Sales Hacker

DECEMBER 14, 2022

It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. Collateral. Make sure your team has all the collateral that they need in one place. Case studies. Why sales enablement matters. Motivations. Objections.

Sales Meeting 91

Sales Meeting Meeting Collateral Ideal Customer Profile 91

Allego

JANUARY 12, 2023

They conducted two real-world behavioral studies to learn what increases sellers’ willingness to use a new piece of marketing collateral. Yes, in this case, the messenger is to blame. Presenting new content with a case study or a demonstration increased likelihood of use by roughly 30% over basic information alone.

Collateral 106

Collateral Marketing Report Motivation 106

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Use a mobile platform so that formal sales collateral and informal learning is available from anywhere at any time.

Revenue 128

Revenue Scale Collateral Harvest 128

DocSend

JUNE 21, 2022

Imagine this scenario: your prospect says they’re the main decision-maker, but then forwards your collateral to their boss, the real decision-maker. DocSend lets you know when prospects engage with your collateral, and with whom they share it. See exactly which collateral helps close deals. The best part?

Scale 88

Scale Closing Collateral Top of Funnel 88

Sales Hacker

AUGUST 12, 2021

Essential collateral: buyer personas, deal milestone timelines. Essential collateral: plays or scripts with qualifying questions that round out the buying team. Essential collateral: email templates, marketing content, buyer personas, sales tech. Essential collateral: buyer personas and UVP. The average deal now has 5.8

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Janek Performance Group

AUGUST 23, 2023

Establish Credibility Through Case Studies and Testimonials Effective sales collateral starts with the collaboration of your sales and marketing teams. Collateral stays with buyers when meetings and calls end. This means highlighting solutions that solve problems and alleviate stress. It must inspire action.

B2B 62

B2B Case Study Collateral ACT 62

Sales Hacker

JUNE 1, 2022

Host a discovery call, then add customized post-meeting notes to a case study and send it as meeting follow-up. Bonus: Study “ first principles thinking ” to learn how to get to the root of a prospect’s pain points without taking any of their time to ask about it. Make the most of your sales collateral. Solution mock-ups.

Buyer 95

Buyer Collateral Case Study Follow-up 95

No More Cold Calling

NOVEMBER 3, 2011

You don’t have time to wait until marketing creates case studies. Case studies have their place: they’re collateral on your website, you may include them in a proposal, or leave them behind after a presentation. Let marketing work on the case study. Here’s how to set up and tell the sales story.

Case Study 240

Case Study Collateral How To Face-to-face 240

SalesFuel

MARCH 20, 2024

She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.” It’s time to show the value you can bring to their business, as well as current clients’ ROI. Additionally, make sure to emphasize the stellar customer experience you deliver.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

SBI

JULY 14, 2019

It helps them capture more leads and customers, create compelling content, communicate product differentiation, compare collateral effectiveness, and close more business. Resources All Case Studies eBook ebooks & Guides Interview Video Video Reviews Webinars. Case Studies. Nancy Nardin, Smart Selling Tools.

Video 93

Video Case Study eBook Field Sales 93

SBI

OCTOBER 27, 2019

With iPresent, you can organize your existing collateral in a way that’s intuitive for your salespeople (think Netflix). Resources All Blog Article Case Studies ebooks & Guides Funding & Acquisitions Guide Industry News Interview Video Video Reviews Webinars. Case Studies. Case Studies.

Video 59

Video Cost Per Thousand Case Study Collateral 59

Allego

MARCH 31, 2022

On the sales side, sellers couldn’t find collateral in the content management system. On the marketing side, Tripadvisor’s product marketing team devoted considerable time and effort to creating sales collateral. Sellers Facing New Demands of Virtual Selling. And it had to provide insight into content usage. Learn More.

Collateral 62

Collateral Marketing Tourism Travel 62

Sales and Marketing Management

JUNE 26, 2017

Product marketing can often create last-minute collateral to help close the gap on competitive pushback with specific deals. . For example, if the CFO of one of your in pipeline accounts visits your site, you may want to show them your ROI case study instead of your tips and tricks videos. Yet this is not enough.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Sales and Marketing Management

NOVEMBER 16, 2020

It goes beyond the friendly, but unfortunately biased, conversations marketers may have for the purposes of customer case studies or testimonials. The voice of the market (VOM) is an expanded view that goes beyond gleaning information solely from customers. Those people are already fans).

Conversion 177

Conversion Marketing Customer Trade Show 177

Highspot

JANUARY 29, 2024

Work with your enablement and marketing teams to ensure you have the right sales collateral to engage effectively. Build on Success Stories: Share success stories or case studies that resonate with the prospect’s situation. This preparation will boost your confidence and increase your chances of closing a deal.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Sales and Marketing Management

DECEMBER 14, 2020

However, constantly spinning your wheels to create the latest and greatest marketing collateral to share with your sales team can be an incredibly exhausting task. . This often comes in the form of customer case studies and testimonials that specifically showcase results. Podcasts offer a creative way to engage your audience.

Buyer 136

Buyer B2B Account Based Marketing Collateral 136

Allego

DECEMBER 11, 2020

If you’re like most marketers, you’ve got a full production calendar of solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Use a mobile platform so that formal sales collateral and informal learning is available from anywhere at any time. 4 Make It Mobile.

Collateral 83

Collateral Marketing Harvest Scale 83

Allego

DECEMBER 21, 2022

Winning content is the collateral that helps close deals—moving buyers through the pipeline from first touch to contract. Types of content to share include supplemental assets that help the buyer understand your solution and how it can solve the buyer’s problems—case studies, solution briefs, customer testimonials.

Strategy 62

Strategy Collateral Case Study Video 62

Janek Performance Group

SEPTEMBER 12, 2022

We have published countless blogs, case studies, white papers, and other collateral. But despite unforeseen trials and tribulations, these pillars have held for as long as sellers have sold. Over the years, Janek has developed an extensive, award-winning catalog of training and coaching programs.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Janek Performance Group

OCTOBER 17, 2023

Here are ways to become one: Know their business and industry Leverage sales collateral Employ testimonials Form strategic partnerships For sales reps, being a thought leader starts with knowing your prospects. Next is the sales collateral you provide. It’s a deep knowledge of their organization and industry.

Collateral 62

Collateral Social Media Referrals Social Selling 62

SBI

MAY 17, 2018

Seismic centralizing all sales collateral into one area, and then automatically distributes it to other tools where sellers spend most of their time, such as in their CRM, their email client, or their mobile device. Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today?

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

Mindtickle

APRIL 7, 2023

This includes activities such as providing sales training and coaching, developing sales collateral and tools, and ensuring that sales teams have access to the right information and resources to close deals. Sales enablement refers to the strategies, processes, and technologies that support and empower sales teams to sell more effectively.

Revenue 52

Revenue Face-to-face Collateral Lead Rank 52

Allego

NOVEMBER 3, 2022

You have a sales content library full of collateral, videos, reports, eBooks and more. From the first eBook a prospect downloads to the last case study they read, deal content tracking shows how and when your sales material influences the deal and contributes to actual dollars. But do you know how effective that content is?

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

Hubspot Sales

MAY 26, 2020

Additionally, some battle cards may be predominantly utilized internally for sales rep reference, while others are beneficial as prospect-facing collateral as comparison sheets. These are still sales collateral pieces, and while it’s important to be truthful, make sure your battle card doesn’t create more harm than good in the sales cycle.

Sales Process 116

Sales Process Collateral Comparison How To 116

Partners in Excellence

MARCH 25, 2023

Look for a platform that allows you to create and manage different types of content, such as sales decks, case studies, product brochures, and videos. It also includes case studies of companies that have used Highspot to drive sales effectiveness and revenue growth.

Lead Rank 62

Lead Rank Case Study Analytics Lead Scoring 62

Mindtickle

MAY 2, 2023

This can include training on sales techniques, product knowledge, and objection handling, as well as access to marketing collateral, customer testimonials, and other materials that can help them in their sales process. This can include topics such as objection handling, lead qualification, and negotiation.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Hubspot Sales

MAY 10, 2023

If you have specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them. Once you have a pulse on their concerns, you can acknowledge that your solution costs more, but that the extra cost is more than compensated for by long-term ROI.

Decision Maker 122

Decision Maker Scale How To Hiring 122

Highspot

DECEMBER 19, 2023

Case Studies Case studies demonstrate real-world applications and successes, providing sales teams with concrete examples to illustrate value to potential clients. Marketing Collateral Including marketing collateral like brochures and presentations aids sales professionals in showcasing products or services.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

PandaDoc

APRIL 24, 2023

Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers. Case studies Case studies are often at the core of a successful content marketing strategy.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

LeveragePoint

FEBRUARY 20, 2018

For effective use early in the sales cycle, Value Propositions should be designed as Flexible Case Studies. Of all the collateral that marketing teams create for sales, case studies are the best suited to address the primary objectives of sales reps early in the sales cycle.

Case Study 20

Case Study Sales Cycle Study Opportunity 20

Zoominfo

NOVEMBER 20, 2019

Case studies make great customer stories. Develop stories that include a situation (pain point), action (purchase of your product), and result (ROI) – and include these in your sales collateral. The most effective way to tell a value story is to tell a true one: that is, the story of one of your real-life customers.

B2B 187

B2B Prospecting Case Study Scale 187

Showpad

JANUARY 23, 2020

Learn more about how they’ve found success in our partnership in this case study. 5 Types of Sales Collateral Your Team Needs to be Successful. Make sure your Sales reps are equipped with the essential collateral that will win over buyers.

Sales Enablement 45

Sales Enablement Collateral Case Study Pivotal 45

Janek Performance Group

MARCH 26, 2024

This should include blogs, case studies, and white papers. Provide them with persona-specific talking points, objection handling techniques, and collateral to guide their conversations and presentations. Develop educational resources and thought leadership content that resonates with their interests and challenges.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

criteria for success

MAY 4, 2022

The more specific your team gets, the more marketing can target your collateral, including blogs. Marketing can approach problem solving at a strategic level by publishing case studies and success stories. It will also help your organization to learn more about different types of buyers. Each type has a different personality.

Buyer Persona 96

Buyer Persona Buyer Collateral Case Study 96

Openview

DECEMBER 21, 2017

From hosting demos to sending collateral, sales reps are building relationships with prospects across multiple digital touchpoints. Sales content – from product overviews to case studies – has long been a tool that sales reps have leveraged to keep prospects engaged and to drive deals forward. High-performing sales content.

Top of Funnel 95

Top of Funnel Data Case Study Funnel 95

Emissary

NOVEMBER 4, 2021

You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies. The output is fully new web pages, new collateral, and vertical case studies. You can also assist them with vertical-oriented sales content beyond the case studies and collateral mentioned earlier.

Marketing 52

Marketing Strategy Collateral Case Study 52

Highspot

JANUARY 28, 2024

This underscores the influence of sales collateral, ranging from traditional brochures to dynamic digital content like blogs and videos, in steering potential customers through their buying journey. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal. What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96