Top-performing salespeople surround themselves with a network of experts that they can tap into for the best information, based on their situation. These salespeople know that getting the right insight and expertise is a critical factor in closing deals. Unfortunately, this advantage is not always spread equally across the organization. 

• Insight is often only shared between a few members of a team, residing in emails or shared drives.
• Many salespeople don’t know the best examples of content or don’t have access to the most appropriate SMEs when they need them, so they recreate materials on their own.
• SMEs are overloaded with requests to answer the same question multiple times for different sales situations.
• Contribution of content is largely one way—from marketing to sales—so that the marketing function is burdened with trying to create all of the content for sales to use.

To share insight effectively, everyone—regardless of role—needs to be able to contribute content. Marketing needs to be able to publish large numbers of internal and external sales assets without having to go through a complicated upload process or enlisting IT help. Salespeople need to be able to share what works—whether informal insight on objection handling or competitive intelligence, or examples of winning presentations or proposals—without administrative burdens. And SMEs need to be able to share their expertise in ways that reflect how they work—by enabling them to share formal papers and informal thoughts in a way that matches how they want to work.

In SAVO, contributing content means selecting and uploading a document or writing and submitting a post of informal insight. A bulk load tool handles large document jobs, and email exchanges can be captured in SAVO as posts by simply cc’ing SAVO, making it convenient for road warriors to share their latest thoughts. Any content can be categorized by selecting tags or using SAVO to auto-tag content based on the full text of the content.

The role of content provider can be as open or as closed as your company culture requires. SAVO can be opened so everyone contributes, only a select few contribute, or somewhere in between; for example, by using SAVO’s workflow capabilities to require approval of content before it is published.