Getting started doesn’t have to be complicated! Use one of these three approaches for your initial curation. You’ll be at the finish line and your team will be finding and sharing content in no time.

The Buyer Journey Approach (Fast)
The Use Case Approach (Faster)
The Ready, Fire Aim Approach (Fastest)

The Buyer Journey Approach (Fast)

With this fast approach, you'll need to know your sales stages & buyer personas. Who are you selling?

For each persona, at each stage in the buyer journey, identify:

  1. What is my prospect's need at this stage?
  2. Which content is helpful for this need?

Implementation Steps

  • Review and refresh your sales stage fields in SFDC e.g. Lead Status, Opportunity Stage, or the like.
  • Identify the persona fields you use in SFDC. These could be standard fields such as Title, or you may use custom Persona or Buyer Segment fields on the Lead or Contact Objects.
  • Add and publish assets in KnowledgeTree.
  • Add rules for personal and Sales Stage fields and apply appropriately. It is important to identify at least 2 Salesforce fields to use as rules.

Example

Company A’s Salesforce Use Case

  • Consistently populates Persona and Lead Status fields. 
  • Sales and Marketing both understand the buyer journey and personas 
  • Use the Opportunity Object the most 

Company A’s Steps to Curation

  • SFDC Admin applied KnowledgeTree to the Lead Object 
  • Created rules for Persona and Lead Status for the Lead Object 
  • Chose content that aligns by persona and/or lead status 
  • Applied rules to appropriate content

The Use Case Approach (Faster)

This faster approach works well if you have a good working knowledge of your content inventory, and simply want to ensure known purpose-built content is surfaced appropriately.

You want to deliver the right content based on a small set of use cases.

When to Use:

  • I want the insides sales team working with new leads to see all relevant product-specific assets based on the product interest of the lead. 
  • I want to surface internal sales tools and scripts based on the sales stage of the Opportunity 
  • I have persona-based (or industry-based) content that the sales team should use based on who they are selling to. 

Implementation

Implementation for this approach varies based on the specific use case. At a minimum:

  • Identify your use case and the appropriate content. 
  • Add and publish content in KnowledgeTree. 
  • Add rules (usually 1 to 2) in KnowledgeTree and apply to content. 
  • Badge content as internal in KnowledgeTree (if applicable). 
  • Use the team feature to restrict access to content based on your use case. (if applicable) 

Example

Company B’s Salesforce Use Case

  • Heaviest SFDC users are SDR’s that rely on internal scripts and sales tools 
  • SDR’s work heavily in Lead Object 
  • SDR’s consistently update Sales Stage field in SFDC 

Company B’s Steps to Curation

  • Add and publish internal assets. Flag them as Internal in KnowledgeTree. 
  • SFDC Admin apply KnowledgeTree to the Lead Object 
  • Add and apply rules to content based on sales stage. 

The Ready, Fire Aim Approach (Fastest)

KnowledgeTree delivers powerful analytics on how your team is using content, and which assets are resonating with prospects.

Deploying content to your Salesforce team with this fastest approach, analytics can assist you in determining which business rules to apply going forward. This method is recommended for smaller deployments with few users.

Implementation

  • Add and publish all your assets to KnowledgeTree. 
  • Add a broad rule e.g. Product, Industry to lightly filter recommendations (optional) 
  • Consider bulk tagging by category to assist discovery by topic. (optional)
  • Review analytics as team begins to use content. Curate accordingly.

Example

Company C’s Salesforce Use Case

  • Struggles to get Sales to adopt to usage. 
  • Do not consistently use any particular fields in Salesforce 
  • Marketing is not sure which business rules to apply to content.

Company C’s Steps to Curation

  • SFDC Admin applies KnowledgeTree to the Opportunity, Lead and Contact Objects. 
  • Upload and publish all available assets to KnowledgeTree 
  • Bulk tag content by categories e.g. Product, Industry, Asset Type. 
  • Add one rule for Sales Stage and apply to content. 
  • Reviews analytics and adjust curation accordingly. 

No matter your approach, KnowledgeTree’s success team will help you to the finish line. Contact: SupportDesk@savogroup.com for help with developing your strategy.

Did this answer your question?