product sales content management tool

users: packaging distributor sales reps

problem: external distributor sales reps have multiple vendors to choose packaging products to sell from, and the product sales information available to them is widespread, outdated and hard-to-locate when they need it

goal: arm external sales reps with easily accessible content to ultimately sell more product more often, increase sales of featured products bottom-line revenue

sales rep outcomes: 

• access high-quality bite-sized product sales content (statistics, value propositions, products-in-action clips, brochures and ordering information)

• recommend product solutions based on solving key customer problems

• learn about related products with similar applications, materials

• send featured product information to customers

product features: 

• responsive brand, product and solution pillar content pages

• related product recommendations based on attribute assignment and matching

• business-focused product content management system with global capabilities

• product and brand-level PDF document hosting

lessons learned: 

• it’s better to invalidate risky ideas with user tests early before building anything

• focus on improving low- to mid-level performing user behavior before turning focus on high performers

• it’s worth it to spend extra time and effort curating bite-sized/right-sized content