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 Orrin Broberg, President & CEO of Modus Engagement.

How to Save Sales Reps Time and Help Them Make Better Sales Presentations

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations.

  1. Custom-branded professional sales presentations look terrific!
  2. AI-enabled virtual assistant combines customer information and recommended media.
  3. Customer engagement analytics tells the sales rep who’s interested and who’s not.

Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today?

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations.

  1. Sales reps spend less time looking for the best media for their presentations.
  2. Alerts when clients open and click on email links sent to clients for customer engagement indicators.
  3. Automatic updates to CRM via integration to save time.
  4. Nurture opportunities via integrations with marketing automation for customer top-of-mind.
  5. Capture leads at trade shows and events with integrated badge and business card scanning and send them instantly to CRM and marketing automation.

Nancy: Describe the first 30 days after a company purchases your solution.

Orrin: Here are the steps:

  1. Getting Started: Our customer success team will advise you on best practices and let you know exactly what to expect. Turnkey apps are downloaded right from regular app stores and set up in less than 1 day.
  2. Project Kickoff, Brand App Design & Development: Your dedicated account manager will outline the requirements, processes, and timelines to ensure a smooth fast implementation.
  3. Administer to Expert: Our beta testing methodology and training ensure your administrators get the help and expertise they need.
  4. Deployment & Training: Multiple options for both deployment and training ensure your sales teams are ready to go!
  5. Digital Transformation Success: Data is integrating with your CRM or Marketing Automation software, while usage metrics are informing your content strategy.

Nancy: How have companies determined the ROI of your solution?

Orrin: Through the following:

  •  Sales rep time saved looking for sales presentation media.
  • Printing savings by converting to digital media.
  • Increased sales by tracking sales improvement since app deployment.
  • Trade show ROI improvement by lead to sales time and close rate.
  • Increased CRM usage via integration with Modus.

Nancy: What should companies do to ensure success of your solution?

Orrin: Bring marketing and sales together for vision setting, roles and responsibilities, expectations and metrics, and solution set-up, deployment, and ongoing management.

Nancy: What are some good resources if someone wanted to learn what questions to ask, what others are doing, and purchase considerations?

Orrin: I would suggest the following:

Nancy: Who benefits most from your solution?

Orrin: The Modus Sales Enablement Platform works well for SMB via our off-the-shelf solution, and large global enterprises with a solution configured to their specific needs.  The Modus Platform is optimized for manufacturers with dealer and other non-direct sales channels, as well as health services with direct sales forces.  Modus Capture is a must-have for trade shows regardless of company size.  Modus Create will save time and money in developing interactive media for sales presentations, training, and websites.

Nancy: What are the benefits of integrating the Modus Sales Enablement Platform with a marketing automation system?

Orrin: The benefits are:

  1. Nurture and stay top-of-mind with sales opportunities during the buying cycle.
  2. Nurture trade show leads instantly for fast and complete follow-up.
  3. Create lists of engaged customers by product or services area.
  4. Track media usage for resources planning.