New Messaging and Skills Training Application Helps Salespeople Improve Customer Conversations
CHICAGO – January 22, 2013 – SAVO Group, the market leader in sales enablement, today launched the SAVO for CVI application designed specifically for Corporate Visions, Inc.’s customers to reinforce and drive consistent sales messaging in the field.
Integrated into SAVO’s sales enablement platform, the application is centered around Corporate Visions’ methodology to give salespeople access to their messages, tools and skills refreshers anytime, anywhere, in a single solution. With an intuitive design, the application can be accessed from any desktop computer or handheld device and is tailored for each customer with company-specific, Corporate Visions-designed messages, tools, message objects and video examples.
“We initially built this as an internal application to reinforce our use of Corporate Visions’ messaging and sales training and had great success,” said Kurt Andersen, executive vice president of marketing and sales enablement for SAVO. “We’ve managed to decrease ‘no decision’ rates by 26 percent and improve lead-to-pipeline conversion rates by 22 percent by pushing critical messaging both dynamically and in-context to salespeople on the fly.”
Andersen added: “It made sense to offer the application to the hundreds of companies that work with Corporate Visions in order to provide mobile, situational access to the content and coaching they need, which increases the impact of the approach where it counts – in the field.”
The integration of SAVO and Corporate Visions allows front line managers to explore each opportunity, understand how sellers are using messaging to advance a deal and coach their sellers on how to maximize deal value. The right messaging and coaching at the right stage of the sales cycle ultimately leads to increased deal wins.
The new application also includes a purpose-built collaboration area for sellers to share successes, new ideas and concepts, and also pose questions to experts and their peers. The community experience helps further eliminate the sales black market – selling materials that are either wrong or outdated, from one seller to another.
Beyond the reinforcement of sales training techniques, best practices and tools for the field, the application also provides sales management with a complete range of analytics capabilities. Reporting functions offer insight into the frequency at which salespeople use various tools, what messages and conversations are resonating with customers, and what messages and objects need to be further refined.
“With the SAVO for CVI application, our customers can easily provide continuous coaching and support for their sales force, regardless of where they are,” said Tim Riesterer, chief strategy and marketing officer for Corporate Visions. “This is absolutely critical to helping salespeople realize greater customer conversation success, which recent research has proven to be the most important part of the B2B sales cycle.”
Featured sections of the new application include the top “grabbers” (attention-getting tools), “big pictures” (visual storytelling), coaching videos, the executive “point of view whiteboard” and “power positions.” Additionally, the application hosts best practice tips and tricks from Corporate Visions experts.
To better understand the SAVO for CVI application, watch this recent webcast in which Susan McGinnis, senior sales trainer at Philips Respironics, and SAVO, explain the solution and best practices for usage.
About Corporate Visions, Inc.
Corporate Visions, Inc. helps global business-to-business companies create more sales opportunities, overcome the status quo, and win more deals by improving the conversations sales representatives have with customers. Companies engage Corporate Visions in three key areas:
- Developing differentiated messages that concentrate on customer needs;
- Deploying tools that support critical steps in the buying cycle and that salespeople will actually use; and
- Delivering sales skills training that teaches salespeople how to tell their story in a way that is impactful, engaging and memorable.
Corporate Visions helps clients such as ADP, Dell, Dow Jones, GE and Oracle align marketing and sales with a repeatable methodology for creating unified, sales-ready messages that lead to winning conversations with customers. For more information about Corporate Visions visit www.corporatevisions.com or call 775-831-1322 or 800-360-SELL.
Founded in 1999, SAVO is a leading provider of sales enablement solutions. SAVO’s on-demand sales enablement platform maximizes the sales team’s ability to communicate value and differentiation in clear, consistent and compelling ways. Combining proven sales and marketing best practices with award-winning technology, SAVO addresses all aspects of the sales enablement challenge — spanning people, process, insight and technology. For more information, visit www.savogroup.com or follow us on Facebook, LinkedIn or Twitter.