Gone are the days of relying on just live demo calls to seal the deal.
Because in today’s modern B2B ecosystem, buyers have to navigate a maze of content and information prior to meeting with your sales team.
They’ll pour through websites, engage on social platforms, consult review sites, and consume other types of content. And each of these touchpoints offers crucial insights into the prospect’s needs and purchasing intent.
That’s why we expanded our capabilities to capture and analyze these diverse interactions, offering a new way to share content and provide a holistic view of the buyer’s journey.
Beyond Demos: A new era of sales intelligence
Our new offering allows you to consolidate data from various sources, including CRM activities, demo interactions, and engagement with forms or emails.
This capability lets you see the full picture of prospects’ behavior, enabling more informed and timely decision-making, benefitting both sellers and buyers.
The two key features of this release are integrated CRM activity tracking and demo and media playlists.
What are Playlists?
With Playlists, you’ll have a one-stop-shop for sharing external assets like demos, videos, and documents.
Why should you use Playlists?
There are multiple reasons why you’ll want to use Playlists.
First and foremost, Playlists can help you share micro-demos before and after calls to pique buyers’ interest as well as share packages using targeted messaging.
In addition, this capability will allow you to share informational assets and interactive demos in one place. This is critical because as any seasoned GTM pro will tell you, your GTM motion is about more than just demos.
By offering all the content that buyers could possibly need in one unified place, you’ll not only enhance the buying experience and boost confidence in your solution, but also reduce the need for face-to-face meetings with your reps before prospects are armed with the right information.
On top of this, you’ll also be able to tailor the content by deal to meet the prospect’s needs and make sure everyone is on the same page.
Best practices for Playlists at each stage of the funnel
1. Content curation for TOF
Provide a structured narrative that can blend interactive demos and other assets into a singular story. This offers a deeper and more immersive prospect interaction.
Top-of-funnel: Enrich your marketing channels with Playlists across your website, landing pages, and at in-person events.
2. Deal centralization
Centralize content and assets customized to the opportunity for a highly personalized and deep education for prospects during sales cycles.
Pre-call: Send Playlists chalk full of personalized micro demos, introductory 1-pagers, and presentations that will intrigue prospects to book time to learn more and ask informed questions on the call.
Post-call: Send tailored Playlists with content that takes a deeper dive into your solution and how it solves buyers’ pain points, specifically focusing on what they mentioned in the discovery call.
Late stage: Playlists are great for organizing pricing and packaging at a later stage in the sales cycle. You can easily demonstrate what’s included in each package and show concrete benefits to help buyers make a decision.
3. Onboarding management
Curate content for the enablement and onboarding of new customers. You can also actively curate content during support ticket processing.
Customer comms: Share new features, solutions, or even playbooks and best practices with your user base to help onboard and educate them
Embracing the power of Playlists
In the rapidly evolving B2B landscape, adaptability is key.
And Playlists offer a robust solution to meet the changing needs of both your GTM team and potential buyers. Plus, they offer a way to combat rapidly shrinking attention spans. By providing a centralized place for content sharing, you’re not just streamlining the sales process, you’re revolutionizing it.
With Playlists, you’re empowering your team to deliver tailored content experiences, enhance buyer engagement across multiple touchpoints, and reduce the sales cycle by providing readily accessible, relevant information.
As buyers continue to seek more self-serve options and in-depth information before committing to a purchase, Playlists position your organization at the forefront of the changing B2B SaaS sales world.
