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Sales Portal
Addressing Pains

Understanding the Extended Team's Needs is the Key to Success
Who It Affects

First Step is to Understand What to Fix

Most companies start with a small internal sales team, and as their business grows and expands, so does their need to place a sales presence in remote areas. Many times that's done through building a channel, whether remote sales people or a partner network. However you've done it, every member of your sales team, including the sales portal, has unique needs to help drive and close business. A comprehensive and robust sales portal can be the single best investment your company can make to help drive and close business.

The first step in deciding what's needed in a portal is to evaluate and document the needs of the individual groups within the sales organization. Let's look at the teams:

Scenario 1

Partner Needs

Clarity Sales Portal provides global access to Sales collateralI’m in a competitive situation and need either a competitive brief or video and kill points to help me compete against the other vendor solutions. Either that or I can’t pitch your solutions effectively. Since I’m overseas, no one’s ever in the office when I need them. I need a central repository of sales tools where I can register opportunities, find collateral and schedule assistance to close and implement deals any time I need them.

Scenario 2

Sales Team Needs

Clarity Sales Portal provides access to all Sales collateralAll day I nurture leads, sending them follow-up information to continuously provide value and information to help them select us as the vendor of record. The issue is that it takes me 30 minutes to search four places on the network, my outbox and all over my hard-drive to find a PDF that “I’m sure exists somewhere.” Why can’t I have one master source where I can be assured that the most current collateral and information can easily be searched, found and sent?

Scenario 3

Marketing Needs

Clarity Sales Portals provide comprehensive document managementI don’t get it! Sales blames us for losing every deal. If we don’t have some piece of “magic collateral,” specific to their deal, they can’t seem to close anything. We’ve created hundreds of pieces of collateral for them and I don’t see them even using it. All I hear are requests to re-create the same piece of collateral over and over again. I need a place where we can post and track all the latest collateral and information we build and make it easy to track requests for new collateral.

NEXT --> The Need
 
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