Janek Performance Group

MARCH 16, 2022

They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close. Sales leaders do not want their sales reps wasting their time calling low likelihood prospects.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

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. Email velocity (measuring the rate of messages sent between prospects and your sales reps) is an especially potent leading indicator. How to prep and empower your team.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. And that’s not what your prospect is looking for. The first is making the problem real and vivid in the prospect’s mind. Let’s talk about what value is – and what value isn’t. 300,000 minus $30,000). That’s not value.

B2B 100

B2B Prospecting Case Study Scale 100

Janek Performance Group

AUGUST 23, 2023

Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making. But prospect theory states people are more motivated by what they stand to lose than what they might gain.

B2B 62

B2B Case Study Collateral ACT 62

No More Cold Calling

NOVEMBER 3, 2011

Give your prospects real insight to your sales results. 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. Are they nice to have?

Case Study 240

Case Study Collateral How To Face-to-face 240

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. Read: How to Personalize Your Prospecting Email and Get More Opens (Templates Inside!). Make the most of your sales collateral. Case studies and client testimonials. Use pre-meeting agendas.

Buyer 96

Buyer Collateral Case Study Follow-up 96

SalesFuel

MARCH 20, 2024

This concern is followed by prospects not having enough budget. She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.” For tips on how to gather testimonials that wow prospects, consider these tips.

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. Prospect Engagement.

Video 93

Video Case Study eBook Field Sales 93

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. . When planning out your sales outreach, consider the opportunity you have to share parts of your show with your prospects on a one-to-one basis.

Buyer 136

Buyer B2B Account Based Marketing Collateral 136

SBI

OCTOBER 27, 2019

With iPresent, you can organize your existing collateral in a way that’s intuitive for your salespeople (think Netflix). Think how effective it would be if salespeople could mix and match content for prospects without changing the originals. Case Studies. Prospect Engagement. Case Studies.

Video 59

Video Cost Per Thousand Case Study Collateral 59

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. . To effectively do this, marketers must create web programs that detect web visitors who are prospects currently in the pipeline. A Case Study on Successful Web Personalization. .

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

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. How to Track Deal Content: 3 Metrics.

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

Janek Performance Group

OCTOBER 17, 2023

When pursuing likability, beware the following: A one-size-fits-all approach Desperation Skimping the sales process When sellers befriend buyers, they can approach all prospects with this intent. All prospects are unique. They’re trusted advisors who put the prospect first and see under the surface. This tunnel vision can hurt.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Allego

DECEMBER 21, 2022

Everything from prospecting calls and emails to post-meeting communications must be customized to the buyer. Sellers should also ask their colleagues about the prospect and learn all they can about what similar buyers look for during a presentation. Like you, your prospects are busy. Prepare for the Meeting. Be collaborative.

Strategy 62

Strategy Collateral Case Study Video 62

Hubspot Sales

MAY 26, 2020

Other times, you’re not — and it’s better that both you and your prospects are aware of those shortcomings. Additionally, some battle cards may be predominantly utilized internally for sales rep reference, while others are beneficial as prospect-facing collateral as comparison sheets. Choose Your Competitor(s). Do Your Research.

Sales Process 117

Sales Process Collateral Comparison How To 117

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. This includes prospects and people who aren’t in a buying cycle for your product but who may share common attributes with your customer base. Those people are already fans).

Conversion 177

Conversion Marketing Customer Trade Show 177

Highspot

JANUARY 29, 2024

Here are some effective sales negotiation techniques that will help you build trust with prospects, close more deals , and streamline your sales cycle: 1. Work with your enablement and marketing teams to ensure you have the right sales collateral to engage effectively. This preparation doesn’t happen in a black box though.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

SalesHandy

MAY 1, 2020

While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. From the famous quote “ Sales prospecting is where the salesperson makes their money. ”, you can easily understand how essential it is for any salesperson to learn the best sales prospecting techniques.

Ideal Customer Profile 87

Ideal Customer Profile Prospecting Top of Funnel Decision Maker 87

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. Through effective coaching, salespeople develop the soft skills needed to understand their prospects and ultimately close more deals.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Mindtickle

MAY 2, 2023

Sales enablement is a strategic approach that aims to empower sales teams with the tools , information, and resources they need to engage with prospects and close deals effectively. This can include educational content, such as whitepapers and case studies, as well as product-specific content, such as demos and product sheets.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Openview

DECEMBER 21, 2017

The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome. Driving prospects to purchase has never been harder. From hosting demos to sending collateral, sales reps are building relationships with prospects across multiple digital touchpoints.

Top of Funnel 95

Top of Funnel Data Case Study Funnel 95

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

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

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. To avoid being lost in the shuffle of salespeople your prospects hear from every day, you’ve got to capture their attention quickly, and act fast to keep it. They seem interested.

Sales Enablement 45

Sales Enablement Collateral Case Study Social Media 45

Janek Performance Group

MARCH 26, 2024

These team members best know your prospects and clients, so seek their feedback often. This should include blogs, case studies, and white papers. Equip your sales team with the insights and resources they need to engage with prospects in a meaningful way. Remember, your customer data will fluctuate.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Hubspot Sales

NOVEMBER 28, 2023

Case studies. While marketing compiles success stories, sales teams provide real anecdotes and feedback from clients, which makes the case study more authentic and compelling. A joint effort attracts the right kind of leads, with the sales team focusing its energy on prospects with the highest likelihood of conversion.

Lead Rank 106

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 106

Allego

DECEMBER 22, 2020

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. Your deck will typically include every scenario, which enables reps to choose the slides that fit a particular prospect. Case Studies.

Sales Enablement 71

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

Allego

MAY 17, 2022

They’re responsible for moving prospects through the sales pipeline in order to convert them into customers. From case studies to solution briefs to presentation decks, marketers provide the content and resources sales reps need to navigate buyer interactions successfully. Gain Info on Competitors.

Top of Funnel 62

Top of Funnel Conversion Closing Collateral 62

Gong.io

JULY 5, 2022

A B2B sales funnel is a stage-by-stage model that depicts how B2B prospects move through the buying process. In either case, it‘s important to remember that the sales funnel is a model; it‘s a representation of the buyer‘s journey. . Email marketing campaigns, free trials, and case studies are important instruments here.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

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. To get your prospect to connect with their problems you must take your buyer on a journey of discovery. Tell Stories.

Buyer Persona 96

Buyer Persona Buyer Collateral Case Study 96

LeveragePoint

FEBRUARY 20, 2018

It is the time when a sales rep is working to connect with a new prospect and to develop that prospect into a qualified opportunity. The symptoms of a qualification problem are usually clear enough: The prospect can’t assemble the right buying team to consider a purchase. Typically case studies are designed as static content.

Case Study 20

Case Study Sales Cycle Study Opportunity 20

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies.

Marketing 52

Marketing Strategy Collateral Case Study 52

Zoominfo

APRIL 26, 2018

But, sadly, this isn’t often the case. Other selling tasks include prospecting, administrative work, data entry, market research, etc. The most popular sales tools include CRM, social prospecting, data and list services, email engagement, phone, and sales cadence ( source ). Thursday is the best day to prospect.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Janek Performance Group

JUNE 10, 2024

Pro Tip: If your prospect has a Revenue Operations department, make them a primary point of contact. Understanding a prospect or client’s personal relationships can be key to gaining alignment and agreement. They’re the nerve center that can keep you from getting in silo trouble. How Can Sellers Support Their Advocates?

Decision Maker 62

Decision Maker Face-to-face Influencer Motivation 62

SBI Growth

SEPTEMBER 15, 2013

The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. They stopped handing out collateral on all the bells and whistles. Instead, they produced case studies from top clients. Was this a trusted vendor and how could I be sure?

Tools 300

Tools Sales Tools Collateral Vendor 300

Gong.io

DECEMBER 5, 2022

A strategic sales plan is a detailed strategy that outlines how you’ll target and sell to high-value prospective clients. That means taking time to understand a prospect’s pain point and personalizing your pitch to highlight how your product can solve it. A typical pipeline will have the following stages: Prospecting.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62