Meeting Preparation. Share Collections and individual items after a meeting Make comments and take notes against content

Transcription

1 Meeting Preparation Within Salesforce, there are a couple of ways for a Sales rep to prepare for their meetings. The first is accessing their environment in Salesforce via the Mediafly tab. Share Collections and individual items after a meeting Make comments and take notes against content The Mediafly tab is our clientfacing interface, used by salespeople, sales managers, content managers and marketers to: Review and present material to clients and prospects Set up Collections, which are personal playlists of content The Mediafly tab is an iframe of our Mediafly Viewer application, pre-configured for our client s specific environment. The second approach is what we ve laid out in the video. After logging into Salesforce we see our an opportunity under Key Deals - Recent Opportunities. Once we get into the opportunity we can check to see if there s an upcoming meeting under Related. Sure enough we ve got a discovery meeting with Kedzie in a few days. Let s prepare for that meeting. Navigating back to the Details in the opportunity we see a Mediafly section. This is what we call Content Assistant. Simply put, content is being recommended to us based Content Assistant

2 on a number of custom fields in the opportunity. In this case, the opportunity name and sales stage. One of the items listed is an overview deck for the Alpine Energy product line. This deck has been prepared by the marketing team and contains a lot of information - not all of it is necessary for this meeting. After all, as we saw under the description field this prospect is currently interested in energy drinks. To break down this 10-slide presentation, we can use Presentation Builder. This allows us to parse out slides to create a more manageable and relevant presentation. Fantastic! Now we ve created a new 6-slide presentation to include in our meeting. You ll notice that we can change the title and choose where this should be saved. Note: most reps will only have access to a folder specific to them - My Items - so that s where we ll save this for now. While that s being prepared, let s go back to the opportunity and leverage Content Assistant to add more content. collection Kedzie Health & Fitness, for obvious reasons. We see there s a promo calendar - who doesn t love that. After selecting the calendar we are going to want to go ahead and prepare our Collection. Remember: Collections are personal playlists of content specific to the user who created it. We ll name this Now that we ve created our Collection, we can navigate to the My Items folder on the Home screen and add our Product Line overview that we customized using Presentation Builder.

3 We ll add this by selecting the pdf icon in the bottom left, add to collection, and then choose the collection we want it to appear in. With our Promotional Calendar and a Product Line deck added to our Collection, let s add a few images to show our prospect what our packaging looks like. Let s go arrange the content in the order we want it to appear in our meeting. With the five items in our Collection we can prepare even further just in case our prospect wants an additional layer of detail. For this we can leverage Story Mapper. Story Mapper enables a salesperson to add additional content to their Collection without adding it in directly. Let s use Story Mapper to direct us to the Sell Sheets for each of the energy drinks we ve included. You ll see that once we click on the area where we drew our box, we are directed to the corresponding item - in this case a Sell Sheet for Pre-workout drinks. To go back to our presentation we simply click the x in the top-right. I d say we are pretty prepared and it didn t take us much time at all! We didn t have to the content team to get a new slide and the marketing team is confident we are using the most up-to-date and relevant content. Everyone wins today! Presentation For our presentation, let s use the ipad. This device offers a good amount of flexibility including the ability to present offline. As a side note: Mediafly works across all devices. When we deploy, our customer-facing and branded solution is available for Android, ios, Viewer (web browser) and a desktop application for your Mac or PC.

4 Let s jump into the Collection that we previously prepared. To do so, we ll select the Collections icon in the bottom-left and then the specific Collection we want to use. Since there s only one, our decision is easy! Starting with our first item, the Alpine Energy Product Line presentation we can begin swiping through as we share with our prospect. You ll notice that when we get to the end of the product line presentation, the next item in our Collection appears. Seamless transition! Remember how we used to Story Mapper to include a sell sheet for each product? Good thing we did because as soon as we get to the image of our During Workout drink our prospect wants to understand how it s priced. All we need to do is click the mapped section (you can see it outlined in green) and we jump right into the sell sheet. After spending some time reviewing pricing, the prospect is ready to jump back into our presentation. When we get to the promotional calendar our prospect wants to understand what is currently available. See that familiar green outline? That suggests there s something mapped on this item as well, but we didn t add that, so who did? Story Mapper can be used be an individual user, but it can also be published once its uploaded into the environment! In this case, our marketing team mapped content for each promotion. Story Mapper offers flexibility and ensures we are always driving value in each engagement. No more boring prospects with large presentation decks that may or may not be important or relevant.

5 Meeting Follow-up After our meeting with Kedzie Health & Fitness we get back into our car. Before heading home we want to send them the follow-up information they requested. To make sure this gets tracked in Salesforce, we select the Settings icon in the bottom-left, then we choose Settings. Good! We included our BCC to Salesforce information. Our manager is going to be one happy camper with all of this information logged in Salesforce! Our prospect wanted us to them the Collection we presented, so let s start there. After navigating back to our Collection we can create a share by selecting Sharing in the bottom-left. We ll name this share the date that it was sent out and elect to have this expire by the end of the month. After August 31st our prospect will never be able to access this again. Today we are doing that because the promotions included expire at the end of the month. Finally, we need to decide whether or not we want this to be public, require a password or be shared with other users. Since this isn t sensitive information and since they don t have access to the environment, we ll elect to share this publicly. This way they can share with their colleagues too. Before we draft the , we want to make sure we copy the share link! In addition to the Collection, they want additional information on other product information. Let s select a product line deck to share with them as well. Once we ve found what we re looking for we select more / link. This will generate an for us to send and from here we can include the share link that we generated for our Collection.

6 Voilà! Just like that we ve followed up with our prospect and made sure that it would be logged in Salesforce. What s better? We ll receive an notification each time they open the collateral we shared with them. In case you were wondering Yes, we do have a plugin for (Outlook and Gmail via Chrome)! Meeting Tracker Sales reps are not the best at logging activities. Am I wrong? Using Meeting Tracker, sales reps can add sales call information into Salesforce automatically - keeping Salesforce up-to-date after each meeting. Meeting Tracker detects when you ve completed a meeting and sends details about what was presented and how long you spent on each page. This can be done through our integration to G Suite and Exchange/Outlook calendars - Mediafly matches your meetings to the appropriate account, contact and opportunity in Salesforce. Since it s difficult to show you something that s automated, let s manually send our meeting with Kedzie Health & Fitness to Salesforce. To do so, let s select the Meetings tab on the Home screen, then select New Meeting, give this meeting a name and hit Create. Next, we will want to provide the solution a date and time stamp for when our meeting took place. Once we ve done that we see all of the content that we presented during that time frame, including the content that was accessed just before our meeting began - let s go ahead and include that as well.

7 Before we send this off to Salesforce, we can leave a few notes. Always good to reference this in the future, especially if the account changes hands and a new rep takes over. Now it s time to send this to Salesforce. Select Send to Salesforce from the bottom and the begin typing in the information based on where you want to find this meeting. You can choose from the contact, opportunity, or account. Let s associate this with the account and opportunity. You ll notice that as we begin typing, Mediafly is narrowing down the options available in Salesforce. Thanks, Mediafly. Now I don t have to remember the exact name! we ll see the items that were presented. Let s check this out in Salesforce. After logging in we can select the opportunity, navigate to Related items and there we see our meeting. When we click in, we see the timestamp, elapsed time of the meeting and the notes we left. If we select Related Report & Analyze Mediafly captures data around how content is being used, by whom, on what device, and where they were at in the world. This information can be sent to Salesforce as a report and displayed as a dashboard. The dashboard in Salesforce provides critical detail in how content is used and what is most effective. From a marketing perspective, questions like what content drives revenue can be answered. Marketing also gains insight into whether or

8 not a certain piece of content is used, if at all. Sales managers are able to leverage these insights to package what it looks like to be one of the organizations top sales reps without interfering with their day-to-day activities. Top performing reps never want to be bothered but that shouldn t keep managers from packaging their approach to increase the overall effectiveness of the team. The Engagement Dashboard is key to increasing and organizations revenue.