METRICS BASED ON CONTENT USAGE OF SALES PLAYBOOKS
First Claim
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1. A computer system comprising:
- a sales playbook engine;
a customer relationship management system having data relating to a plurality of sales prospects or customers and information regarding sales outcomes related to each sales prospect or customer;
wherein the CRM system further stores data generated by the sales playbook engine indicating actions taken by users with respect to playbook elements, and changes in status of sales prospects or customers related to such actions, and content related to such actions; and
an analytic module having inputs for receiving data regarding the actions, changes in status and content and outputs providing data indicative of the effectiveness of the content in selling to the sales prospects or customers.
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Abstract
By combining information from a CRM system about changes in status of entities, such as customers, leads, and the like, with information about usage of a sales playbook and content related to such playbook usage, metrics describing the effectiveness of content can be determined.
4 Citations
18 Claims
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1. A computer system comprising:
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a sales playbook engine; a customer relationship management system having data relating to a plurality of sales prospects or customers and information regarding sales outcomes related to each sales prospect or customer; wherein the CRM system further stores data generated by the sales playbook engine indicating actions taken by users with respect to playbook elements, and changes in status of sales prospects or customers related to such actions, and content related to such actions; and an analytic module having inputs for receiving data regarding the actions, changes in status and content and outputs providing data indicative of the effectiveness of the content in selling to the sales prospects or customers. - View Dependent Claims (2, 3, 4, 5, 6)
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7. An article of manufacture comprising:
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a computer-readable storage medium; computer program instructions stored on the computer-readable storage medium that, when processed by a computer, configures the computer as a computer system comprising; a sales playbook engine; a customer relationship management system having data relating to a plurality of sales prospects or customers and information regarding sales outcomes related to each sales prospect or customer; wherein the CRM system further stores data generated by the sales playbook engine indicating actions taken by users with respect to playbook elements , and changes in status of sales prospects or customers related to such actions, and content related to such actions; and an analytic module having inputs for receiving data regarding the actions, changes in status and content and outputs providing data indicative of the effectiveness of the content in selling to the sales prospects or customers. - View Dependent Claims (8, 9, 10, 11, 12)
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13. A computer-implemented process comprising:
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storing, in a customer relationship management system, data generated by a sales playbook engine indicating actions taken by users with respect to playbook elements, storing data generated by a sales playbook engine indicating changes in status of sales prospects or customers related to such actions, and content related to such actions analyzing the stored data regarding the actions, changes in status and content to provide data indicative of the effectiveness of the content in selling to the sales prospects or customers. - View Dependent Claims (14, 15, 16, 17, 18)
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Specification