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Useful2Me™

Feedback. Collaboration. Alignment.

bridge the gap between sales & marketing

There’s a lot of discussion around the expanding need to align sales and marketing in many organizations these days as enhancing the customer experience consistently tops the priority list. It’s becoming more difficult to split the components of the customer life-cycle between the Sales team over here, and the Marketing department over there. While each role  continues to expand, they are expected to have mastered the art of juggling to overcome these challenges. It is clear that the new buyers journey requires sales and marketing to align more intimately.
Get Sales & Marketing Teams...

Useful2Me™ is a game changer for Sales Consultants giving continuous feedback on where they need to focus their training and how to improve the current post training support material based upon what they hear from the Sales Reps who are applying their training in the field.
Useful2Me™ enables easy and contextual feedback from Sales Reps to Marketing and Sales Management on the content they are being offered to facilitate meaningful interactions. Useful2Me™ opens a new communication channel between Marketing who develops the content and Sales reps who use it.
Useful2Me™ is a breakthrough product in solving the problem of how to get meaningful feedback from the sales teams that use the content to the marketing teams who create the content. The problem is well known: a Google Search on “How to get feedback from sales reps to marketing” returns 36,500,000 ideasBUT NOT ONE IS A SOLUTION LIKE Useful2Me.
The Peer Review is a key factor in the use of recommended best Talking Points for any situation – what other sales reps are saying about the Talking Points they are being offered for verbal and written communications with their prospects. Sales Reps are far more likely to use content that their peers are ranking highly on several factors.
...Working Together

3 Simple Questions to Get Marketing & Sales Working Together

by David J.P. Fisher August 15, 2017

Practical Questions to Bring Marketing and Sales Together
So how do you do this? Don’t over-complicate the process. On a regular basis, marketers should sit down for a few minutes with the sales leaders in their organization. Not the sales managers, but the actual top sales reps who are actively engaged in hitting quota and bringing in the business. Don’t take up too much of their time, but every week or month, ask them a few questions:
What are the favorite stories that you are telling your prospects right now?

Salespeople are inveterate storytellers. Their job is to connect with a person, uncover their needs, and use persuasion to create action. Stories help them connect and move their customers. Find out what they are sharing with their prospects. It might be a story about a success another customer had (that you aren’t aware of). Or it might be of something completely outside of the company that illustrates a relevant point.

These narratives could be woven into the content you are creating. Or they could become the content – imagine a video of a salesperson talking enthusiastically about how a customer saved time, money, and energy with your product.

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The article referenced here is a typical approach to bridging the sales to marketing communication gap before Useful2Me™ – quoted in detail to show the value of Useful2Me™.
What has been your biggest win lately?

The best stories are the wins. Find out what wins your salespeople have had lately and how they got them. What information proved valuable to the customers? What competitors did they beat, and how? What did the customer say when they decided to go ahead and work with your company?

Salespeople sometimes have big egos, but they have often earned them through hard work and lots of customer engagement. They can tell you what’s happening in the successful engagements with the customers, what they are thinking and what’s important to them.  There’s a host of material you can glean and re-purpose.

Why aren’t people buying from you?

When you get past the “I don’t have any good leads” bluster, you’ll find that there are legitimate challenges and objections that salespeople are running into. Is there a particular feature that your product lacks or is there a competitor that seems like they are better? Or are prospective customers too comfortable with the status quo and resistant to change?

By learning these, you’ll have a direct line into what sort of content you should be creating. Work with the sales team to figure out which content would help educate and inform customers: Set the sales team up for success. Continue Reading

How Useful2Me™ Works

A SIMPLE, TWO-STEP PROCESS THAT ADDS EFFECTIVENESS TO THE TYPICAL APPROACH.

Step 1 – Single Click to give feedback in the context of a sales opportunity.

Step 2 – Enter scores on the Talking Point using six criteria with unlimited textual comment in the pop-up feedback box.

The Talking Point Feedback Report (shown below) reflects the following information for a selected – or all Talking Points.

  1. Days Since Used
  2. Count (of the times used)
  3. Total Hours and Minutes (discussed with a prospect)
  4. Peer Average Feedback Scores on:
    • Usefulness
    • Applicability
    • Effectiveness
    • Clarity
    • Accuracy
    • Readability

To make this information even more valuable to the Sales Rep, the data is easily tightened so the report only includes a combination of criteria:

  1. Date Range
  2. Prospect Company
  3. Other Sales Rep Usage

Lists of prospects are created using Artificial Intelligence that include any combination of criteria which can be used as the data source to the Talking Points Feedback Report. The Talking Point Detailed Feedback Report shows all the scores and comments by Talking Point, by Rep, by Date, etc. allowing Marketing or Sales Consultants to update the content based upon user feedback.

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