InMobi skalerer deres personligt tilpassede, datadrevne salgsstrategi med DocSend

Det, der startede som en måde at vise GIF'er på under salgssamtaler med potentielle kunder, er blevet et hemmeligt våben for InMobis salgsteams og salgsunderstøttende teams.

InMobi skaber ægte forbindelser mellem brands og forbrugere ved at udnytte deres teknologiske platforme og eksklusive adgang til mobil intelligens. Unified Marketing Cloud skaber nye metoder, som brands kan bruge til at forstå, identificere, engagere og få fat på forbrugere med forbindelser. InMobi er en førende teknologivirksomhed, der er blevet anerkendt som 2019 CNBC Disruptor 50-virksomhed og som en af Fast Companys Mest innovative virksomheder i 2018. Blandt de mærker, der bruger InMobi til deres annonceringsudgifter, finder vi McDonald's, L'Oréal, LG, Kellogg's og Mastercard. Du kan få flere oplysninger på inmobi.com.

I en virksomhed, der bevæger sig og vokser så hurtigt som InMobi, kan salgsunderstøttelse være lidt af en vild opgave. Før teamet indså, at DocSend kunne revitalisere og strømline InMobis tilgang til salgsunderstøttelse, blev de klar over, at det var en løsning på et mere umiddelbart problem: Visning af avancerede mediefiler (f.eks. GIF-filer) i realtid under salgssamtaler.

Teamets gamle dokumenthåndteringssystem viste stillbilleder i stedet for animerede GIF-filer. Med DocSend kunne teamet imidlertid nemt implementere GIF-filer for at illustrere, hvordan eksempelannoncer ville se ud.

Once the team tried DocSend, however, they were quickly impressed by the intuitiveness of the tool and the ease of document upload (from desktop, Google Drive, or Dropbox). Soon, it was clear to the team: DocSend could and should play a more significant role in their sales enablement operations.

Seamless, Customized Deal Rooms with a Single Click

Using DocSend Spaces, the InMobi sales team has built a series of customized deal rooms to roll out the red carpet for prospects while also keeping sales collateral more organized and streamlined than ever before. Specifically, a member of InMobi’s sales team can duplicate an existing Space and adjust collateral accordingly, adding or removing sales assets as needed. Then, he or she can simply customize the Space to the prospect and its brand, and wrap up the entire deal room into a single account-based link.

Deling af vores tilpassede forhandlingsrum med DocSend-områder får vores team til at se lige så professionelt ud, som det er, og strømliner det, der ellers kunne være en stressende og kedelig udveksling af oplysninger.
Julio Acosta

Julio Acosta

Leder for salgsengagement, InMobi

Establishing an Easily-Accessible, Team-Wide Single Source of Truth

For the sales and sales enablement teams at InMobi, the rule is simple: The final version of any piece of sales collateral resides in DocSend. Before they discovered DocSend, both teams struggled to distinguish the final, shareable version of a sales asset from every other version of that asset. Acosta says, “Controlling versions of materials in our shared drive is simply impossible. All it takes for someone to make a copy with the same or a similar name. It spreads like wildfire.”

Now, thanks to the streamlined sales asset library in DocSend, both teams have access to every final version of every piece of collateral. Plus, version control is achievable with a single click—and when the asset is updated, it’s updated across all Spaces that include it.

Letting Document Analytics Define the Future of InMobi’s Sales Collateral

Gone are the days of crafting sales collateral and hoping it works. With DocSend’s advanced page-by-page, slide-by-slide document analytics, Acosta and his team have a clear image of which piece or pieces drive prospect interest and the distribution of engagement across each piece. In effect, DocSend’s document analytics power both sales asset tracking and sales asset optimization in a seamless and clear-cut fashion.

Additionally, the team can now send out account-based DocSend links to sales collateral and track each account’s engagement with each asset. With this data in hand, the InMobi sales team can concentrate time and energy on leads that show interest and engagement, while testing and discovering new ways to engage colder leads.

What started as a way to display GIFs during prospect sales calls has become a secret weapon for InMobi’s sales and sales enablement teams. Curious how you can inspire the same growth? Click here to learn more about DocSend, and click here to get started for free.

Sikker dokumentdeling med analyser i realtid lige ved hånden