InsideView provides a consistent, authoritative source of market intelligence that enables companies to identify and engage with prospects and customers. The company sought a content management platform that would organize existing sales content, align the sales and marketing teams, and help improve sales performance and conversion rates.
The sales team’s strategy at InsideView was to share content mapped to each unique buyer journey that would build interest and loyalty throughout the sales process. The marketing team developed content for this sales approach but received little feedback on the effectiveness of the content that was being created. It was difficult to evaluate sales content performance and determine how sales teams were using these assets. This led to a gap in the alignment between the sales and marketing teams.
Access to relevant sales training content was also lacking. Onboarding and skills development materials were fragmented, incomplete, and didn’t fit well with the rest of the company’s sales content. Thus, it took longer than it should have to onboard and train new reps to sell InsideView’s solutions at full capacity.