In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers.

This week I interview Patrick Welch, President and CMO of Bigtincan.

How to Learn Faster, Sell Smarter, and Win More

NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION?

Patrick: The Bigtincan Hub Sales Enablement Automation Platform redefines sales, marketing and service processes to enable teams to work smarter and faster together. With sophisticated, AI-driven features and automation that supports each phase of the buying process, the Bigtincan Hub makes it easier for sales reps to leverage customer data, interaction history and existing organizational content to fuel meeting preparation, ensure more productive customer interactions and prioritize deals more efficiently. Designed to meet the demands of the mobile worker, the platform automatically provides sales and services professionals the best and most relevant content right to their feed to ultimately “learn faster, sell smarter and win more.”

Learn faster: Bigtincan Hub provides sales reps flexible, personalized and adaptive curriculums by leveraging machine learning and AI capabilities for flexible, personalized and adaptive curriculums to help sales reps meet their individual needs. It gives new sales reps efficient ways to learn about their companies’ products and services and allows experienced reps to keep up-to-date with the latest offerings.

Sell smarter: Bigtincan is the industry’s first AI-powered sales enablement platform that arms the intelligent salesforce with the tools and relevant content readily in hand for any interaction with a prospect or customer. By providing the best content, Bigtincan Hub increases sales and service team success by helping them improve training, meeting prep, customer engagement and collaboration with peers.

Win more: With automation that supports every phase of buyer journey, Bigtincan Hub unlocks big gains in sales effectiveness, which translates into higher win rates. With automation, sales teams can save time on activities that are not directly related to selling and instead focus on selling and engaging with the customer to close deals.

NANCY: WHAT ARE THE TOP 5 THINGS YOUR SOLUTION ALLOWS SALESPEOPLE TO DO BETTER, OR FASTER THAN THEY CAN TODAY?

Patrick: Bigtincan Hub allows sales and marketing teams to work more effectively by growing their pipelines, moving deals through the sales process faster and increasing win rates. It is an integrated platform that leverages customer and prospect information, interaction data, machine learning, predictive analytics and mobile-first design to improve sales productivity and performance.

  1. Faster onboarding leverages micro-learning programs to allows new members to get up to speed more effectively by learning what they need, when they need it.
  2. Better customer engagement, utilizes machine learning technology to facilitate personalized  interactions with customers and prospects.
  3. Sales and marketing alignment with CRM and marketing automation integrations to automatically link content usage to programs.
  4. Quicker feedback and content delivery by providing the right information based on where the customer is in the life cycle allowing sales teams to close deals faster.
  5. Stronger communication between peers, more effective coaching of team members and more efficient ongoing staff learning.

NANCY: DESCRIBE THE FIRST 30 DAYS AFTER A COMPANY PURCHASES YOUR SOLUTION.

Patrick: Bigtincan customers should expect to begin using the product within the first 30 days of purchase. Our streamlined process involves the following:

  • Internal conversations prior to purchase to identify the Customer Success Manager (CSM) best suited to partner with this customer.
  • Internal conversations prior to purchase to ensure everyone at Bigtincan is clear as to the business use cases being met
  • The first meeting with the customer is setup to:
    • Bring all customer stakeholders together to review business use cases and ensure alignment across the customer and Bigtincan.
    • Discussion of how to best measure success on the journey towards meeting these goals.
    • Review the onboarding process and ensure the customer is clear on business and technical resources that are required for initial deployment.
    • Discuss the standard training provided during onboarding and tailoring this training to meet the customer’s business goals.
  • The Customer Success Manager (CSM) that will work collaboratively to catalog and deploy key content pieces, implement a user friendly content structure, and organize groups and users in a manner that best enables achievement of each goal.

No two customers are alike. No two verticals are alike. Bigtincan partners with each customer to ensure that they are onboarding quickly and efficiently, of course, but also with a clear understanding of what each customer is trying to achieve.

NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION?

Patrick: Bigtincan enables today’s sales teams to work more efficiently and effectively across industries including life sciences, retail, technology, manufacturing, government, energy and more. As the leader in AI-powered sales enablement automation, Bigtincan assists more than 450 customers in the US and abroad, including leading brands such as AT&T, ThermoFisher, Merck, Verizon and T-Mobile.

Sales enablement solutions like Bigtincan can deliver clear business ROI, meaning shorter sales cycles, higher win rates and increased customer satisfaction. From streamlining daily administrative tasks to optimizing prospect engagements sales enablement solutions allows organizations to be more effective in front of the customer and be more productive and efficient. Bigtincan’s value comes when the marketing team can quantify pipeline and revenue contribution of the content they produced and use by sales team.

NANCY: WHAT SHOULD COMPANIES DO TO ENSURE THE SUCCESS OF YOUR SOLUTION?

Patrick: Following Bigtincan’s Guided Selling Experience helps salespeople be successful and give more targeted, impactful messages to customers while adopting the sales enablement solution. Acting as a virtual mentor, this technology guides a salesperson and recommends the right content to be successful while allowing them to benefit from marketing’s expertise, all while minimizing time spent manually determining these processes that will change from prospect to prospect. By taking input data, Al-powered sales enablement technology helps guide the salesperson through the entire sales cycle, suggesting the best next steps, activities and assets based on the information. When the message and content are timelier and more relevant, interaction time increases. When interaction time increases, win rates increase.

NANCY: WHAT ARE SOME GOOD RESOURCES IF SOMEONE WANTED TO LEARN WHAT QUESTIONS TO ASK, WHAT OTHERS ARE DOING, AND PURCHASE CONSIDERATIONS?

Patrick: The Sales Enablement Society (SES) and Sirius Decisions service great resources to help define what sales enablement software is and what it can do for you.

NANCY: WHO BENEFITS MOST FROM YOUR SOLUTION?

Patrick: Bigtincan works with more than 200 enterprise companies and  240 SMBs in industries such as healthcare, retail and financial services including GUESS and Palo Alto Networks. The Bigtincan Hub supports sales teams of all sizes by providing a central platform to access, share and engage with prospects to help close deals faster. The solution includes 50 new capabilities and upgrades to help sales people work smarter and faster, including sales content management for all devices/ OS’s including iOS11. The intuitive design leverages the latest advancements in mobile technology, including support for Apple’s new iOS11, ensuring that sales content is readily accessible from any device. With the right sales enablement technology companies from SMBs to enterprises can get a step ahead of the competition.

NANCY: WHY DO ORGANIZATIONS NEED TO CONSIDER AI-POWERED SALES ENABLEMENT PLATFORMS AS PART OF THEIR DIGITAL TRANSFORMATION STRATEGY?

Patrick: As organizations undergo digital transformation, digitization of sales will also become more prevalent. To do this sales teams will look towards optimize their strategies to become even more effective, efficient and productive. A recent survey of 600 sales executives Bigtincan commissioned in partnership with Researchscape, evaluated the adoption, usage and impact of sales enablement solutions, ultimately looking to gauge how well today’s sales teams are engaging with prospects and customers to drive revenue. The study revealed that sales enablement is on the rise, with 57 percent of sales professionals using some sort of platform solution today. However, the study also highlighted a number of challenges for teams not yet using sales enablement solutions, which are contributing to more than $1 million in revenue loss for each survey respondent, on average. Sales enablement platforms help deliver high-growth as a result of new products and services, access to technologies that improve productivity and speed administrative tasks and dynamically deliver the best, most effective content to support each customer interaction.

Note: Be sure to meet Bigtincan in person at Dreamforce this coming week Sept. 25 – Sept. 28  Booth 119 & 1711