Sales Enablement

What is a Sales Content Library? And Why Your Reps Need One

January 26, 2023

A sales content library is like a secret weapon for sales teams, filled with all the ammo they need to close deals. From product information to case studies, white papers to presentations, it's the go-to destination for all things sales-related. Think of it like a digital treasure trove, stored on platforms like Dropbox or Google Drive, so that salespeople can easily access and share the wealth of information at their fingertips.

Using Dropbox and Google Drive for your sales content library sounds like a match made in heaven—they're like a "golden retriever" for your content, always at your side and eager to please, but before you start planning on using them as your sales content library, let's take a step back and evaluate if these cloud storage giants are really the best option for your business's sales content needs.

Here we'll explore the downsides of using Dropbox and Google Drive and how they can make organizing, categorizing, and controlling access to your sales content library harder than searching for a needle in a haystack, or "finding a parking spot in a crowded mall during Christmas time." It can be frustrating, time-consuming and it may not be the best way to manage and protect your assets, especially if you're in a highly regulated industry or have sensitive data to protect.

While they are easy to use and provide access to your files from anywhere, that convenience can quickly turn into chaos when multiple team members are accessing, modifying, and sharing files. With a lack of proper controls in place, files can easily get lost, duplicated, or altered, leading to confusion, inefficiency, and risk to your brand. 

Your Sales Content Library Might be a Sinking Ship

Just like the Titanic, your sales content library will be a sinking ship without serious control parameters. Sure, you can share a folder with a team member, or several team members. But what happens next is similar to the telephone game. They download, change an asset, like a PowerPoint presentation, then re-upload it for the next person to modify. It's messy and frustrating.

Not only do your assets get modified but the overall structure of your sales content library is in jeopardy. How many times have you seen file names like this: "New," "New revision," "New_Tim_Revised," "Use this_Final," "Final_Final"? It's overwhelming and unproductive.

You might be thinking, "But, we use Dropbox and Google Drive and they have permissioning." That's true, but have you ever been at an organization that has effectively enforced it? Most B2B brands we work with don't have a brand guardian for their content, or a sufficient platform. And this is where control comes in - it ensures that all assets are properly managed and protected, making sure that your sales content library is always in shipshape.

Why Every B2B Sales and Marketing Team Needs a Sales Content Hub

It doesn't matter if you're a 500-person organization or a guerrilla-style startup, setting yourself up with a proper sales content library is key to scaling your organization with efficiency and brand integrity. Let's break it down:

Centralized content management: One place to manage all content, controlled by designated officers within your organization. This will help to make sure that your sales and marketing library is being managed correctly and that your team members are able to find the right content when they need it. It's like the captain of the ship, steering the direction of the content.

Improved sales productivity and efficiency: Your sales and marketing teams will stop asking, "Where is that PowerPoint presentation?" for the hundredth time. With a proper sales and marketing content library software and a well-defined content repository for sales, your team members will be able to find the content they need quickly and easily. It becomes as easy as finding a burger in a fast food restaurant.

Increased sales and revenue: If we spend less time looking for assets, we can spend more time being productive and selling your brand's products and services. Think about it, with the right tools, you can have your sales team hunting for leads instead of hunting for content.

Enhanced customer engagement and satisfaction: Imagine the impression your prospective clients will have when they receive sales assets from you within seconds, and they are on-brand and on-message. With a well-organized sales and marketing library, your team members will be able to provide the right message to your customers and clients, which will help to improve their engagement and satisfaction. It's like the difference between a Hollywood blockbuster and a B-movie.

Improved sales and marketing alignment: These two teams NEED to get along. When they are aligned, you'll see your business flourish. A well-defined sales content strategy that includes defined roles and responsibilities, will help both teams to work together and achieve their common goal. It's like peanut butter and jelly, they just go together.

Competitive advantage: Outsmarting the competition. Providing your teams with easily accessible sales assets for any sales situation is your secret weapon. With a well-organized sales and marketing content library, your team members will be able to access the right content at the right time, giving you an edge over your competition, like Batman and his utility belt of cool gadgets. You'll be able to adapt to any situation and come out victorious.

Meeting compliance and security needs: This is the most important, especially if you're in a regulated industry. You need to control the message! With a centralized sales and marketing content library, you'll be able to easily monitor and control who can access and make changes to your assets, helping to meet compliance and security regulations. It's like having a censor in a TV show, you want to make sure the message is appropriate and not offensive.

Sounds amazing, right? But how do I build a scaling sales content library? The answer is by implementing a sales content library software that allows you to organize, categorize, and control access to your content, and measure its effectiveness. This will enable you to scale your organization efficiently and with brand integrity.

The Art of Building a Sales Content Library: It’s as easy as 1…2…3…Repeat

 Build it once, build it right, and then you'll set your team up for success. It might sound like a daunting process, but it's actually a breeze! The key is to make sure that you have the right team members in place, so educated decisions can be made around how your sales content library is structured.

First, define your content needs: Look at what your team needs to sell your products and services. Dig into the archives to see what you currently have, and what needs to be created. This step is crucial to identify any gaps or overlaps in your existing content, and ensure that all necessary assets are created or updated to align with your sales and marketing initiatives. This is typically done as a sales content strategy, where you assess your sales cycle and determine what sales materials are needed to support those initiatives.

Next, organize and categorize your content: Figure out the best way to organize your sales and marketing library, so that members of your team can easily find and access it without having to ask you, saving them lots of time looking for assets, so they can spend more time selling your products and services. This step involves creating a logical and intuitive structure for your sales content repository, making it easy for your team to navigate and locate the content they need.

Then, manage access and permissions: To ensure your sales content library stays intact, it's important to have a sales and marketing content library software that has permission settings, so you can ensure that the right team members are accessing the content that's relevant to their needs. This step allows you to control who can view, modify, and share your assets, to ensure that your content remains accurate and up-to-date. It's like a secret club, but with the right key, you'll be in.

Finally, measure content effectiveness: Once it's all set up, it's important to be able to check how your assets are being used, who's using them, and what's providing the most value. This step allows you to gain insights into the performance of your sales materials, and make data-driven decisions on what to create, update or delete. This will inform your team as to what needs to be created, and what needs to be removed from your sales content library. This step is part of the Sales materials management, which will help your team to make the most of your sales and marketing content library.

Revolutionizing Your Sales Content Hub with Nuvue: Unleash the Potential of Your B2B Sales and Marketing Team

As a B2B sales leader, having a well-organized sales and marketing library is like having the cheat codes to the game of sales. In today's fast-paced business world, time is money, and a disorganized presentation can cost you potential deals and revenue. With a well-organized Sales and marketing library, you'll have all the right moves to maintain a consistent sales story across your team, and save reps countless hours of searching for the right materials. And, as a result, it'll help you to shorten sales cycles by providing clear, concise information that requires less follow-up.

Imagine having all of your sales materials at your fingertips, easily accessible, and on-brand, it's like having a super power. But how do you acquire it? Schedule a 30-minute Hello Call with Nuvue, the specialists in the presentation architecture space. Nuvue will show you how to create the sales story your brand deserves, how to deliver it consistently, and how to empower your team to sell smarter and faster than ever before. Take the first step towards an organized and efficient sales content library, schedule your Hello Call today.