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On October 22 SAVO will be presenting a webinar with the American Marketing Association.
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One of the questions I often receive regarding SAVO’s clients is:  “If you had to identify one thing that made these organizations successful in enabling their salespeople, what would it be?”  Although the list of success factors varies somewhat from client to client, virtually all of these companies came to a very simple conclusion at some point in the sales enablement process:
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When I first heard of the term “Sales Playbooks” my first reaction was great, another sports analogy for selling that will be incessantly repeated on sales forecast calls across America.  I guess in my experiences selling I had heard too many quotes from Vince Lombardi such as “Practice does not make perfect. Only perfect practice makes perfect.” Thanks for the motivation, but how does that help me close a large opportunity with a Medical Device company facing compliance challenges?  Or analogies that I needed to perform more like Tom Brady and “quarterback the deal”.  As you’ll see throughout this blog I like analogies, but only when they actually help me better understand a situation.  Sales Playbooks aren’t just another motivational quote or sports analogy.  When successful they can definitely impact revenue, however when implemented poorly they are just another costly tool from corporate that sellers don’t adopt.
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When new technological advances are introduced in our space, we see them as both an opportunity and a challenge. Innovations in the marketplace inspire us, drive us, and sometimes test us.For example, when Microsoft introduced the Office 2007 suite, it inspired us to make some fundamental changes that ultimately open the door for further innovation down the road. Because many of our customers use SAVO for dynamic generation and customization of PowerPoint presentations and Word documents, supporting the 2007 format was a necessity.
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