All content cards in your SalesGRID account now display a preview thumbnail. This thumbnail preview provides a visual cue on the content inside the card. It makes it easier to find content and therefore faster to find the content you need.
Content thumbnails are displayed on all content cards across the application including the Home Page, in Content, inside the Playbook as well as inside the Activity cards. The preview is generated automatically when the content card is added to SalesGRID or updated in SalesGRID.
In SalesGRID, you can tag a content card with a custom tag. A custom tag provides an additional layer to the way you can search on and categorise content.
For example, you might create a card titled “Demo video for ACME Corp and in the description “15 minute demo for ACME showcasing our integration capabilities”. In the custom tags you could use “Product Demo” and “ETL”. Likewise, any content that is related to product demos could be tagged this way. Likewise, any content that is related to the world of “ETL” can be categorised ETL.
Custom tags provide a standard way of categorising content outside of the sates and steps in your Playbook.
Best practices for using Custom Tags
Custom tags should support content search and content curation
1) Content Search
For example, custom tags for general categories of content such as “Demo”, “Training” , “Marketing Assets” etc
This allows the user to peruse a category. It also prompts a user on the types of content that are available … eg “Demo Vignettes” prompts me to be looking into the short demo videos that are available. These might be helpful to match a use case I need to cover with a customer.
2) Content Curation & Development
Likewise, the custom tags prompt you to look at tags that may not be useful but more importantly, for custom tags that should have more content. For example if “Competition’ has only one content card – this calls out an area for development. There surely has to be at least one chunky piece of competitor intel in a sales meeting per week. Work with the sales team to develop a habit of capturing useful competitor intel in a content card and tagging it in SalesGRID. Over the course of the year – you’ll develop a powerful library of competitor intel that can be drawn on during deal cycles.
SalesGRID’s unique Playbook feature means you can create effective sales playbooks to help your team close big deals. You can define all the detailed Stages and Steps in your sales process to build out a kanban board for your playbook.
In each step, you can define the Description = what the Step is all about, and why it’s important to the sales process. And in each step you also define three key objects:
1. Key actions – the things that must be done
2. Power Moves – hot tips and ideas that can move deals forward and
3. Content – all the related content cards including best practices, templates, training videos, call scripts, email examples, etc.
Accessing the playbook in ‘real time’
With SalesGRID, you can enable your salespeople to be always thinking tactically and strategically on every deal in terms of those three objects
- What must I be doing now
- What could I be doing
- What content can I use
This is a step improvement on the typical situation in deal reviews and sales meetings where the salespeople and sales managers are scratching fro ideas on what to do next. Eg “I’ll send a follow-up email” or “I pull together some slides for the meeting”.
With SalesGRID, every activity card presents the key elements of the sales process all the time. And a playbook heat map provides a strategic view of where the deal is at and where the weak points are.
Lightning Component inside Salesforce
Your Salesforce admin can now add a SalesGRID Lightning Component to your Org.
This means that you can now search for SalesGRID content cards from inside an Opportunity record in Salesforce. So for example, if you are working on a deal in Salesforce or in a sales meeting, you can search for the best content on the spot with no need to switch put to SalesGRID.
The lightning component gives you the option to choose the relevant Playbook for the search. The content cards are presented with the same information as per a Content search in SalesGRID – Card title, Card owner, Star rating, Number of views, and Number of shares.
This new component builds on our vision of being the natural “sales playbook companion for Salesforce users”
You can now publish an introduction to a Playbook. All General content is displayed in the introduction Content column. There is a Description section where you can embed videos, slide decks, text, etc as per the text edit features.
These new features mean that you can introduce the user to the Playbook. Some key concepts to cover will typically include “Ideal Customer Profile,” “Buyer Personas,” product information, company backstory, etc.
You can now set content as being “general” – this means that the content is not allocated to a specific step in the Playbook. General content always appears as allocated to the Playbook introduction. It is also searchable in all Content views: Kanban, Card, and List view.
Power Moves are sales tactics or actions that have been used by salespeople to successfully move a deal forward in the sales process. Power Moves are not mandatory actions like the “Key Actions section of the Playbook.
Playbook Heat Map
The Playbook heat map can be accessed from the Insights page in SalesGRID. The ‘heat map’ provides a visual read on where a deal is at in regards to Playbook execution.
Green steps indicate the Step has been completed – Grey denotes ‘in progress” and White means the Step has been skipped or not yet scheduled. Each Step also displays the number of activities and the number of Power Moves used.