Salespeople have valuable information about success stories, competitive moves, or what’s really working in sales conversations. But how do you collect this valuable information – what we call Tribal Knowledge – from the field?
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At SAVO, we promote the virtues of Tribal Knowledge as a tremendously valuable asset for a sales team.  After all, deals aren’t won with collateral alone.  They are won by sellers with the best overall knowledge of about their customers and how to position solutions of value.  A critical source of that knowledge doesn’t come from formal marketing assets, but rather the exchange of information between sellers, executives, product managers, and many others in the corporate ecosystem.  Today, that information is mostly exchanged and stored in email.  To be valuable to an entire team, it needs to be available more ubiquitously.
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Over the last few days I have been attending the 2010 Annual BMA Conference. This annual show, put on by the Business Marketing Association, focused this year’s theme around the word “engage.” At one point there were people tracking on the event’s Twitter feed the amount of times the word engage was mentioned within the first day. With topics like Engaging Customers to Win and Engaging with Purpose, it is clear that the focus was on driving a deeper relationship between your sellers, your executives and your brand with your customers and prospects.
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I heard a co-worker of mine use a fantastic analogy that I thought was spot on: happy bees make good honey. In the same way, we think happy SAVOites make good SAVO.
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Here at SAVO we’re pleased to be featured in the Smart Inside Sales 2.0 Tools eBook! Sales gurus Nancy Nardin, founder of Smart Selling Tools, and Josiane Feigon, founder of TeleSmart and author of Smart Selling on the Phone and Online, have written an eBook of top tools to fuel inside sales growth, aligned with ten essential sales skills. SAVO is proud to be the only Sales Enablement provider included among the list of top tools for sales teams.
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