Sharing and institutionalizing the Tribal Knowledge of salespeople and experts will be a key success factor for improved Sales Enablement, increased sales productivity and greater customer satisfaction for leading sales organizations.
Chicago, IL (Vocus) June 15, 2010
SAVO, the industry-defining Sales Enablement leader, announced that its innovative Tribal Knowledge capability goes live today. This feature automatically connects salespeople to critical information they need, from anywhere in the organization, simply by doing what comes naturally: asking questions.
In companies worldwide, salespeople need more than the information contained in formal sales materials. The anecdotal intelligence contained in customer win stories, competitive intelligence, or objection handlers -- the Tribal Knowledge of an organization -- is critical to enabling sellers to have a compelling conversation with buyers. Finding this information often takes multiple calls and emails, as salespeople may not know the right person to ask, and there’s no assurance that they’re getting the best answer, or that they will get an answer at all.
SAVO’s Tribal Knowledge capability ensures that sellers can quickly and easily get the best possible answer to any question. Using the Tribal Knowledge capability, salespeople pose questions via the SAVO application or via email into the system. The questions are automatically routed to appropriate subject matter experts who can provide the best answer. The answers are then delivered directly back to the seller. Key in this exchange is the ability for sellers to get the information in the natural way they work today. With the Tribal Knowledge capability, a salesperson can pose a question as the plane door closes for takeoff, and have the best answer at their fingertips by the time it touches down.
Additionally, the answers are preserved in the SAVO system, where they are immediately available to the rest of selling organization alongside marketing collateral, proposals, external data and other sales intelligence.
Michael Gerard, Vice President of the Sales Advisory Practice at analyst firm IDC, believes that the Tribal Knowledge is not only critical to salespeople, but to the overall health of a sales organization:
“With the rise in sales costs outpacing revenue growth, it’s an imperative in 2010 for organizations to demonstrate an increase in sales productivity. Sharing and institutionalizing the Tribal Knowledge of salespeople and experts will be a key success factor for improved Sales Enablement, increased sales productivity and greater customer satisfaction for leading sales organizations.”
The Tribal Knowledge release is the latest in a series of innovations from the Sales Enablement leader. Jeff Summers, SAVO’s Chief Operating Officer, states:
“For 10 years, SAVO has driven innovation in the Sales Enablement industry. With the Tribal Knowledge capability, we’re further committing to delivering a solution that reflects the needs of sellers and enables them to be a competitive weapon for their organizations. With this latest product release, SAVO is redefining the way leading organizations enable the sales force. We’re thrilled to bring this new functionality to our customers worldwide, and we look forward to continued innovation in the months ahead.”
SAVO is the industry's leading provider of Sales Enablement solutions, which maximize a sales organization's ability to communicate value and differentiation in clear, consistent, and compelling ways. SAVO's award-winning, on demand application combines proven sales and marketing best practices to address all aspects of the sales enablement challenge -- spanning people, process, content, and technology. SAVO's on-demand application and services have been developed and refined through long-standing relationships with companies such as Morgan Stanley, VMware, Walt Disney, ADP, Staples, Unum and GE Healthcare. The combination of real-world client experience, an innovative consulting approach and award-winning technology uniquely positions SAVO to deliver practical solutions to enable the entire sales organization.