Brand Wings - Blog #Indirect SalesBrand Wings - Blog #Indirect Saleshttps://www.brandwings.com/blogs/tag/indirect-salesSun, 05 Apr 2026 04:01:39 -0700http://zoho.com/sites/<![CDATA[The Importance of a Content Management System (CMS) for Sales Teams]]>https://www.brandwings.com/blogs/post/the-importance-of-a-content-management-system-cms-for-sales-teamsContent is an essential sales tool to help customers make informed buying decisions.  From assessing needed product features and functionality, t ]]>

Content is an essential sales tool to help customers make informed buying decisions.  From assessing needed product features and functionality, to reviewing case studies and testimonials, providing customers with access to the right information at the right time can make all the difference in helping customers make the right product or service choice. 

 

A potential customer's buying journey is often influenced by the information they consume, and that's where relevant content comes into play. Relevant content provides value to potential customers by answering their questions and addressing their needs. It educates them about the product or service being offered and helps them to determine the best solution to solve their problem or achieve better results. 


Relevant content also creates trust between the seller and the buyer. By demonstrating expertise and understanding of the buyer's needs, the seller builds credibility and gains the buyer's confidence. This trust is critical in the decision-making process and can be the deciding factor in advancing and ultimately closing a sale. 


At the same time it can be challenging for sales teams to keep track of all the content available, as well as stay organized and be able to quickly find what is most relevant. That's why a content management system (CMS) is such a valuable resource for sales teams. 


A CMS is a platform that allows sellers to manage and store all relevant sales content in one central location. Whether you're a small sales team or a large enterprise, a CMS can help organize content and help sales teams be more effective and efficient. 


There are many benefits to a CMS, including: 


Improved Accessibility and Searchability: With a CMS, you can easily find the content you need and quickly access it from anywhere, at any time. The ability to search, categorize, and tag content makes it easier to find what you need when you need it, so you can spend less time searching for information and more time selling. 


Better Collaboration: A CMS makes it easier for sales teams to collaborate and share content. Teams can work together to create and edit content.  Once published, everyone works from the same information resulting in a consistent customer experience. 


Increased Efficiency: A CMS automates many of the manual processes involved in content creation and management. For example, you can set up workflows to ensure that all content is reviewed and approved before it's made available to the sales team. This can help reduce the risk of errors and improve the quality of your content. 


Improved Content Relevance: A CMS can help you understand which content is most valuable to your sales team and your customers. By tracking content usage and engagement, you can identify which pieces of content are most effective and adjust your strategy accordingly. 


Better Version Control: With a CMS, it's easy to keep track of different versions of a piece of content. You can see who made changes, when they were made, and easily revert to an earlier version if needed. This helps ensure that everyone is working from the most up-to-date information. 


A content management system is an essential tool for sales teams looking to be more effective and efficient.  The Brand Wings sales enablement software platform provides sales teams with one central location for all sales and marketing content so they can quickly and easily find what they need, when they need it.  Assets can be easily added, and the platform supports any file type.  With Brand Wings digital delivery tools, your direct sales team or channels can easily send personalized and brand-approved content to help customers make informed buying decisions.  

]]>Tue, 07 Feb 2023 12:51:46 +0000<![CDATA[Customer Spaces]]>https://www.brandwings.com/blogs/post/customer-spacesBrand Wings allows your sellers to easily share assets with current and potential customers.  While helpful, there are times when your sellers ma ]]>

Brand Wings allows your sellers to easily share assets with current and potential customers.  While helpful, there are times when your sellers may want to provide an organized and professional collection of sales-supporting digital assets to a group of customers.  With our latest release, this is now possible with our new feature called Customer Spaces.  Let's take a look at how to take advantage of this.


To begin, you'll want to set permissions to allow users to take advantage of customer spaces.  In Settings-->Sales Team Roles, select the role you want to enable and then click the Permissions tab.  Check all the options for Customer Spaces:

Next, go in to the Admin Roles and also enable permissions for any roles you want to empower.


Customer Spaces are based on templates that you, as an administrator, first define.  A template is a defined set of assets along with default notes and explanations you create.  Think of this as providing a quick and easy starting point for your sellers.  When you create a template, you will be able to define whether the seller can modify the list of assets you have selected and change the default text.  In this way you can either tightly control how Customer Spaces are used or provide flexibility to your sellers.


To create a Customer Space template in the admin, go to Sales Tools-->Customer Spaces.  Next, click the Create Template button.  You'll be prompted to provide a name for the template and then be brought into the template administration page:

On the Details tab, you have a number of options:

  • Primary Image: Upload an image that will represent the Customer Space template.  The check box below it indicates if the seller can change this image you have provided.
  • Name: The name of the Customer Space template
  • Description: This description will be made available to your sellers, but will not be seen by customers
  • Default Sales User Note to Customer: A Customer Space includes a note from the seller.  You can provide some default content here.  You can also indicate if the seller is able to edit this note.
  • Allow Sales User to Add and Remove Items: On the next tab you will select which assets should be assigned to this Customer Space template.  This checkbox indicates if the seller can change this list of assets you are defining.
  • Labels: Like other sales tools in Brand Wings, you can set Labels that will be associated with this template.

Next, click the Items tab:


In this tab, you can find Assets on the left, and drag them into the Customer Space box on the right.  Note that you can rearrange the assets in the Customer Space box by clicking and dragging.


Now click the Permissions tab:

Like other Sales Tools in Brand Wings, you can define which sellers will have access to this Customer Space template.  You can select Roles and/or Sales Teams.  Just remember that if both areas have selections, both must be true for the sales user to have access.


Remember to click Save when finished!


Now that you have defined a Customer Space, the next step is to make sure the sales portal is properly configured.  First, you may want to add a navigation menu item that points to a list of all available Customer Space templates.  Click and drag the Customer Space List from the General Items into the appropriate location on your menu:

Two other potential updates to make in the admin are:

  • On the Inside Pages tab of the Portal Theme area, be sure to map a layout to the Customer Space type.
  • Since customers can be notified about the customer space via email, you can also define a notification template.  Be sure to use the {{Link}} Merge Tag in the template so that a URL to the Customer Space can be added to the email.

Sales Portal

Now that we have created a Customer Space template in the admin, let's review the seller experience.  After your seller has logged into the portal, there are a few different ways they see and use the Customer Space templates you have created.  If you added the Customer Spaces List menu item to a navigation menu, the seller can click (or tap) this link to see the templates:

Next, your seller can click on "See Details" for the desired template.  This opens a detail page:

After reviewing the details, the seller can click the "Create New Customer Space" button to get started.  This next screen allows the seller to customize the space (if needed) and share it with contacts:

Depending on the permissions you set in the template, your seller has a number of options:

  • Update the Customer Space name
  • Update the image
  • Update the note to the customer
  • Add, remove, or re-order assets.


The seller can also select one or more contacts to send the customer space to (if desired) as well as an expiration date.  When finished, your seller should click the Save button.  Next, your seller is prompted to either send an email to the contacts or generate a link to the Customer Space:

The seller can access this Customer Space through the Activity Stream.  By clicking on the detail icon on the right of the activity stream item opens a detail screen:

Note the tabs on this screen that include additional information:

  • Items: List of assets in the Customer Space
  • Contacts: The Contacts that have access to the Customer Space
  • Activity History: Key events such as when Contacts visit the Customer Space


We hope you find this new feature useful for further enabling your sales teams!

]]>Sat, 17 Dec 2022 13:54:28 +0000<![CDATA[What Motivates Customers to Buy?]]>https://www.brandwings.com/blogs/post/what-motivates-customers-to-buyYou’re about to meet with a customer.  You’ve done your research and have learned about their circumstances.  You have some ideas regarding ]]>

You’re about to meet with a customer.  You’ve done your research and have learned about their circumstances.  You have some ideas regarding how you might help the customer achieve a better outcome. 

 

Now how do you start off the conversation? 

 

One approach is to introduce new insights, new technologies, or new methods to accomplish the jobs to be done.  When you can present a frame-breaking idea that gets the prospect to say “I hadn’t thought of that before”, and “I think I could benefit from that approach”, you’re framing the conversation in terms of something that is both relevant and important to them. In other words, you’re giving them a reason to listen to you.  And if you want to change someone’s mind you need to change their beliefs and the way they think. 

 

The challenge is that most people naturally want to stick with the status quo.  They resist change.  Even when a problem is known they may simply “live with it”.  Our role in sales is to make the current way of doing things more painful - and more risky - then making the change to a different and better way to get the job done.  

 

So how do you structure the conversation?  Here is a framework to follow:  

 

  • Educate or teach your prospect about something new 

  • Inspire your prospect to think differently about how they are currently doing things 

  • Identify a problem or uncover the need to achieve a better result 

  • Understand the impact or implication of the problem, or staying with the status quo 

  • Determine if your customer has a desire to change 

When you present a frame-breaking idea, you get your customer talking about their current process, their struggles and challenges.  From this discussion they will likely realize what needs improvement.  When you listen to their answers, you’ll gain a much clearer picture of their situation and begin to assess whether you have a solution that will help them. 

 

Keep in mind that in the "awareness" stage, people looking for insights into ways to solve problems or uncover new and better ways of doing things. This “top-of-funnel” content is content that doesn’t try to sell your customer on a product or service, but instead educates, helps, and answers common questions. 

 

What type of content can be used at the awareness stage?  

 

Reports or whitepapers, ebooks, webinars or instructional videos can be helpful content to help educate your customer or prospect about something new – new technologies or new methods that can simplify work processes, improve productivity or boost efficiency. 

Paint the picture of a better future and give your prospect the perspective of understanding what can be possible if they’re willing to make a change.  Only when your customer has made a commitment to change will they be motivated to consider your solution. 

 

]]>Tue, 19 Jul 2022 18:47:26 +0000<![CDATA[What is a sales enablement Charter and why do you need one?]]>https://www.brandwings.com/blogs/post/what-is-a-sales-enablement-charter-and-why-do-you-need-oneA Sales Enablement Charter is a document that sets out your enablement goals and objectives and outlines the activities to achieve your desired outcom ]]>

A Sales Enablement Charter is a document that sets out your enablement goals and objectives and outlines the activities to achieve your desired outcomes.  It essentially functions as your business plan, your roadmap, and your guide for implementation of your sales enablement initiatives. 


And why do you need one?


A charter is a tool to communicate and sell enablement internally.  It aligns with the organizations goals, and gains senior management buy-in with the outlined initiatives.  It also gains buy-in from other strategically important groups beyond sales such as marketing, service, operations and customer support.


So what are some of the elements that should be included in your Sales Enablement Charter? 


Byron Matthews and Tamara Schenk, co-authors of Sales Enablement, A Master Framework to Engage, Equip and Empower A World Class Sales Force, offer the following insights to establishing a sales enablement charter.


Meet with executive leadership

Understand the goals of the organization.  Not just specific sales goals, but also vision goals for the organization.  For example, incorporate market share goals, or pursuit of new markets.  The more aligned the Enablement Charter is to the goals of the organization, the more likely the leadership will be to buy-in and fund the initiatives.


Meet with other department leaders

Look for ways to collaborate with other departments to improve processes and create more cross functional collaboration.  Align enablement initiatives with established business strategies and sales strategies.  Enlist support from other departments to gain support.


Define enablement and the scope of your enablement effort

Defining enablement, such as creating the content, tools, training and coaching to improve sales performance, creates clarity and direction.  The scope can further define the enablement focus such as utilizing technologies and systems to improve sales effectiveness and efficiency.


Create a realistic roadmap

Set priorities and timelines for specific development of needed content, tools, training and coaching for the scope of the enablement effort.  Keep the focus on the business and sales strategy and the current state of sales execution.  Following the roadmap will help support the processes that underpin the end-to-end sales cycle and will result in predictable and consistent outcomes. 


Ultimately the charter will keep you on track and enable you to report progress.  Justifying your enablement priorities in light of the customer buying journey, and your desired outcomes, will be your guiding light to improvement in your sales performance. 


What other resources are available to help with drafting your Sales Enablement Charter?


Consider becoming a member of Sales Enablement PRO at https://salesenablement.pro


Sales Enablement PRO is an online community that helps professionals elevate sales enablement within their organization by learning what others have done before them. Becoming a member unlocks incremental value like access to three annual research reports, sales enablement certification courses, live events, and the ability to private message with other members.


You can also find a Sales Enablement Maturity assessment tool at Sales Enablement PRO that can help prioritize areas of focus of your enablement efforts. You can access the free assessment at https://salesenablement.pro/sales-enablement-maturity-assessment/



Feel free to sign up for a 10-minute introduction conversation at the below link;

https://calendly.com/jason-kammes/introduction-to-brand-wings



]]>Thu, 05 May 2022 13:16:09 +0000<![CDATA[Sales Team Types]]>https://www.brandwings.com/blogs/post/2021-08-25-sales-team-typesMany organizations sell their products and services through a variety of channels, including direct sales and various types of partners. Understanding the activities of the type of channel overall, not just a specific channel organization, is important.]]>

Many organizations sell their products and services through a variety of channels, including direct sales and various types of partners.  Understanding the activities of the type of channel overall, not just a specific channel organization, is important.  To help with this, Brand Wings has introduced a way to better organize your sales teams by types.


To begin, create a list of the various types of sales teams:


1) In the Brand Wings admin, go to Settings-->General Settings

2) Click on the Sales Teams tab

3) Click "Add Team Type" to create a new team type.

4) Provide a name, select an icon, and indicate whether the team is internal or external to your company.

5) Click "Add Team Type" to save.

Now that you have defined one or more Sales Team types, you can assign a type to each of your sales team.  In the admin, go to Settings-->Sales Teams.  Select the sales team to edit or create a new one.  Select the team type from the "Type" drop down list.  Be sure to click Save when finished.


The Sales Team Type is now a filter in a few key places throughout the admin application.  In the Activity Stream, you can filter by type in addition to specific sales teams:

]]>Wed, 25 Aug 2021 14:21:00 +0000<![CDATA[Brand Wings' sales enablement platform saves time and reduces wasted effort]]>https://www.brandwings.com/blogs/post/brand-wings-automation-saves-time-and-reduces-wasted-effortWhen selling in a highly competitive environment, a sales rep’s ability to get the right information when needed can mean the difference between succe ]]>

When selling in a highly competitive environment, a sales rep’s ability to get the right information when needed can mean the difference between success and failure. 

                                                                                 

Sometimes it’s about getting the right info from your marketing or sales teams, a manufacturer or supplier or even a channel partner. Other times, it’s about getting the right info to the customer. Either way, the benefits of clear and accurate bi-directional communication cannot be overstated. 

                                                                                                                                 

Email is slow and unreliable. Phone calls are inefficient. Texting may be more immediate, but it’s not scalable. For these reasons and more, Brand Wings created its sales enablement platform to enable immediate two-way information sharing between the manufacturer, brand and its channel partners.


The Brand Wings portal is always on and accessible anywhere so sales reps and their suppliers can each get what they need.  Brand Wings' sales enablement platform saves time and reduces wasted effort between all parties.


There’s a clear benefit to brands, manufacturers, technology companies and channels, but the bonus is that the end customer also benefits. What may have taken days now takes minutes. Questions are asked and answered. The customer promptly receives a solution to his/her challenge and the channel rep and manufacturer brand are fairly compensated. 

        

Confidence, value, and satisfaction are shared. The cycle repeats and expands. 


]]>Tue, 17 Aug 2021 13:17:55 +0000<![CDATA[Suppliers win by building channel mindshare]]>https://www.brandwings.com/blogs/post/suppliers-win-by-building-channel-mindshareMeet Dan, an independent sales agent who buys products from dozens of suppliers across the country and sells them to businesses in his area. Many of D ]]>

Meet Dan, an independent sales agent who buys products from dozens of suppliers across the country and sells them to businesses in his area. Many of Dan’s suppliers compete with similar products in the same category. Some make it easier to do business with than others. 

  

For his sales presentations, Dan often needs to order customized marketing collateral and personalize them with the appropriate brand logos and assets. He receives these assets from his suppliers via email. He stores them and downloads them from cloud folders - or however his suppliers distribute brand materials. It’s a very “20th century” marketing workflow. 

  

Dan is busy, he’s not super tech-savvy, and he really just wants to sell more stuff. Therefore he adopts the 80/20 rule and focuses on selling a few “easier” suppliers’ products. “Other” suppliers are out of sight, out of mind. 

  

Brands distributing products through channel sales know this is a very real scenario, and doesn’t work well. 

  

Now meet Brand Wings marketing automation. No email, no hard-to-find or off-brand assets. With easy 24/7 web access, channels can access and customize the brand assets they need to sell more stuff. Brand Wings makes it easy on all the Dans. It maintains brand identity, increases mindshare, and drives sales.

]]>Thu, 24 Jun 2021 12:50:29 +0000