The Challenges
Buyers today are smarter than ever. Thanks to the Internet, it’s common for them to know a great deal about the choices available before getting seriously engaged with sales people. As a result, they have little interest in spending time with sales people covering the basics. Instead, buyers expect that each interaction with a sales person will advance their understanding of your value proposition.

According to a SiriusDecisions study of executives who take regular meetings with sales reps, 82% say reps are often unprepared, and over 70% say reps only talk about product and know little about the buyer’s business.

To accelerate sales cycles, your reps need to be trusted advisors who enable buyers to visualize themselves being successful working with your company. Few sales people have been provided the tools necessary to meet these expectations. They struggle to put high quality messages in front of buyers, which undermines their position and can slow the sales process.

The Solution
Kadient’s sales knowledge solutions arm your sales people with the tools, content, practices, and institutional knowledge they need to sell effectively in this environment. This helps them be as responsive to prospects' needs as the prospects expect, and changes the way sales people interact with prospects.

Kadient helps you accelerate sales cycle by giving you a way to easily capture, maintain and continually improve your best, approved selling content, and deliver it to your sales people over the Web for their use in communicating with prospects.

You can easily embed into Kadient the playbook your best reps follow to effectively win business, and steer all of your reps to follow these best practices in working their opportunities. And you can even integrate Kadient closely with your CRM system, to ensure that it remains the primary location for understanding what’s happened around a particular opportunity.

The Benefits
With Kadient, your sales team can meet buyers’ expectations for continuous value-added interactions by providing well-crafted deliverables and messages at the right time in the sales cycle. With the sales knowledge made available to them via Kadient, your sales people can establish and maintain the position of trusted advisor to the buyer, and follow your established best practices proven to win business. By helping your reps follow a proven path and provide a clear understanding of your value proposition, Kadient improves the predictability of your forecast, and keeps the sales cycle from getting bogged down by a lack of understanding or fear.