SAVO’s new Tribal Knowledge functionality enhances an organization’s ability to capture its “Collective Genius” – that is, the knowledge of your subject matter experts (SME’s), sellers and other customer-facing people – and distribute that knowledge efficiently to all sellers. This helps close the knowledge gap between what your best sellers know and what the rest need to know, and it drives that knowledge into every customer conversation. Capturing and distributing tribal knowledge can be a competitive advantage for your organization.
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As we’ve discussed here, your field sales team has knowledge from their day-to-day interactions that is truly invaluable.  With ever-growing sales cycles that include fierce competitors, your company can not afford to lose out this critical knowledge – the Tribal Knowledge – of your sellers .
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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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As those of us in sales and marketing know, there’s really great information out there in the heads of our sales team. But too often this information — the tribal knowledge of our organization — is shared in ad-hoc ways: conversations, emails, voicemails. It’s critical to identify and institutionalize this knowledge, so that it’s available for every salesperson to leverage in a sales conversation. In this audio clip, SAVO’s Tim Sobocinski chats with Ken Evans, managing partner of Critical Path Strategies, and discusses best practices around collecting and serving information to salespeople.

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