The following questions were asked of our sales team during discovery calls about Modus Sales Hub. We thought it might save you some time and add valuable information for your consideration while exploring the purchase of a sales enablement solution for your organization.
1. What does Modus do?
2. Are you a marketing or a sales tool? How do I present you to my internal teams?
3. How do we know our reps will always be sharing the latest, compliant content?
4. How do you deal with content that’s already been downloaded?
5. Can our sales reps do their own nurturing from Modus?
6. How does your app fit with our sales process?
7. Our content lives in Box (or some other repository), do we have to move or duplicate it?
8. How well will Modus play with our other systems?
9. How do we convince our regional offices to give up their collateral walls?
10. Our partner channels are growing. How can Modus help us onboard and support them?
11. How would a pilot work as a Phase 1 rollout?
12. How will we build enough buy-in to drive user adoption?
13. What kind of analytics can we get?
We supply a Sales Hub that helps you help direct and channel sales reps have better conversations with buyers, so they increase win rates. Modus is a mobile sales enablement app that provides easy access to content, tools, and skills development for better buyer engagement and follow-up – whether online or offline, on any device.
It’s easy to deploy and use. Reps see the value quickly, so most of our customers achieve high adoption in the first 30 days.
NOTE: Think about it this way – we don’t sell an app. We provide a way for sales reps to have awesome conversations with buyers. When they deliver recognized value in these conversations, they get sales done. Because you’ve eliminated their constant quest for elusive content, reps are more productive. They have more selling time and win rates go up.
With the advantages Modus provides, sales rep confidence goes up. They know they can find whatever they need on the spot and get guidance quickly – just when they need it. When reps are more confident, they focus on listening to buyers and sharing the information those buyers need to solve their problems. It’s a win for both sides of the conversation.
Modus serves as a bridge between marketing and sales to help sellers engage with buyers. Sales reps are the end user, so on the admin side It depends on who’s responsible for providing content, tools and training to sales.
We help marketers get content to sales reps, keep it compliant and current, and gain visibility into use and performance—for both buyers and sellers. We also provide tools for interactive content development – so think virtual product tours, ROI calculators and assessments.
We help sales enablement and ops teams create workflows, provide just-in-time training and 1:1 video coaching to help improve meeting outcomes and win rates. Think about digitizing playbooks and on-demand learning to reinforce formal sales training with bite-sized information – when your reps have time or exactly when they need the information – like before they go into a meeting.
Analytics provide you with insights to seller, buyer and content engagement so there’s value for both marketing and sales to inform go-to-market and content strategies.
Modus automatically syncs every 15 minutes when your reps are online. Any updated or new content is immediately available when the app syncs and the access to older versions is automatically removed. If a rep has been offline, the app will sync as soon as their device is back online.
With Modus, reps won’t need to download content. Your rep selects the content they want to share from the app and sends an email. When the buyer clicks a link in the email, they arrive at a private, customer microsite that displays thumbnails of the content, a way to invite colleagues to view the content and a chat window for conversation and collaboration with each other or your sales rep.
When content is updated, the link pulls the latest version – even if the buyer has had access to the thumbnail for the content in the microsite for days. This also takes care of the hassle of sending attachments to ensure deliverability of email.
Even better, your rep will be alerted when the buyer accesses the content so they can respond at the right time, with the right follow-up. And all this activity is automatically sync’d to the lead record in your CRM.
Yes. They can send email to any lead assigned to them in the CRM with a personalized message and a link to a customer microsite that’s automatically created by the app. The activity is tracked in the lead record and they’ll be alerted when the lead engages with the content so they can follow-up.
They can do this on the road or in the office, from any device, so it’s great for remote selling.
You can customize the app for your brand and how you present and organize your content, on-demand training courses, and playbooks. We automate tagging your content with AI that can read PDFs and metadata to minimize the manual effort of uploading or transferring content from other systems.
Nope. We have an integration with Box that honors the rules, metadata and permissions you’ve set in Box. It’s a simple process to assign content in Box to sync with Modus and to keep it updated and current.
We have integrations with a variety of CRMs, marketing automation, DAMs and repositories. And we have a REST API that makes it easy to integrate with other systems. Our customers often find that Modus is the hub between systems that helps eliminate silos and improve workflows.
We also have webhooks if you want to push data from Modus into other systems, like Tableau for analytics and reporting. Web bundles are also the foundation for tools like ROI calculators.
Most reps will find it easier to have access to content from their mobile devices. And buyers often prefer digital to print. But we’ve also found that there are some customers who use a combination of print with digital to great effect. They just use less of it. We have customers who’ve reduced print costs more than enough to cover the cost of Modus for their entire global sales team.
Modus enables you to provide a branded app for each of your dealers or distributors. You can provide them with content and microlearning to help them stay engaged and sell more of your products. And, you can see what they engage with and share with their customers. This is handy for territory managers who need to know which partners need help, and where the gaps are.
You can also help channel sales reps increase sell-through across your portfolio. It’s easy for them to stick to the products they know and have sold before. With Modus, you can help them learn about new products or complementary products that can help them expand their customer accounts and increase revenue.
What we’ve seen that’s effective is when our global customers invite a group of 25 reps to trial the app and give feedback to what’s working and make suggestions for improvement. Once the app has been field tested, they then roll it out to other teams and by region. That pilot group serves as evangelists for the app and helps drive adoption. Once reps get their hands on it, they get the value quickly and keep using the app.
Once they’ve rolled it out to their direct sales reps, then they look at dealer and distributor rollout.
One way to do this is to survey your reps to understand their challenges and then address them specifically in the rollout. Many of our customers have used this technique to drive adoption. Or consider the pilot option discussed above.
There are many different reports you can get – from content usage by sellers and follow-ups sent to views and time spent by buyers to what courses reps have taken and how often they use the app. You can filter by region, product and category or by dealer. You can also use Webhooks to push data to an analytics platform like Tableau or Power BI to create more robust reports and data visualizations.
To keep sales managers or territory managers informed, set up recurring subscriptions for reports. For example, you could send a monthly report to your regional manager so they can monitor dealer engagement or their field rep’s use of the app.
Are you ready to see the Modus Sales Hub in action? Request a demo today!
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