By Michele Stillwell, Director of Marketing and Accounting at MEDiAHEAD
When doing a huge amount of research way back in my Corporate Marketing days, one of my tasks was to take on revamping a sales tool. I accepted that challenge with open arms. The current tool the sales team was using wasn’t working for them. We were splitting as a company and we needed to come up with a tool that would work for the new company. The tool would need to support the sales team with collateral and all the other tangible things they needed during the sales cycle.
The first step was to interview the sales team. I needed to understand the pros and cons of the current tool. I needed to know what they liked… and what they were missing. After that process, I had a great list of features a new system would need to provide.
Features Needed in the New Sales System
• Google search functionality
• Ability to customize the sales brochure/collateral/personalize
• Expiration dates for collateral pieces so the sales team wouldn’t be using outdated materials
• Photo library for vertical market segmentation
• Request for Proposal brochure build functionality
• Merchandise ordering
• Sales Kits
• Quick turn time
• Ability to add cost center codes for billing to various departments
Request For Proposal
The second step was to send out a Request for Proposal (RFP) to several companies around the country. This RFP contained all the requirements for the creation of the new sales tool. The companies were provided due dates to respond to the RFP. And then we started the interview process based on the proposals.
My team and I had a lot of work to do. We interviewed several companies and had them show us their web portals, sales tools and collateral asset management systems. (Several names for the same type of tool.) And then we chose a news sales tool that was perfect! They built the tool for us just the way we wanted it. It had lots of customization and many bells and whistles. This new system also came with a hefty price tag and a huge monthly fee.
Our team went out and trained the sales team in each of our locations. The sales tool housed more than 300 templates, 600 collateral items and supported the Welcome Kits for all our new and existing customers. Plus, we set up an integration with SalesForce. Even better.
So why all this information?
When I went to work for Colormarketing Inc. about 10 years ago, I started out doing some marketing for them, then went into sales, and now I’m doing Marketing and Accounting. As I have evolved, I’ve grown very passionate for this company… not only because of the owner, Kat, whom I truly admire, but for the products we’re selling.
The portal that MEDiAHEAD builds for our clients is fantastic. I know this from my experience in marketing for over 25 years. If you want to purchase a tool off the shelf, then that is what you will get (and pay for.)
Our Marketing collateral web solution is much more than that. It takes everything that the sales team needed from my previous job and double the features. It’s all included in our Marketing Portal system. I’m proud that we’ve developed the best of the best, and I love backing that up during our demos. (Want a demo? Let me know!)
The MEDiAHEAD Marketing Portal
Our tool can do so many things to support your sales team in an efficient and timely way. How? Because we’ve built it from two different tool sets, and we have talented web developers. They’ll never say “no” when asked if something can be done. They always look for a solution. Which is good because that’s what we’re all about.
Does it have Google search functionality? Yes
Can you customize it? Yes
Does it let you put in expiration dates? Yes
All of the above plus so much more.
I was amazed when I started working here and started reviewing our Marketing Portal. I found all the features I’d created from scratch in the previous sales support tool. It was right there in front of me in the MEDiAHEAD Marketing Portal. At a fraction of the cost.
It Just Needs to Work
Sales teams need to have access to a tool that they can get in, get the supporting assets they need and go make a darn sale. They can customize, download or print what they need and do it fast. Marketing needs to have the ability to change collateral on the fly. They need to be able to find what they need fast. Nobody has time to waste looking for stuff in a sea of documents, day in day out. I’ve been there, I’ve lived it. Personalization is also key in your marketing approach, let us help you with that. One touch of a button and it’s done.
As the world of sales and marketing continues to evolve, let us help. Everyone has had to learn new methods and processes to conduct sales and marketing efforts, and our Marketing Portal is built to support that effort. Want to know more? Let’s do a virtual coffee or lunch. We would love a chance to make your life easier and earn your business!