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Sales Asset Management Technology: A Sirius Perspective

| July 25, 2018 | Gavin Drake

Sales enablement has been a recognized term for decades and, since being coined “sales enablement,” is considered critical to the success of any sales-driven organization. However, never before have B2B organizations needed to focus more on facilitating actual sales enablement.

Why? For one, the proliferation of communication channels has forced an increase in the number of customer touchpoints required to make a sale. This has caused an increase in the volume (and type) of information needed to attract and interact with prospects. Sales teams today need to be able to access the best and most up-to-date information quickly – whether it’s internal training material, sales content for prospects or customer communications.

This is shockingly difficult for most enterprise B2B organizations. Add in customer demand for personalized content and sales teams are struggling. In fact, sales enablement research we conducted for Docurated shows that in 47% of organizations surveyed, sales reps each spend an average of 20 hours or more per month searching for and/or developing the content they need.

Recently SiriusDecisions, a leading B2B research and advisory firm, published “Sales Asset Management Technology: A Sirius Perspective.” The report details Sales Asset Management (SAM) as a critical element of sales enablement.

According to SiriusDecisions, “Sales asset management solutions facilitate the development, organization, delivery and tracking of content used by sales, often through multiple access point (e.g. dedicated sales portals, mobile applications) and integrations.”

The firm outlines the benefits of sales asset management and how SAM solutions can make a measurable impact on organizations’ success.” The report also outlines the evolution of SAM, core capability groups, and role-based priorities that SAM supports as part of a sales enablement strategy.

Download your copy of Sales Asset Management Technology: A Sirius Perspective.

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