We’re back with another Golden Rule. In this series, we’re outlining our top tips for implementation success. If you missed our last post, check it out:
This week we’re offering up some best practices for establishing a single-source-of-truth for your content. Let us know: when you rolled out Showpad, what worked best to get your teams to start using Showpad for all their content needs?
Golden Rule: Establish a single-source-of-truth.
Quality content is the foundation of effective sales enablement — so investing adequate time and resources into curating the right content library is imperative. When content is scattered across various shared drives, each housing multiple versions, sellers will resort to whatever is readily available on their laptops, and fail to use your enablement solution. Bring all your most relevant and up-to-date sales content into a centralized home, to make life easier for sellers, while also guaranteeing what they share with prospects and customers is consistent and compliant.
How to establish a single-source-of-truth:
- Conduct a thorough content audit. An effective content audit involves more than just a hasty evaluation of all your content assets. Opt for a deliberate strategy to systematically analyze the accuracy and relevancy of content, and check that the content is truly aligned to the sales cycle and your buyer needs. Use this approach to thoughtfully identify gaps, redundancies, and opportunities to improve the content ecosystem.
- Develop a taxonomy that aligns with how sellers actually operate. Traditional categorization — by product type, language, or region — often overlooks the unique dynamics of your own sales team. Engage directly with your sellers to delve into their day-to-day processes and customer interactions, so you can organize content to meet their needs and preferences. By tailoring your content organization to their actual workflow and the important touchpoints of the buyer's journey, you ensure that every piece of content is strategically positioned to drive maximum impact and sales success.
- Carefully curate your content library. Migrate what you've identified as the most impactful and relevant sales content to your enablement platform and align it to your tailored taxonomy. Cut off access to any legacy content repositories that house unstructured or out-of-date assets to eliminate the temptation for sellers to look for content in all the wrong places. Actively seek feedback from a few influential sellers to gather their insights and refine your content organization, ensuring it's primed to support their success.