Definition of Digital Content Management for Sales
According to Gartner, “Digital content management for sales (DCMS) applications encompass repositories, authoring tools, collaborative environments and interfaces for publishing, versioning and presenting content.” DCMS also known as sales enablement platforms fix the content problem by making it easy for organizations to store, manage, distribute, and track content usage. By using these sales technologies, sales can find the content they need and marketing knows what content sales is using.
The Cost of Sales Content
The average enterprise sales organization spends $17.5 million on content development. We’re not just talking about chump change, here!
To make matters worse, 65% of these investments go to waste – often because the content isn’t findable or usable.
In this post, I”ll dive into the true cost of wasted content and how Digital Content Management for Sales can help.
The Impact on Sales and Marketing
The aforementioned content problem is especially detrimental for sales organizations because sellers need easy access the right resources when preparing for meetings and presenting to customers.
It’s also detrimental for marketing teams, who are on the hook for ensuring a streamlined and consistent brand experience.
This begs the question: if you’re spending big bucks on content creation, how can you ensure the right people can find it and put it to good use?
How Digital Content Management for Sales Helps
Without an easy way to find the resources they need, sellers end up spending 30% of their time to create content themselves. This isn’t exactly the best use of time when they’re supposed to be focused on closing.
Digital content management for sales solutions, or sales enablement platforms fix the content problems that sales and marketing has. With sales enablement, sales can find the content they need and marketing knows what content sales is using.
DCMS such as a sales enablement platform, give sellers more time back into their day by connecting them to the right resources they need during each stage of the buying process.
Now, reps can spend more time on high-value activities, and less time on administrative activities. And marketing can rest assured that the content they’re spending time and money to create are getting put to use. In the end, everyone is happy (a difficult feat!).