{"id":8075,"date":"2021-03-24T13:11:33","date_gmt":"2021-03-24T13:11:33","guid":{"rendered":"https:\/\/dev.popcomms.com\/pop\/?p=8075&preview=true&preview_id=8075"},"modified":"2021-12-10T13:35:44","modified_gmt":"2021-12-10T13:35:44","slug":"5-cost-considerations-digital-sales-enablement-tool","status":"publish","type":"post","link":"https:\/\/dev.popcomms.com\/pop\/5-cost-considerations-digital-sales-enablement-tool\/","title":{"rendered":"The 5 things you must consider when developing a digital sales enablement tool and what can affect the cost."},"content":{"rendered":"\n

\u201cBusinesses who enable their sales teams with data and tailored insights to <\/em><\/strong><\/span>tell the buyer\u2019s story, experience up to 66% lift in revenue, and as much as 82% more repeat business\u201d <\/em><\/span><\/strong><\/p>Forrester<\/cite><\/blockquote>\n\n\n\n

When your sales team meet with customers, they have a narrow window of opportunity to impress. So how can you help your sales team to be able to have the right sales and marketing content at the right time? What sales tools do successful sales reps need to help improve sales opportunities? <\/span><\/p>\n\n\n\n

Digital sales enablement tools<\/a> are interactive, providing compelling tailored insights and an immersive visual experience with the WOW factor to support your sales conversations.<\/span><\/p>\n\n\n\n

Rather than a linear presentation, your sales team can easily tailor the content they are sharing according to who they are speaking with. Allowing consultative sales conversations which easily demonstrate the benefits of your products, your capabilities and the value you deliver.<\/p>\n\n\n\n

These digital sales enablement tools generate powerful data insights and sales intelligence to enable you to track and monitor customer and sales team engagement, support training programmes and drive and improve sales initiatives. This blog will provide you with an evaluation of developing a sales enablement tool.<\/p>\n\n\n\n

Key considerations<\/span><\/strong><\/h2>\n\n\n\n

So when evaluating sales enablement tools, you might be considering what is the cost of developing a digital sales tool? As a rough guide, a starting point for a sales enablement tool is approximately \u00a320k. However, depending on the functionality and scope of the tool – will it be used globally, be multi-lingual, or cover a business\u2019s entire portfolio – then the budget could rise to \u00a375k+.<\/p>\n\n\n\n

So, as you can see there are many variables that can impact the price when developing a sales enablement tool. I\u2019ve listed 5 main areas that you need to consider throughout the process:<\/p>\n\n\n\n

  1. Your objectives<\/strong><\/li>
  2. The content and features of the sales experience<\/strong><\/li>
  3. How it\u2019s designed and structured<\/strong><\/li>
  4. The development methodology used and the technical integrations needed <\/strong><\/li>
  5. Analytics, intelligence, and ongoing development<\/strong><\/li><\/ol>\n\n\n\n

    By looking at these you will have a better understanding of what contributes to the project outcomes and the budget. You\u2019ll also be better informed about the process you\u2019ll be embarking on and who\u2019ll need to be involved.<\/p>\n\n\n\n

    \n\n\n\n

    01. Your objectives<\/span><\/h2>\n\n\n\n

    Having a clear vision of what you need your sales enablement tool to achieve is key to its success.<\/p>\n\n\n\n

    \u201cWe could have built an awesome looking sales tool, but if it doesn\u2019t solve an immediate need that the sales team are facing then it isn\u2019t going to be of use or useful.\u201d<\/strong><\/em><\/span><\/p>Dan Cheung, <\/strong>Marketing Manager, Wienerberger<\/em><\/cite><\/blockquote>\n\n\n\n

    <\/p>\n\n\n\n

    \"How
    Sales enablement tool for Wienerberger<\/a><\/figcaption><\/figure>\n\n\n\n

    Exploration<\/h3>\n\n\n\n

    Surveying key stakeholders – sales, marketing, product managers etc – to discover the challenges faced internally and externally by sales and what drives successful customer conversations is where we recommend starting.<\/p>\n\n\n\n

    A subsequent facilitated workshop inviting representatives from these different parts of the business to delve deeper into your customer personas, specific challenges and possible resolutions is an important next step. It is here that you can start to explore functionality and content, identify what success looks like and develop consensus and buy-in from across the business around one vision.<\/p>\n\n\n\n

    Analysis<\/h3>\n\n\n\n

    From there a comprehensive report should be produced, outlining everything discussed and agreed at the workshop. The report should include the following:<\/p>\n\n\n\n