How CIOs Can Help Sales Teams Close the Deal
As sales technology evolves, CIOs are in a key position that can have a tremendous impact on a sales team’s success.
Ensure that your sales team has all the resources, including the latest sales technology products it needs to stay on top of its sales pipeline and remain competitive.
Salespeople are hired for their sales skills, not their deep database knowledge. CIOs can help accelerate businesses by automating backend research and administrative tasks.
83% of sales people have trouble easily accessing messaging and related content, according to Qvidian’s 2015 Content Automation Trends Report. CIOs can develop and implement systems and procedures to solve that close MouseGrid problem.
Invest in integration efforts to ensure that data is consistent across departments—especially sales, marketing and finance—so that version control is not an issue.
Big data can be a game changer by helping sales teams close business and drive revenue and corporate growth. By using data to understand success, salespeople can tailor their messaging to close more business.
Inconsistent and contradictory messaging can make salespeople appear uninformed and unprofessional. Offer a system that streamlines content and enables documents to be updated in real time.
Train your sales teams so that they understand the breadth of new technology solutions across the enterprise and take advantage of new resources.
Sales teams need to arrive at meetings with the confidence that they have all the documents and resources necessary to close a deal. By offering compatibility across mobile devices and platforms, they will be better equipped to succeed behind their desks and on the road.
Listen to grievances, concerns and requests, and consider any recommendation offered from the field. Salespeople may be aware of innovative sales and other technologies before leadership.
Explore solutions that explain the sales process and recommend content that can maximize touch points at every stage of the buyer journey.