One of your primary paths to revenue is the sales meeting, so we want to write a how-to, for each vendor that has given us access to their platforms, How Tos that cover how to do so effectively with each platform. In this article, we will dig into running effective sales meetings using Data Dwell.
Note: Consider reading our article on how to have effective sales meetings, generally, over on Trust Enablement.
How to run effective sales meetings using Data Dwell
Sales meetings have three primary stages: Preparation, Delivery, and Follow-up. Let’s cover each of these stages using Data Dwell.
For this article, we only focus on aspects of meeting preparation related to the application; other vital processes are not discussed here.
Note: Data Dwell is a native Salesforce application.
Preparing For Effective Sales Meetings Using Data Dwell
Effective meeting preparation should include organizing the files and presentations you are planning to share during the sales meeting.
It should also include having easy access to the content you need as a result of unexpected questions.
Let’s look at both.
For companies that use Salesforce CRM and want their teams working within these platforms, Data Dwell makes their lives simple. While this screenshot shows access to content on an Opportunity record, the product can reside on any object type within Salesforce, critical for a wide array of use cases.
From within this content window, I can easily navigate the entire content library as well as run a full search against the assets:
I can also view all files, rate them, download them, and share them after my meeting.
You may be wondering, how does Recommended Content work?
Using the Data Dwell Administration capabilities, Administrators configure the appropriate content to display based upon how fields are set within the CRM. For example, you could choose any number of fields, such as Industry, Deal Stage, and so forth, to control what content is being recommended.
Given the poor AI/ML capabilities of most Enablement solutions, this is in line with the majority of Enablement solutions on the market today.
Now, let’s pull together the content we are going to use for our meeting.
Note that the user interface has checkboxes next to each piece of content in the user interface. Let’s select the assets we want, then click on the email button showing the number of articles we have chosen. See here where it shows 3 Selected.
To finish preparation, when I click on that button, I start the process of creating a salesroom between me and the contact(s) I will be chatting with:
- I can either create a new portal (aka Deal room) or add this content to a different one.
- I can control access to the content using capabilities ranging from open access to more complex options
- I can control if the user can download the files.
- I can update the user interface to include welcome text and potentially a welcome video.
When you view the deal room, the nice thing is that the entire user interface is customizable, allowing every customer to deliver a portal that matches their branding requirements. I added a welcome video and text in this example but did not work with the team to brand the user interface.
Delivering Effective Sales Meetings Using Data Dwell
We can continue working directly within the deal room when delivering sales meetings using Data Dwell.
The prospect could open the deal room and follow along in person, on the phone, or via a live meeting.
The presentation viewing capabilities are sufficient, albeit a bit lighter than some of the competitors in the space.
- You can navigate the slides in an easy-to-use interface.
- With permission, you can download files.
- You can zoom in to the slides to view them more closely.
- You cannot draw on the slide.
- You cannot leave notes to refer back to after the meeting.
Meeting Following Up With Data Dwell
Meeting follow-up from Data Dwell continues to occur in the portal you created above.
You can continue to add new content to the portal as questions arise through the deal cycle. All data is reported upon within Salesforce so dashboards and reports can be built to quickly answer questions of engagement, content usage, and more.
For example, look at this dashboard:
Because of the native Salesforce implementation, you can answer every question you may have about the impact of content on deal cycles, making this the only platform at this time to reach Level 4 Support in our Q1, 2022 Content Insights Report.
And while the dashboard above is excellent for leaders and content administrators, it doesn’t help individual sellers.
But, there is more.
There is plenty of reporting built-in for them as well. Let’s navigate back to the Opportunity record and check out the Activity tab:
I can see how much time users spent viewing the content in the deal room, their click path, where they spent the most time viewing, and be well prepared for my next conversation.
If you are a Salesforce CRM shop that cares deeply about analytics and whose sellers work within Salesforce most of the day, Data Dwell should be on your list to review.
Its reporting depth makes it a leader in our content insights report, and we are excited about its ease of use.
Your sales meetings using Data Dwell will deliver more insights than any comparable product today.