM System:
 

• Sales Playbooks Maximize Your Investment in CRM
• Integration Makes Situation-Specific Playbooks Possible
• Playbook Analytics Open a Whole New Window into Your Pipeline

 
Salespeople need more than access to the latest and greatest content to succeed. They need proven process, married with content and all the other tools available to them. They need it when and where they are selling and they need it to be very specific to the buyers they are selling to. Sales leadership needs a better understanding of what is really working to move opportunities through the pipeline, so they can do more of it. That’s what Solution Selling® Playbooks will do. Sure, they will solve your content problem, but they will bring you much more value than content portal alone ever could.

Read more about Solution Selling® Playbooks for Kadient in a recent blog by Dave Stein...

Learn more about Kadient’s offerings…

Blog written by:   Rich Berkman | Vice President, Sales Enablement Strategy

www.kadient.com | www.santcorp.com

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