How CIOs Can Help Sales Teams Close the Deal

 
 
By Karen A. Frenkel  |  Posted 10-19-2015 Email
 
 
 
 
 
 
 
 
 
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    How CIOs Can Help Sales Teams Close the Deal
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    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.
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    Embrace the Disruption
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    Embrace the Disruption

    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.
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    Accelerate Manual Sales Tasks
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    Accelerate Manual Sales Tasks

    Salespeople are hired for their sales skills, not their deep database knowledge. CIOs can help accelerate businesses by automating backend research and administrative tasks.
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    Provide Easy Access to Resources
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    Provide Easy Access to Resources

    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.
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    Eliminate Silos
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    Eliminate Silos

    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.
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    Tackle Big Data
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    Tackle Big Data

    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.
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    Streamline Content for Consistent Messaging
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    Streamline Content for Consistent Messaging

    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.
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    Train Salespeople on New Solutions
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    Train Salespeople on New Solutions

    Train your sales teams so that they understand the breadth of new technology solutions across the enterprise and take advantage of new resources.
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    Enable Mobile
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    Enable Mobile

    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.
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    Listen to Feedback
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    Listen to Feedback

    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.
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    Maximize Your Sales Team's Content
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    Maximize Your Sales Team's Content

    Explore solutions that explain the sales process and recommend content that can maximize touch points at every stage of the buyer journey.
 

As selling strategies evolve and improve through technology, the role of the CIO has a more direct impact on revenue and commission for the sales team. Technology is becoming a key competitive differentiator for sales' success, as sales technology gets more sophisticated, with new products announced at a rapid clip. CIOs have the added responsibility of designing and implementing an infrastructure that integrates technology, content and training to showcase the company's capabilities for customers and prospects. This slide show identifies how today's CIO can have the greatest impact on an organization's sales team, according to Qvidian's CEO Lewie Miller. Qvidian provides cloud-based sales execution solutions for sales and content teams.

 
 
 
 
 
Karen A. Frenkel writes about technology and innovation and lives in New York City.

 
 
 
 
 
 

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