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Comcast Spotlight Finds Cross-Departmental Success with ClearSlide

Company
Creating custom marketing solutions for local, regional, and national advertisers.

With a presence in 80 markets, reaching over 35 million homes, Comcast Spotlight is a valuable solution in TV advertising. Proven experts in helping customers become more effective and efficient with their advertising spend, the company prides itself in making advertising easy to buy, and enhancing the value of spot cable advertising with the latest technologies.

Challenge
Trials in managing sales people, content, and customer needs

Comcast Spotlight's sales process pre-ClearSlide was one severely lacking visibility. Sales managers had little insight into the activities of their sales force, the marketing department wasn't able to gauge what content was being used, and sales people had little to no visibility into the needs of their prospects.

While Craig lacked insight into his sales team's presentations, Tricia Conwell, an Account Executive on Craig's team, experienced something similar in regards to her prospects.

Additionally Michelle McCulloch, the Director of Marketing, was unable to see what content was being utilized by the sales team and what materials were having a positive impact on their customers. All Comcast Spotlight departments were feeling the strain of having to play the guessing game.

Solution
A sales tool can't be enjoyable to work with, can it?

Often, rolling a new tool out to an entire company is met with reluctance and a general lack of enthusiasm. The opposite occurred when Craig Coane introduced ClearSlide to Comcast Spotlight.

This company-wide enthusiasm led to a quick and easy implementation of the ClearSlide platform. It wasn't long before the tool became integral to many of the employees' daily functions.

“ Once you get buy-in from a sales force that sees the real true advantages of a product like that, it really becomes a no brainer.”
-Craig Coane, VP Sales for West Division
Result
With ClearSlide, everybody wins

Post-ClearSlide adoption, Comcast Spotlight saw positive results throughout the company. Often on the road, Craig Coane saw great benefit in ClearSlide's agility and ease of use.

His account executives also felt the positive impact of ClearSlide. Tricia was able to achieve increased visibility into what her customers were looking for: "It shortens the sales cycle by at least 2/3 by allowing me to understand what exactly they want me to talk about."

Her colleague Christine Lyles has seen a huge improvement in the efficiency of her prospecting: “ClearSlide has changed my sales process in so many ways. The biggest way that has made the most impact has been in my cold calling and some of my prospecting. When I start to get all of those view alerts and I can see what everyone is looking at, it's a very exciting day for me because then I know what they have spent time on and my follow up calls are not only warm calls, they are of a much higher quality.”

The benefits of ClearSlide weren't limited to sales, as the marketing team also saw great results. They were able to streamline their content and make it more readily available for sales teams. “The marketing team has started to use ClearSlide as we create base content for the sales team to use. They can easily grab it, customize it for their client and get it back up into the ClearSlide platform quickly and efficiently. It's great because sales teams can use materials faster, assemble them quicker, get them to clients quicker.”

Comcast Spotlight's experience with ClearSlide is a true testament to the platform as it has proven its agility and positive impact in a wide range of different departments within the company. ClearSlide not only helps managers better coach their teams and sales people to better sell, but also helps marketing teams see increased efficiency on their enablement of the sales process.

Challenge
Sales process lacked visibility
Managers lacked insight into activities of sales force
Marketing team was unaware what collateral was being used
Reps had no visibility of the needs of their prospects
Solution
ClearSlide gave managers insights of sales activity
Analytics provided feedback to marketing team of used content
Reps better understood the needs of potential customers
Result
Sales cycle was reduced by 65%
Sales teams can use materials faster, assemble them quicker, get them to clients right away
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