{ "version": 1, "labels": { "language": { "value": "en", "description": "used for report generation, use one of the following: en | de | fr" }, "marketo_form_id": { "value": "2931" }, "marketo_munchkin_id": { "value": "479-PHC-210" }, "utm": { "fallback_campaign": { "value": "Organic / Direct", "description": "Fallback value for UTM campaign tag" }, "fallback_medium": { "value": "Organic / Direct", "description": "Fallback value for UTM medium tag" }, "fallback_source": { "value": "Organic / Direct", "description": "Fallback value for UTM source tag" } }, "buttons": { "next": { "value": "Next", "description": "Next button text" }, "previous": { "value": "Previous", "description": "Previous button text" }, "know_more": { "value": "Know more" }, "update": { "value": "Update", "description": "Update button text" }, "cancel": { "value": "Cancel", "description": "Cancel button text" }, "back": { "value": "Back", "description": "Back button text" } }, "forms": { "text_input_required_message": { "value": "This field is required, please enter some text", "description": "Error message for when a required text input is missing" }, "select_input_required_message": { "value": "This field is required, please select an option", "description": "Error message for when a required select input is missing" }, "number_input_required_message": { "value": "This field is required, please enter a number", "description": "Error message for when a required number input is missing" }, "email_format_error_message": { "value": "Please enter a valid email address", "description": "Error message for when an email input is not a valid email address" } }, "home_page": { "title": { "value": "Welcome, ", "description": "Homepage title" }, "subtitle": { "value": "Let's enter your details to get started", "description": "Homepage subtitle" }, "select_placeholder": { "value": "Select a company", "description": "Placeholder text for the welcome page dropdown" }, "show_more": { "value": "Show more", "description": "show more" }, "gdpr": { "check_box": { "value": "By checking this box I agree to:" }, "_1": { "text": { "value": "the Showpad privacy policy" }, "link": { "value": "https://www.showpad.com/privacy-policy" } }, "_2": { "value": "receive further information regarding Showpad, its products and services. I understand that I can opt out at any time of such Showpad communication." } } }, "meeting_manager": { "chosen_by": { "value": "Chosen by" }, "new_meeting": { "value": "Start a new meeting", "description": "title for new meeting card" }, "subtitle": { "value": "Continue a previous meeting", "description": "title for existing meeting card" }, "main_contact": { "value": "Enter your details", "description": "Enter your details" }, "main_contact_dropdown": { "value": "Select a main Contact", "description": "Placholder text for main contact dropdown" }, "before_we_start": { "value": "Before we start", "description": "Before we start" }, "before_we_start_subtitle": { "value": "You can add as an overlay previous meeting data, so it's possible to compare the current with previous answers. If you don't wish to view previous answers, just select 'start fresh'.", "description": "Before we start subtitle" }, "start_fresh": { "value": "Start Fresh", "description": "Start Fresh" }, "add_overlay": { "value": "Add Overlay", "description": "Start Fresh" }, "select_overlay": { "value": "Select a meeting to overlay", "description": "Select a meeting to overlay" }, "select_meeting": { "value": "Select a meeting", "description": "Select a meeting title" }, "members": { "value": "members", "description": "members" }, "other_members": { "value": "Other Members", "description": "otherMembers" }, "add_contact": { "value": "Add Contact", "description": "add contact" }, "add_contact_dropdown": { "value": "Select a Contact", "description": "select contact" }, "company": { "value": "Company *", "description": "Company" }, "first_name": { "value": "First Name *", "description": "First name" }, "last_name": { "value": "Last Name *", "description": "Last name" }, "email": { "value": "Email *", "description": "email" }, "country": { "value": "Country *", "description": "country" }, "select_country": { "value": "Select your Country", "description": "select_country" }, "position": { "value": "Job Title *", "description": "position" }, "number_of_employees": { "value": "Company Size", "description": "Number of employees" }, "select_number_of_employees": { "value": "Company Size *" }, "industry": { "value": "Industry *", "description": "Industry" }, "select_industry": { "value": "Select your Industry" }, "start": { "value": "Let's get started", "description": "Start button" } }, "use_cases_intro": { "skip_to_questionaire": { "value": "Skip to questionaire", "description": "Skip to questionaire" }, "skip_to_results": { "value": "Skip to results" }, "use_cases": { "introduction": { "title": { "value": "Introduction to the Sales Enablement Maturity Calculator", "description": "title for introduction" }, "subtitle": { "value": "Findings across the four Use Cases", "description": "subtitle for introduction" }, "paragraphs": { "paragraph1": { "title": { "value": "Where are you in your Enablement journey?", "description": "paragraph 1 title" }, "content": { "value": "Answer 16 questions across the four main use cases of your sales enablement.", "description": "paragraph 1" } }, "paragraph2": { "title": { "value": "", "description": "paragraph 2 title" }, "content": { "value": "We will index where your organization falls in each use case based on your answers, as well as your overall maturity level.", "description": "paragraph 2" } }, "paragraph3": { "title": { "value": "", "description": "paragraph 3 title" }, "content": { "value": "You'll receive a full report with your results, as well as information on how you can evolve your sales enablement strategy and accelerate revenue growth.", "description": "paragraph 3" } } } }, "sales_content_management": { "title": { "value": "Sales Content Management", "description": "title for introduction" }, "subtitle": { "value": "Content insights", "description": "subtitle for introduction" }, "paragraphs": { "paragraph1": { "title": { "value": "What is it?", "description": "paragraph 1 title" }, "content": { "value": "Store, manage, distribute and govern all of the content assets - both internal and external - that customer-facing professionals need to succeed along the entire buyer journey", "description": "paragraph 1" } }, "paragraph2": { "title": { "value": "How is it delivered?", "description": "paragraph 2 title" }, "content": { "value": "The outcome will be an index of your current Enablement Maturity in each Domain.", "description": "paragraph 2" } }, "paragraph3": { "title": { "value": "Desired Business Outcomes", "description": "paragraph 3 title" }, "content": { "value": "Brand Protection, Reduced Costs, Supported Buyer Journey, Content tied to revenue", "description": "paragraph 3" } } } }, "analytics_insights": { "title": { "value": "Analytics & Insights", "description": "title for introduction" }, "subtitle": { "value": "Readiness Insights", "description": "subtitle for introduction" }, "paragraphs": { "paragraph1": { "title": { "value": "What is it?", "description": "paragraph title" }, "content": { "value": "Impactful knowledge transfer and effective skill development, supported by targeted coaching across the entire sales cycle", "description": "paragraph 1" } }, "paragraph2": { "title": { "value": "How is it delivered?", "description": "paragraph 2 title" }, "content": { "value": "Onboarding programs, Training materials, Certifications, Coaching, Role play, Messaging", "description": "paragraph 2" } }, "paragraph3": { "title": { "value": "Desired Business Outcomes", "description": "paragraph 3 title" }, "content": { "value": "Shortened time to productivity, Maximized training impact, Teams prepared for any situation, Consistent message delivery", "description": "paragraph 3" } } } }, "seller_effectiveness": { "title": { "value": "Seller Effectiveness", "description": "title for sales effectiveness" }, "subtitle": { "value": "Seller insights", "description": "subtitle for introduction" }, "paragraphs": { "paragraph1": { "title": { "value": "What is it?", "description": "paragraph title" }, "content": { "value": "Empowering sellers to do the right thing(s) at the right time (at each stage of the sales cycle) and drive continuous improvement in buyer-seller conversations.", "description": "paragraph 1" } }, "paragraph2": { "title": { "value": "How is it delivered?", "description": "paragraph 2 title" }, "content": { "value": "Sales process, Sales methodology, Conversation intelligence, Scaling sales excellence, High impact coaching", "description": "paragraph 2" } }, "paragraph3": { "title": { "value": "Desired Business Outcomes", "description": "paragraph 3 title" }, "content": { "value": "Improved sales velocity, Scalable revenue engine, Efficient and targeted coaching, Reduced attrition", "description": "paragraph 3" } } } }, "buyer_engagement": { "title": { "value": "Buyer Engagement", "description": "title for introduction" }, "subtitle": { "value": "Buyer insights", "description": "subtitle for introduction" }, "paragraphs": { "paragraph1": { "title": { "value": "What is it?", "description": "paragraph title" }, "content": { "value": "Delivering an interactive and impactful evaluation experience that proves a solution's business value to multiple buyer stakeholders", "description": "paragraph 1" } }, "paragraph2": { "title": { "value": "How is it delivered?", "description": "paragraph 2 title" }, "content": { "value": "Tailored Content, Deal Room, Buyer Engagement Insights, Collaborative Engagement", "description": "paragraph 2" } }, "paragraph3": { "title": { "value": "Desired Business Outcomes", "description": "paragraph 3 title" }, "content": { "value": "Impactful content and conversations, Increased buyer engagement, Personalization at scale, Orchestrated buyer-seller alignment", "description": "paragraph 3" } } } } } }, "questions_page": { "of": { "value": "of", "description": "question x of y" } }, "questions": { "sales_content_management": { "title": { "value": "Sales Content Management" }, "subtitle": { "value": "Assess yourself" }, "body": { "value": "In this section, we will ask questions about how you store, manage, distribute, and govern all the content assets (both internal and external) that are crucial for the success of customer-facing professionals throughout the buyer journey." }, "questions": { "question1": { "question": { "limit": 200, "value": "Do you have a single source for all the content, and is it organized in a way that enables your customer-facing teams to find it with ease?" }, "know_more": { "value": "Do you enable revenue teams to operate from and align around a single source of truth for all sales content (i.e. assets, knowledge, and insights)? Are you able to improve content relevance and quality for buyers?" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "Our content is scattered across many platforms, and people struggle to find the right content at the right time." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Our salespeople search for content in many different places, resulting in less active selling time." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "We have a few loosely integrated platforms, and people can sometimes find the right content at the right time." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Our salespeople search for content in several different places, leading to less active selling time." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "We have a centralized content platform, and people can usually find the right content at the right time." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Our salespeople find content in one single source of truth, allowing sellers to spend more time selling." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "We have a centralized content platform that is fully integrated with our CRM system, so that people can always find the right content at the right time." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Individuals across all the customer-facing teams easily find content in one single source of truth, allowing sellers to optimize active selling time." }, "result_descriptor_2": { "value": "" } } } }, "question2": { "question": { "limit": 200, "value": "How well is your customer-facing content tailored to buyer journeys?" }, "know_more": { "value": "In general, the steps in a buyer's journey include: awareness, consideration, decision, deployment, adoption, optimization, and expansion." }, "answers": { "answer1": { "answer": { "limit": 200, "value": "Our content is not tailored to buyer journeys." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Marketing does not create impactful and accessible content aligned to the buyer's journey." }, "result_descriptor_2": { "value": "That makes it difficult to efficiently guide buyers through the process." } }, "answer2": { "answer": { "limit": 200, "value": "We're starting to align our content with buyer journeys." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Marketing is beginning to optimize and align content to the buyer's journey, helping to speed up the buying process." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "We have a process, but the content itself isn't aligned with buyer journeys." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Marketing organizes content along the buyer journey, but is still working to create conversation-ready content that efficiently guides the buying process forward." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "We have a formal process and adaptive, conversation-ready content aligned with buyer journeys." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Marketing creates and organizes impactful content assets along the customer journey for all customer-facing roles." }, "result_descriptor_2": { "value": "This efficiently guides buyers forward faster and accelerates the buying process." } } } }, "question3": { "question": { "limit": 200, "value": "Does your customer-facing content consistently communicate the value of your solutions?" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "Our content is only product- and feature-focused, not value-focused." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Content is not value-focused, meaning our sellers are not able to have solution-driven, tailored buyer conversations." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "Our content is sometimes value-focused, but typically only feature-focused." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Content is occasionally value-focused, meaning our sellers are beginning to have more relevant, tailored buyer conversations." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "Our content is solely focused on high-level value, and does not adequately connect to product features and functionality." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Content is exclusively value focused, meaning there are gaps in product knowledge that prevent relevant, tailored conversations." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "Our content is primarily value-focused, with clear alignment and connection to features. It is adaptable to the ever-changing buyer needs." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Content and messaging are fully aligned to both brand values and product features, and is consistently updated to reflect evolving buyer needs." }, "result_descriptor_2": { "value": "" } } } }, "question4": { "question": { "limit": 200, "value": "How well are your customer-facing teams able to discover relevant content and deliver the right message for company updates, launches, or campaigns." }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "Company updates or launches are not aligned and customer-facing teams are not aware or equipped with content and messaging. " }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Company updates or launches happen in disorganized manner, and either doesn’t have the expected revenue impact or the revenue impact cannot be measured." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "Company updates or launches are somewhat aligned and customer-facing teams are aware but not effectively equipped with content and messaging. " }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Company updates or launches are only informally aligned, somewhat tailored, and show first impact revenue improvements." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "Company updates or launches follow a formal process and equip customer-facing teams with content and messaging. " }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Company updates or launches is well orchestrated, tailored to needs, and impacts revenue positively." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "Company updates or launches always follow a formal process, effectively equipping customer-facing teams with content and messaging based on effectiveness data. " }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Company updates or launches is well orchestrated, scalable, adaptive, data-driven, and impacts sales and revenue results positively." }, "result_descriptor_2": { "value": "" } } } } } }, "analytics_insights": { "title": { "value": "Analytics & Insights" }, "subtitle": { "value": "Assess yourself" }, "body": { "value": "In this section, we will ask questions about how you leverage engagement data to empower your Sales and Marketing teams and we'll also explore how you translate insights into relevant content, targeted coaching, and optimized knowledge transfer throughout the sales cycle." }, "questions": { "question1": { "question": { "limit": 200, "value": "Does your marketing team have visibility into the content that internal teams and customers are engaging with, and do they optimize content strategy based on that data?" }, "know_more": { "value": "Do you deliver data-led insights throughout seller and buyer journeys? Do you use insight to create more relevant content, targeted coaching, tailored engagements, and greater ROI?" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "The marketing team has no visibility on the content engagement from internal teams or customers." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "We are unable to know which content is most valuable and impactful on revenue." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "The marketing team has limited visibility into content performance insights for both internal teams and customers." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "We are partially able to discover the value and impact of content on revenue." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "The marketing team has visibility into content performance insights for both internal teams and customers, and use the data to inform content strategy." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "We are able to track and discover the value and impact of content on revenue." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "The marketing team has real-time visibility into content performance for both internal teams and customers. They effectively use these insights to optimize content strategy continually throughout the year." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "We are able to track and discover the value and impact of content on revenue, and use those insights to continually optimize our strategy to invest in more revenue-driving content." }, "result_descriptor_2": { "value": "" } } } }, "question2": { "question": { "limit": 200, "value": "Do customer-facing employees have visibility into buyer engagement at each stage in the journey, and are they able to tailor communications based on those insights?" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "We don't have a process in place to track and measure buyer engagement at any stage." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "There is only informal feedback on buyer engagement to gauge how content is driving impactful conversations." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "We have an informal and sporadic feedback loop to share what content and messaging is most effective at some stages." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "There are some analytics on buyer engagement to gauge how content is driving impactful conversations, but the insights are not formalized." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "We have a formal process in place to gauge how well our content and messaging resonates at each stage — but customer-facing employees are not able to adapt based on those insights." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "There are consistent analytics and formalized insights on buyer engagement to gauge how content is driving impactful conversations across each stage in the buying journey." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "We have an integrated and dynamic process that shows us how well content and messaging resonates at each stage, and customer-facing employees adapt the approach accordingly." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "We have consistent analytics and formalized insights on buyer engagement, and we use the insights to proactively create content that consistently drives impactful conversations across each stage of the buyer journey." }, "result_descriptor_2": { "value": "" } } } }, "question3": { "question": { "limit": 200, "value": "How easily are you able to measure the effectiveness of sellers and provide support for buyer conversations?" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "We don't know how effective our sellers are and are unable to provide support where they need it." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Seller effectiveness data is unavailable, meaning enablement teams are unable to identify or minimize any knowledge gaps." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "We are able to measure the effectiveness of our sellers across some of the stages of the sales cycle, but are not equipped to provide related support." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Sales effectiveness data is partially available, but is not turned into insights to inform efforts to support buyer conversations or minimize knowledge gaps." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "We are able to measure the effectiveness of our sellers across all stages of the sales cycle, and equipped to provide some related support for buyer conversations." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Sales performance and active selling time have improved, as knowledge gaps have decreased and relevant content is mostly accessible to support buyer conversations." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "We are able to measure the effectiveness of our sellers across all stages of the sales cycle, and provide quality support for sellers to handle all buyer feedback and questions." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Revenue has increased and deals are closed faster, as knowledge gaps are minimized and relevant content is accessible to fully support buyer conversations." }, "result_descriptor_2": { "value": "" } } } }, "question4": { "question": { "limit": 200, "value": "How easily are you able to measure the effectiveness of your enablement programs and connect it to revenue? " }, "know_more": { "value": "Enablement programs may include training and coaching for sellers." }, "answers": { "answer1": { "answer": { "limit": 200, "value": "We are not able to measure the effectiveness of our enablement programs." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Sales enablement programs are not measured or tracked back to business goals or revenue impact." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "We are able to measure the effectiveness of our enablement programs, but are not able to attribute it to an increase in seller performance or revenue yet." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Sales engagement data is available but is not turned into insights to attribute training and coaching efforts to revenue impact." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "We are able to measure the connection between the sales enablement programs and seller performance, but are only just beginning to attribute program effectiveness to an increase in revenue." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Sales engagement data is available but is not clearly connected to how it improves revenue growth." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "We are able to measure the connection between the sales enablement programs and sellers performance, and attribute program effectiveness to an increase in revenue." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "The impact of training on performance and revenue is tracked and training initiatives are adjusted to further improve revenue numbers." }, "result_descriptor_2": { "value": "" } } } } } }, "seller_effectiveness": { "title": { "value": "Seller Effectiveness" }, "subtitle": { "value": "Assess yourself" }, "body": { "value": "In this section, we will ask questions on how you currently empower your sellers to do the right thing(s) at the right time, at each stage of the sales cycle, to drive continuous improvement in buyer-seller conversations." }, "questions": { "question1": { "question": { "limit": 200, "value": "How well does your onboarding program get customer—facing employees up to full productivity?" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "New hire onboarding is inconsistent, with long ramp times." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Onboarding is not impactful, repeatable, or scaleable. It takes a very long time for sellers to ramp up to full productivity." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "New hire onboarding is fairly consistent, with okay ramp times — but there's room for improvement." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Onboarding is relatively impactful and repeatable, but not very scaleable. The time for sellers to ramp up to full productivity is mediocre, but improving." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "New hire onboarding is formalized and effective, and generating consistent results." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Onboarding is impactful, repeatable, and scaleable. Sellers ramp up to full productivity in a timely manner that meets sales' goals." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "Our new hire onboarding engine adapts to unique needs, shortening time-to-productivity and exceeding expectations." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Onboarding is impactful, repeatable, and scaleable, and we are able to adapt it to specific seller learning needs. Sellers consistently ramp up to full productivity quickly to meet revenue team goals." }, "result_descriptor_2": { "value": "" } } } }, "question2": { "question": { "limit": 200, "value": "How do you gather and share best practices of your top perfoming customer-facing employees with the rest of the team?" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "We have not tried to harvest our own best practices." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "We do not collect or evaluate best practices, leading to reduced seller productivity." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "Our people have what they need to identify the right solution(s) for some buyers." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "We informally collect and share best practices, but seller productivity is still low." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "We have a process in place to harvest (and make use of) our own best practices." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "We have formalized a program to collect, evaluate, and share the best practices of our customer-facing professionals to drive seller productivity." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "We have a highly effective process in place to harvest our own best practices and incorporate them into our sales activity to show impact with continuous improvement." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "We have an established program to collect and evaluate best practices of our customer-facing professionals, and we effectively share them throughout the organization to optimize seller productivity." }, "result_descriptor_2": { "value": "" } } } }, "question3": { "question": { "limit": 200, "value": "How much have you invested in developing training, coaching, and learning programs to improve sales success metrics? (e.g. win rate, deal size, sales cycle)" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "Little to no investement in training, tools or support." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Key sales metrics, such as win rates and deal sizes, are not supported or improved by investments in training or tools." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "Some investment in training, tools or support." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "There are some investments in training and tools, but they have yet to improve key sales metrics, such as win rates and deal sizes." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "A good amount of investment in training, tools and support, but yet to see an improvement in sales success metrics." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "There are considerable investments in training and tools, but they have yet to substantially improve key sales metrics, such as win rates and deal sizes." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "A high level of investment in training, tools and support that help increase win rates and improve sales cycles." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Our high level of investments in training and tools have substantially improved key metrics, such as win rates, deal sizes, customer retention." }, "result_descriptor_2": { "value": "" } } } }, "question4": { "question": { "limit": 200, "value": "Are your Sales and Revenue leaders equipped to deliver effective team preparation, management and coaching?" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "Our Sales and Revenue Leaders usually have to \"figure it out\" on their own." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Sales coaching is left up to individual sales managers, and happens informally or not at all." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "We've begun to address the Enablement gap for Sales and Revenue leaders." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Sales coaching is expected, but informal due to lack of process or formalized sales manager training." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "We've formalized a Sales and Revenue leader development program." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Sales coaching is required, there is a formal processs, and sales manager coaching skills are developed." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "We have a fully developed and dynamic Sales and Revenue Leader enablement infrastructure in place." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Sales coaching is a dynamic process, and coaching efforts are adaptive, consistently improved, and personalized." }, "result_descriptor_2": { "value": "" } } } } } }, "buyer_engagement": { "title": { "value": "Buyer Engagement" }, "subtitle": { "value": "Assess yourself" }, "body": { "value": "In this section, we will ask questions on how you currently ensure that your seller delivers an interactive and impactful evaluation experience that proves a solution's business value to multiple buyer stakeholders." }, "questions": { "question1": { "question": { "limit": 200, "value": "How effective are your customer-facing employees at personalizing communication and delivering the right solution based on the unique buyer challenges, role, and industry?" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "Our people aren't enabled to consistently identify the right solution for buyers and personalize communication." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Our customer-facing professionals struggle to create strong connections with buyers because they are not capable of identifying the right solution for the buyer, nor are they able of personalize the buying experience." }, "result_descriptor_2": { "value": "Sellers are not able to tailor their conversations to the buyers' role, challenges, context, customer journey phase." } }, "answer2": { "answer": { "limit": 200, "value": "Our customer-facing professionals are moderately successful at creating strong connections with buyers because they somewhat able to identify the right solution, but are not able to personalize the buying experience." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Our customer-facing professionals are moderately successful at creating strong connections with buyers because they somewhat able to identify the right solution, but are not able to personalize the buying experience." }, "result_descriptor_2": { "value": "Only some sellers are able to tailor their conversations to the buyers' role, challenges, context, customer journey phase." } }, "answer3": { "answer": { "limit": 200, "value": "Our people are equipped to identify, personalize and effectively communicate the right solution for most buyers." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Our customer-facing professionals create strong connections with buyers because they are able to identify the right solution for the buyer and usually personalize buying experience." }, "result_descriptor_2": { "value": "Most sellers are able to tailor their conversations to the buyers' role, challenges, context, customer journey phase." } }, "answer4": { "answer": { "limit": 200, "value": "Our people are effectively equipped to engage buyers in value-focused conversations that identify, personalize, communicate and deliver the right solution nearly every time." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Our customer-facing professionals have strong connections with customers because they are always able to identify the right solution for the buyer and personalize the buying experience." }, "result_descriptor_2": { "value": "All sellers are able to tailor their conversations to the buyers' role, challenges, context, customer journey phase." } } } }, "question2": { "question": { "limit": 200, "value": "How well are your customer-facing employees equipped to align diverse buying team stakeholders?" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "It takes many meetings to align the buying team." }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Stakeholder management is challenging, resulting in slow or stalled sales cycles. " }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "We have an informal process in place to better align buying team stakeholders." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "We have an informal process to align stakeholders, but sales cycles remain slow and follow-ups are laborious." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "We have a formal enablement program in place to bring buying team stakeholders into alignment more easily." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "We have a formal process to align buying team stakeholders around a shared view on desired outcomes to drive deal velocity." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "We have an adaptive enablement program in place to fully orchestrate alignment for a widely diverse set of buying team stakeholders." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "We have an adapative and shared view of how to align stakeholders around desired outcomes to proactively." }, "result_descriptor_2": { "value": "" } } } }, "question3": { "question": { "limit": 200, "value": "How well are your customer-facing teams able to continuously collaborate with buyers across the entire buyer journey?" }, "know_more": { "value": "Do you have a unified platform where sellers and buyers can collaborate and co-create via personalized communication channels and modern storytelling formats?" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "All communication is one-way with no opportunity for collaboration with buyers. " }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Sellers are unable to collaborate effectively with buyers and build smooth and cohesive relationships." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "Communication is mostly one-way with limited opportunities to collaborate with buyers across some stages of the buyer journey. " }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Sellers are sometimes able to collaborate with buyers in indirect ways, but still fail to build smooth and cohesive relationships." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "Customer-facing teams mostly communicate with buyers in environments adapted for synchronous and asynchronous collaboration, and are able to readily respond to buyer questions and feedback across some buyer journey stages." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Sellers share content and collaborate with buyers throughout some of the journey across a variety of digital channels, creating a stable sales experience." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "Customer-facing teams always communicate with buyers in environments adapted for synchronous and asynchronous collaboration, and are able to readibly respond to buyer questions and feedback across the entire buyer journey." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Sellers consistently share content and collaborate with buyers across a variety of two-way digital channels, creating a smooth and cohesive sales experience." }, "result_descriptor_2": { "value": "" } } } }, "question4": { "question": { "limit": 200, "value": "Do your customer-facing employees have access to the types of content, training and tools to lead non-linear, interactive conversations with buyers?" }, "know_more": { "value": "" }, "answers": { "answer1": { "answer": { "limit": 200, "value": "Our people still rely on basic pitch decks and static materials that are not adaptable to non-linear conversations with buyers. " }, "weight": { "value": "1" }, "result_descriptor_1": { "value": "Buyers find the process to be difficult, complicated, or generic, and frequently become disengaged." }, "result_descriptor_2": { "value": "" } }, "answer2": { "answer": { "limit": 200, "value": "Our people have some access to content, training and tools that can help to drive non-linear conversations and incite buyer action." }, "weight": { "value": "2" }, "result_descriptor_1": { "value": "Buyers find the process to be difficult and a bit generic, and sometimes become disengaged." }, "result_descriptor_2": { "value": "" } }, "answer3": { "answer": { "limit": 200, "value": "Our people have a variety of content types, training and tools to enable non-linear buyer engagement and accelerate action." }, "weight": { "value": "3" }, "result_descriptor_1": { "value": "Buyers find the process to be clear and engaging throughout most stages of the journey." }, "result_descriptor_2": { "value": "" } }, "answer4": { "answer": { "limit": 200, "value": "Our people have a dynamic suite of content types, training and tools to fuel non-linear, adaptive buyer engagement and accelerate sales." }, "weight": { "value": "4" }, "result_descriptor_1": { "value": "Buyers find the process to be clear, engaging, and personalized throughout every stage of the journey." }, "result_descriptor_2": { "value": "" } } } } } } }, "maturity_levels": { "level_1": { "value": "Ad Hoc", "description": "Domain level 1" }, "level_2": { "value": "Emerging", "description": "Domain level 2" }, "level_3": { "value": "Established", "description": "Domain level 3" }, "level_4": { "value": "Adaptive", "description": "Domain level 4" } }, "results_page": { "title": { "value": "My Results", "description": "Main title text on the results page" }, "nav_bar": { "back_button_text": { "value": "Back to questions", "description": "Back to questions button text on the results page" }, "finish_button_text": { "value": "Complete assessment", "description": "Finish the meeting button text on the results page" } }, "legend": { "my_data": { "value": "My data", "description": "Legend key text for my data on the results page" } }, "more_info_button": { "value": "More info", "description": "More information button text on the graphs on the results page" }, "descriptions": { "exporting_text": { "value": "Exporting", "description": "Text to show an asset has been marked for export on the results page" }, "mark_for_export_text": { "value": "Mark for export", "description": "Text to show an asset has not been marked for export on the results page" }, "documents_text": { "value": "Useful Documents", "description": "Title text to show for the documents on the details view on the results page" } }, "use_cases": { "sales_content_management": { "title": { "value": "Where are you today?" }, "domain_descriptors": { "_1": { "level_1": { "value": "Content has no real organization. It is unstructured, inconsistent, and distributed across various sources. " }, "level_2": { "value": "Content is organized, structured, and managed in a single place." }, "level_3": { "value": "Content is organized and structured with a single source of truth. We have interactive, integrated, tailored and scalable content at the ready." }, "level_4": { "value": "Content is scalable and adaptive within a single source of truth. We have engaging content that covers the entire customer journey and buyer experience." } }, "_2": { "level_1": { "value": "Content is not timely nor relevant to buyer needs at each stage in their journey. " }, "level_2": { "value": "Content is timely relevant to the buyer stages, however it is not distributed to sales at scale or with ease." }, "level_3": { "value": "Sellers are easily guided to timely and relevant content for each buyer stage." }, "level_4": { "value": "Sellers are easily guided to timely and relevant content for each buyer stage, and the content is targeted based on data-driven insight on the role, industry, size, and more." } }, "_3": { "level_1": { "value": "Sales creates (not customizes) a lot of content on their own." }, "level_2": { "value": "Sales creates (not customizes) some content on their own." }, "level_3": { "value": "Sales creates almost no content on their own, they only customize content." }, "level_4": { "value": "Sales creates no content on their own, they only customize content." } } } }, "analytics_insights": { "title": { "value": "Where are you today?" }, "domain_descriptors": { "_1": { "level_1": { "value": "There are hardly any analytics available to teams." }, "level_2": { "value": "Analytics are tracked, but insights are not used to optimize efforts." }, "level_3": { "value": "Analytics are used, but insights are only minimally effective to optimize efforts." }, "level_4": { "value": "Analytics are used to effectively optimize content, seller and engagement efforts." } }, "_2": { "level_1": { "value": "Marketing has no idea what the sales team is using and what prospects are viewing." }, "level_2": { "value": "Marketing has a limited view of what the sales team is using, but no concrete analytics on what resonates with prospects." }, "level_3": { "value": "Marketing understands what overall assets the sales team is using and what prospects are looking at." }, "level_4": { "value": "Marketing understands what the sales team is using and what resonates with prospects – down to the individual pages or topics shared." } }, "_3": { "level_1": { "value": "Sales engagement data is not tracked nor catalogued for use." }, "level_2": { "value": "Sales engagement data is available but is not turned into insights to inform training and coaching efforts." }, "level_3": { "value": "The enablement team has sales engagement data but is unable to clearly connect it to revenue." }, "level_4": { "value": "The enablement team can connect sales engagement data with revenue to give a clear view of the ROI from training and coaching programs." } } } }, "seller_effectiveness": { "title": { "value": "Where are you today?" }, "domain_descriptors": { "_1": { "level_1": { "value": "There are no sales effectiveness initiatives or training, or at least not in alignment with enablement." }, "level_2": { "value": "There are some sales effectiveness initiatives and training, and they are mostly aligned to enablement efforts." }, "level_3": { "value": "There are fully established sales effectiveness initiatives and training that aligns to enablement efforts and strategy." }, "level_4": { "value": "There are fully aligned sales effectiveness initiatives and training to be dynamically adaptable with enablement efforts and strategy." } }, "_2": { "level_1": { "value": "Training and coaching is isolated and irregular." }, "level_2": { "value": "Training and coaching is provided by various teams, and there are no set guidelines or best practices. " }, "level_3": { "value": "Training and coaching is orchestrated across teams with set guidelines, but there is little insight on top perfomer best practices. " }, "level_4": { "value": "Training is based on behaviors from top performers that are clearly identified, and scaled to become company-wide best practices. There are also training programs to equip sales leaders with coaching and management skills." } } } }, "buyer_engagement": { "title": { "value": "Where are you today?" }, "domain_descriptors": { "_1": { "level_1": { "value": "Buyer engagement is inconsistent and ineffective, resulting in buyers not perceiving sellers as trusted advisors." }, "level_2": { "value": "Some sellers drive limited personalized engagement and collaboration opportunities, positioning themselves as trusted advisors, but the sales team lacks scalable enablement." }, "level_3": { "value": "Most sellers drive buyer engagement with personalization, collaboration, and dynamic content, while many are seen as trusted advisors by the buying team." }, "level_4": { "value": "All sellers drive buyer engagement through personalized, collaborative, and dynamic content that adapts to the entire buying journey, while also being enabled and seen as trusted advisors by stakeholders across the entire buying team." } } } } }, "graphs": { "overall_graph": { "title": { "value": "Overall Score", "description": "Graph title for the overall graph on the results page" } }, "sales_content_management_graph": { "title": { "value": "Sales Content Management", "description": "Graph title for the sales content management graph on the results page" } }, "seller_effectiveness_graph": { "title": { "value": "Seller effectiveness", "description": "Graph title for the seller effectiveness graph on the results page" } }, "analytics_graph": { "title": { "value": "Analytics & Insight", "description": "Graph title for the analytical insights graph on the results page" } }, "buyer_engagement_graph": { "title": { "value": "Buyer engagement", "description": "Graph title for the buyer engagement graph on the results page" } } }, "benchmarks_bar": { "title": { "value": "Benchmark data", "description": "Main title text on the benchmark panel on the results page" }, "subtitle": { "value": "Select 1 or 2", "description": "Subtitle text on the benchmark panel on the results page" }, "info_panel_1_title": { "value": "Industry", "description": "Info panel (expand content 1) text on the benchmark panel on the results page" }, "info_panel_2_title": { "value": "Company Size", "description": "Info panel (expand content 2) text on the benchmark panel on the results page" } } }, "overview_page": { "overall": { "value": "overall" }, "preview": { "value": "preview" }, "benchmarks": { "value": "Benchmarks" }, "benchmarks_selected": { "value": "benchmark(s) selected" }, "available_benchmarks": { "value": "Available benchmarks" }, "unavailable_benchmarks": { "value": "Unavailable benchmarks" }, "too_many_benchmarks": { "value": "You can only select 2 benchmarks at the same time" }, "sizes_selected": { "value": "size(s) selected" }, "show_hide_options": { "value": "Show/Hide Options" }, "industry": { "value": "Industry" }, "company_size": { "value": "Company Size" }, "previous_meetings": { "value": "Previous Meetings" }, "no_goal_selected": { "value": "No goal selected, you can add from presets or click here and type a custom goal" }, "click_here": { "value": "Click here and type a custom goal" }, "go_back": { "value": "Go Back" }, "goals": { "value": "Goals" }, "set_goals": { "value": "Set Goals" }, "presets": { "value": "Presets" }, "select_a_preset": { "value": "Select a Preset" }, "your_score": { "value": "Your score" }, "highlight_delay": { "value": "2", "description": "Delay between highlight animations in seconds" }, "highlight_duration": { "value": "1.5", "description": "Duration of zoom in and zoom out animation (total time is *2) in seconds" }, "report": { "generating_report": { "value": "Generating Report" }, "your_custom_report": { "value": "generating your custom report" }, "results_for_title": { "value": "Results for" }, "language_code": { "value": "en", "description": "The language code for the template: en, fr or de" } }, "details": { "sales_content_management": { "title": { "value": "Where are you today?" }, "use_case_descriptors": { "_1": { "level_1": { "value": "Content has no real organization. It is unstructured, inconsistent, and distributed across various sources. " }, "level_2": { "value": "Content is organized, structured, and managed in a single place." }, "level_3": { "value": "Content is organized and structured with a single source of truth. We have interactive, integrated, tailored and scalable content at the ready." }, "level_4": { "value": "Content is scalable and adaptive within a single source of truth. We have engaging content that covers the entire customer journey and buyer experience." } }, "_2": { "level_1": { "value": "Content is not timely nor relevant to buyer needs at each stage in their journey. " }, "level_2": { "value": "Content is timely relevant to the buyer stages, however it is not distributed to sales at scale or with ease." }, "level_3": { "value": "Sellers are easily guided to timely and relevant content for each buyer stage." }, "level_4": { "value": "Sellers are easily guided to timely and relevant content for each buyer stage, and the content is targeted based on data-driven insight on the role, industry, size, and more." } }, "_3": { "level_1": { "value": "Sales creates (not customizes) a lot of content on their own." }, "level_2": { "value": "Sales creates (not customizes) some content on their own." }, "level_3": { "value": "Sales creates almost no content on their own, they only customize content." }, "level_4": { "value": "Sales creates no content on their own, they only customize content." } } } }, "analytics_insights": { "title": { "value": "Where are you today?" }, "use_case_descriptors": { "_1": { "level_1": { "value": "There are hardly any analytics available to teams. " }, "level_2": { "value": "Analytics are tracked, but insights are not used to optimize efforts. " }, "level_3": { "value": "Analytics are used, but insights are only minimally effective to optimize efforts. " }, "level_4": { "value": "Analytics are used to effectively optimize content, seller and engagement efforts. " } }, "_2": { "level_1": { "value": "Marketing has no idea what the sales team is using and what prospects are viewing. " }, "level_2": { "value": "Marketing has a limited view of what the sales team is using, but no concrete analytics on what resonates with prospects." }, "level_3": { "value": "Marketing understands what overall assets the sales team is using and what prospects are looking at." }, "level_4": { "value": "Marketing understands what the sales team is using and what resonates with prospects – down to the individual pages or topics shared." } }, "_3": { "level_1": { "value": "Sales engagement data is not tracked nor catalogued for use." }, "level_2": { "value": "Sales engagement data is available but is not turned into insights to inform training and coaching efforts." }, "level_3": { "value": "The enablement team has sales engagement data but is unable to clearly connect it to revenue." }, "level_4": { "value": "The enablement team can connect sales engagement data with revenue to give a clear view of the ROI from training and coaching programs." } } } }, "seller_effectiveness": { "title": { "value": "Where are you today?" }, "use_case_descriptors": { "_1": { "level_1": { "value": "There are no sales effectiveness initiatives or training, or at least not in alignment with enablement." }, "level_2": { "value": "There are some sales effectiveness initiatives and training, and they are mostly aligned to enablement efforts." }, "level_3": { "value": "There are fully established sales effectiveness initiatives and training that aligns to enablement efforts and strategy." }, "level_4": { "value": "There are fully aligned sales effectiveness initiatives and training to be dynamically adaptable with enablement efforts and strategy." } }, "_2": { "level_1": { "value": "Training and coaching is isolated and irregular." }, "level_2": { "value": "Training and coaching is provided by various teams, and there are no set guidelines or best practices." }, "level_3": { "value": "Training and coaching is orchestrated across teams with set guidelines, but there is little insight on top perfomer best practices." }, "level_4": { "value": "Training is based on behaviors from top performers that are clearly identified, and scaled to become company-wide best practices. There are also training programs to equip sales leaders with coaching and management skills." } } } }, "buyer_engagement": { "title": { "value": "Where are you today?" }, "use_case_descriptors": { "_1": { "level_1": { "value": "Buyer engagement is inconsistent and ineffective, resulting in buyers not perceiving sellers as trusted advisors." }, "level_2": { "value": "Some sellers drive limited personalized engagement and collaboration opportunities, positioning themselves as trusted advisors, but the sales team lacks scalable enablement." }, "level_3": { "value": "Most sellers drive buyer engagement with personalization, collaboration, and dynamic content, while many are seen as trusted advisors by the buying team." }, "level_4": { "value": "All sellers drive buyer engagement through personalized, collaborative, and dynamic content that adapts to the entire buying journey, while also being enabled and seen as trusted advisors by stakeholders across the entire buying team." } } } } } }, "goals_page": { "next_steps": { "value": "Next steps" }, "drag_and_set": { "value": "Drag and set your priorities" }, "save_and_share": { "value": "Share report" }, "save": { "value": "Save meeting" }, "home": { "value": "Back to start" } }, "benchmarks": { "industries": { "benchmark_1": { "name": { "value": "Chemicals" }, "benchmark_values": { "sales_content_management": { "value": "32" }, "analytics_insights": { "value": "51" }, "seller_effectiveness": { "value": "65" }, "buyer_engagement": { "value": "57" }, "overall": { "value": "55" } } }, "benchmark_2": { "name": { "value": "Construction" }, "benchmark_values": { "sales_content_management": { "value": "46" }, "analytics_insights": { "value": "38" }, "seller_effectiveness": { "value": "35" }, "buyer_engagement": { "value": "33" }, "overall": { "value": "38" } } }, "benchmark_3": { "name": { "value": "Consulting and Services" }, "benchmark_values": { "sales_content_management": { "value": "49" }, "analytics_insights": { "value": "49" }, "seller_effectiveness": { "value": "57" }, "buyer_engagement": { "value": "47" }, "overall": { "value": "51" } } }, "benchmark_4": { "name": { "value": "Consumer Products and Services" }, "benchmark_values": { "sales_content_management": { "value": "39" }, "analytics_insights": { "value": "32" }, "seller_effectiveness": { "value": "29" }, "buyer_engagement": { "value": "22" }, "overall": { "value": "31" } } }, "benchmark_5": { "name": { "value": "Energy and Primary Goods" }, "benchmark_values": { "sales_content_management": { "value": "53" }, "analytics_insights": { "value": "55" }, "seller_effectiveness": { "value": "60" }, "buyer_engagement": { "value": "54" }, "overall": { "value": "55" } } }, "benchmark_6": { "name": { "value": "Finance" }, "benchmark_values": { "sales_content_management": { "value": "55" }, "analytics_insights": { "value": "53" }, "seller_effectiveness": { "value": "60" }, "buyer_engagement": { "value": "50" }, "overall": { "value": "56" } } }, 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