Allego

DECEMBER 11, 2020

Today’s competitive economy—and the new requirements of virtual selling —have increased demands on marketers. 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. 4 Make It Mobile.

Collateral 83

Collateral Marketing Harvest Scale 83

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 117

Sales Process Collateral Comparison How To 117

Hubspot Sales

MAY 10, 2023

The Competitor’s Ally It might go without saying, but any business making a purchasing decision is likely deciding between multiple options — and in many cases, the stakeholders you're dealing with may be split on them. Your competition might have some very enthusiastic advocates within the company.

Decision Maker 122

Decision Maker Scale How To Hiring 122

Highspot

DECEMBER 19, 2023

Read on for a list of essentials for lead sourcing, nurturing, and actionable tips to outperform in a competitive market. Case Studies Case studies demonstrate real-world applications and successes, providing sales teams with concrete examples to illustrate value to potential clients.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

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

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. It includes who makes and who influences buying decisions.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Mindtickle

MAY 2, 2023

Heightened competition. 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. Less (or no) budget. More pressure. Shorter seller attention spans. Overwhelming stress.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

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

Crunchbase

JANUARY 13, 2023

The seller could then explain how they compared to the competition and determine a reasonable price. Today’s average B2B buyer is typically more than halfway through the sales funnel before interacting with a rep, having done their own market research, competitive analysis and price comparisons online. Easy, right?

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Mindtickle

MAY 2, 2023

Sales content management refers to the process of creating, organizing, distributing, and analyzing sales-related content, such as product information, case studies, and customer testimonials, with the goal of supporting the sales team and improving their performance.

Top of Funnel 52

Top of Funnel Scale Case Study Distribution 52

Janek Performance Group

MARCH 8, 2024

As such, they publish blogs, white papers, case studies, and other collateral. This demonstrates their commitment to studying, understanding, and expanding the accumulated knowledge of their industry. As deals are more complex, buyers are skeptical, and there’s greater competition. They must know their competition.

Training 62

Training Face-to-face Education Negotiation 62

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

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

Allego

MAY 17, 2022

From case studies to solution briefs to presentation decks, marketers provide the content and resources sales reps need to navigate buyer interactions successfully. As a result, sellers will come to meetings better prepared to position their product/service against the competition.

Top of Funnel 62

Top of Funnel Conversion Closing Collateral 62

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

Allego

DECEMBER 22, 2020

To keep sellers ahead of the competition and hitting their targets in 2021, they need access to the most timely, relevant, and impactful materials. This content falls into two types: 1) customer-facing collateral that sellers will share with buyers and 2) training assets, best practices, research, and tools that are for internal use.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Hubspot Sales

JUNE 29, 2020

Direct, competitive selling is a widely adopted approach and is what most folks think of when they approach working with prospects. However, to be a well-rounded sales professional, it’s important that you have more techniques and strategies to draw from when direct competitive selling isn’t the right call. Competitive Selling.

Examples 80

Examples Pharmaceuticals Education Competition 80

Hubspot Sales

DECEMBER 8, 2017

In the competitive world of sales, everyone is seeking the magic bullet that will accelerate revenue. Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. They feel like everything is happening to them, i.e. “I don’t have good marketing collateral. 3) Take control.

Hiring 109

Hiring Insurance Insurance Lead Rank 109

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Mystery shops – what is the team utilizing today to help increase their competitive position. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Highspot

JANUARY 22, 2024

Here are key reasons highlighting the significance of having a comprehensive GTM strategy: Market Differentiation Creates a competitive advantage. Determine Pricing and Packaging Pricing Strategy: Set competitive yet profitable prices for your product. Establishes a unique value proposition that resonates with target customers.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

Here are key reasons highlighting the significance of having a comprehensive GTM strategy: Market Differentiation Creates a competitive advantage. Determine Pricing and Packaging Pricing Strategy: Set competitive yet profitable prices for your product. Establishes a unique value proposition that resonates with target customers.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. With compliance requirements changing regularly, financial services companies must ensure their field team has the most up-to-date versions of collateral. DOs Define your requirements and the capabilities and resources you need.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

SalesLoft

MARCH 31, 2022

Natalie Barrie: We are focusing our entire go-to-market strategy on ICP (ideal customer profile) selling so we are collaborating more with marketing than we ever have before to make sure we are using the right collateral, the right testimonials, and video case studies. Recruiting sales talent in a highly competitive environment.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

Zoominfo

APRIL 26, 2018

82% of companies say productivity would improve with better product knowledge and market competitive intelligence ( source ). Two-thirds of a company’s sales collateral goes unused, but companies are unable to determine what content cannot be located and what is simply irrelevant for sales conversations ( source ). Challenges.

Hiring 197

Hiring Referrals Cold Calling B2B 197

MTD Sales Training

JUNE 25, 2018

Have I got more collateral than just my website to show prospective customers what I can do for them? Can I connect to customers in a variety of different ways (Newsletters, blogs, webinars, testimonials, case studies, references, etc.)? Am I positioning my company in a way that differentiates me from my competition?

Sales Process 120

Sales Process How To Collateral Webinar Metrics 120

Sales and Marketing Management

JULY 27, 2017

During meetings with prospects, sales teams can use mobile apps that allow them to quickly pull up customer references, case studies or detailed product information. The ability for sales teams to leverage collateral in real-time is exponentially more effective than telling the prospect, “I’ll get back to you about that.”

Discount 149

Discount CRM Collateral Case Study 149

Sales Hacker

AUGUST 30, 2019

As a Sales Operations Manager in the digital document space, I’ve seen thousands of proposals, contracts, and pieces of sales collateral from hundreds of companies come across my desk — and the one thing I know for sure is that not all sales engagement content is created equal. Case studies. Create case studies.

Sales Enablement 67

Sales Enablement Collateral How To Case Study 67

Highspot

OCTOBER 11, 2023

The competitive nature of these incentives further drives the urgency to act, move, and close deals faster Consider these strategies: Compensation: Fair and competitive salary, commission, and monetary incentives fuel ambition and ensure effort aligns with rewards.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Allego

JANUARY 10, 2024

Searching for the perfect stat from a case study? Forget long, desperate searches for sales content and collateral. ChatGPT : ChatGPT is a conversational AI chatbot that sales and marketing teams can use to create content, develop strategies, and conduct competitive analysis. Gen AI can whip it up in seconds.

Top of Funnel 71

Top of Funnel Social Media Revenue Buyer 71

Allego

JUNE 23, 2022

If meeting with the colleague is not possible, watch best-practice videos created by peers and read related collateral. It’s important for sellers to track activity on the videos and other collateral they share with the buyer. Practice and refine the pitch. Get the best tech tools and be an expert in how to use them. Learn More.

Face-to-face 62

Face-to-face Cold Calling Collateral Video 62

Mindtickle

JUNE 8, 2016

But this wasn’t just about giving them product manuals or case studies. For example, one high-growth tech company found their channel partner kept asking questions about what collateral they should use when talking to customers and how they could provide specific feedback. It was about enablement, process, and tools.

Channels 52

Channels Collateral Sales Qualified Lead Objections 52

Mindtickle

JUNE 7, 2016

But this wasn’t just about giving them product manuals or case studies. For example, one high-growth tech company found their channel partner kept asking questions about what collateral they should use when talking to customers and how they could provide specific feedback. It was about enablement, process, and tools.

Channels 52

Channels Collateral Sales Qualified Lead Objections 52

Showpad

APRIL 15, 2020

A sales enablement tool provides your sales team with a repository of sales playbooks and marketing collateral that empowers them at each step along the selling lifecycle. Between all the case studies, whitepapers and demo decks, you’ll want a sales enablement tool that any sales rep can easily navigate. CRM integration.

Sales Enablement 85

Sales Enablement Tools Scale Software 85

Chorus.ai

JULY 28, 2020

It will include elements of social proof—for example, case studies or testimonials—and also outline the implementation process, including other stakeholders who need to be involved in a decision. Use an ROI calculator to prove the top-line value, or create a business case to jointly make the case. Objection 2.“I

Objections 104

Objections Case Study ROI Lead Rank 104

Chorus.ai

JUNE 7, 2019

To address the scenarios mentioned above, a marketing team could, for example, develop a data sheet to emphasize a product’s scalability, create a case study that highlights how the company partners closely with customers to drive innovation, and, of course, connect reps with more training, if needed.

Conversion 48

Conversion Customer Marketing Top of Funnel 48

DocSend

DECEMBER 20, 2019

Perhaps you have an impressive list of marquee customers for your deck or an advanced set of features that your competition doesn’t have. Do an audit of your sales pitch deck and other sales collateral. Early this year, we decided to take stock of our sales collateral by doing a quarterly content audit. Now, 65.4% Yes and no.

Closing 72

Closing Collateral Scale Film 72

Showpad

NOVEMBER 26, 2018

At its core, sales enablement is the strategic process of equipping sales reps with the skills, knowledge, and collateral they need to drive buyer interactions and sell more effectively. Play up the competition and incentivize the training with online leaderboards, offering a prize for the final “winner.”. What is Sales Enablement?

Sales Enablement 45

Sales Enablement Webinar Metrics Collateral Case Study 45