Trending Sources

Sales Productivity: Availability of Sales Collateral Materials


The post Sales Productivity: Availability of Sales Collateral Materials appeared first on Pipeliner CRM Blog. A very interesting report, called State of Sales Productivity Report, has just been released by Docurated. In our first […]. Sales Management sales productivity salespeople salesperson

Sales Acceleration: Email Tracking and Sales Collateral Analytics Answer the Prospect Engagement Question

The Science and Art of Selling

But now, owing to increasingly sophisticated tracking technology for email and sales collateral, sales people can now readily control and monitor buyer behavior. LiveHive has developed a sales collateral analytics tool designed to measure if the buying and selling cycle is aligned. For example, the prospect may be silently coy in regards to their interest, but by tracking their activity on the collateral the rep can validate that the prospect is investing time to learn about their products. The fastest and traditional method for doing this today is email. Articles Headlin

Pipeliner CRM Continuity: Streamline and Supercharge Sales Activities


Everything is an activity: the sending of collateral, a call, a task, a meeting, an appointment, […]. Introducing Pipeliner CRM 11.0, which we have named Continuity. With this version, we are demonstrating absolute continuity in streamlining and supercharging sales activities throughout the world. A salesperson, every minute of every hour of every day is performing activities.

Sales and Marketing, Stop Blaming, Start Partnering


Is it the sales team’s fault that marketing collateral goes unused? Sales and marketing do get along—in organizations that foster collaboration. By Ginger Conlon, editor-in-chief, Direct Marketing News. Is it really marketing’s fault that sales can’t close deals? Choose a point of contention. Who’s actually at fault?

Buyers Share Their Secrets: Part 3

Buyer Zone's Lead Generation Blog

From making a good first impression to keying on basic collateral , our research has shown that succeeding with prospective customers isn't nearly as complex as you might think. There is a tendency to get fancy with the types of collateral and information we might provide as marketers (see below), but our research suggests that buyers want things that get to the point.

What's your 2013 lead gen resolution?

Buyer Zone's Lead Generation Blog

Update your Marketing Collateral - if you're tired of the look and feel of your current collateral, check out our recent infographic. We surveyed a few hundred of our customers, and they told us what collateral they want when evaluating a purchase. 2013 artandscience collateral leadfollowup leadgenresolutions roiHappy New Year from all of us at BuyerZone! Have a read.

Want to sell more? Do This, Not That!

Smart Selling Tools

KnowledgeTree’s current messaging on their home page says this: “KnowledgeTree helps companies discover and use the best collateral for any sales situation. KnowledgeTree helps salespeople discover and use the best collateral for any sales situation. I love to figure out how seemingly unrelated concepts can apply to the field of sales. In today’s blog, I’d like to ask for your input.

Is Your Sales Process Full of ^@#%!

Smart Selling Tools

Do salespeople waste motion searching—for the right contact, the right collateral, the right email, etc? Are they still carrying around loads of product collateral? To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive. In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. Muda (Waste).

Your Company’s Best Brochure is You

Keith Rosen

How many times do you follow up with a prospect who you’ve sent collateral material to only to find that they haven’t gotten around to reviewing it? Sending out collateral material this early in the game accomplishes nothing more than creating another obstacle that will limit your chance of selling them. Prospects Wanting More Info Isn’t Always a Good Thing.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

Usually these portals are very large, hard to navigate sites that become a dumping ground of collateral and assets not linked to buyer pain points. Our solution takes all of the training materials and collateral that lives on the portal and provides only the most relevant content for a specific sales opportunity. Nancy: What does Channel Rocket do?

Jonathan Farrington's Blog ? My Epiphany of Almost ?Damascus.

Jonathan Farrington

Ahead of the launch of the new Jonathan Farrington & Associates site on January 15th, we are updating all of my “collateral” and that includes the JF eBook library, so for the next couple of weeks, I’ll be giving away a FREE ebook every day. My Epiphany of Almost “Damascus Highway” Proportions. Published by Jonathan Farrington at 2:12 am under General.

Sales Tips: Handling Requests for Brochures

Customer Centric Selling

If and when you have a prospect early on ask for a brochure, my suggestion is to respond that you have several offerings and in order to send the most relevant material or collateral you’d like to have a further discussion. Sales Tips: Handling Requests for Brochures. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Can you send me a brochure?".

Nancy’s Sales App of the Week: @ChannelRocket

Smart Selling Tools

They’ll have fast access to the collateral they need along with key competitive differentiators, customer success examples, videos, and demos, all customized to each buyer persona. Get to know your sales tools in just 2 minutes a week. I’ll be talking about ChannelRocket. ChannelRocket is a mobile sales enablement platform designed for both direct and indirect channels.

Why sales people talk too much … and what to do about it

Sales Training Connection

He shares his experiences while nursing a sore throat and found he was able to help others and build relationships as effectively as he did when speaking – and with much less collateral damage. Pre-Call Planning. Spend a week in the field with sales reps and you’ll observe too many sales calls where the sales rep is just talking too much. Regardless of the “why”, the end result is clear.

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

Early stage marketing collateral. Six months ago your company launched a new product. It didn’t produce the expected results. The buzz around the water cooler is that marketing botched it from the get-go. The sales team didn’t have a chance. And so the finger pointing begins. Companies rise or fall on the success or failure of a new product launch. So do careers. You own product launch.

Six Mobile Apps for Igniting Sales

Smart Selling Tools

Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. Then there is this… product collateral requests are objective evidence of prospect interactions and appointments. Mobile reps have unique challenges. And managers can’t pop their heads into reps’ cubicles for a quick update.

Trust in Selling is Becoming More Important Than Ever

Understanding the Sales Force

Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits. Understanding the Sales Force by Dave Kurlan I loved this short, but perfect post from Seth Godin''s Blog last week. It''s about the importance of trust. Please read it before proceeding. Bad experiences. Separate issues.

4 Tips for Data Driven IIoT Storytelling Success

Babette Ten Haken

They differ from status quo infographics or legacy marketing communications collateral. Data driven IIoT storytelling for the industrial Internet of Things (IIoT) ecosystem relentlessly focuses on customer success for customer retention. IIoT stories and business cases have a lot of meat on them. Consider how your organization delivers business value to both internal and external customers.

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CMO: Enable Reps with the Right Content at the Right Time

Sales Benchmark Index

They can then locate the right marketing collateral needed assist in the buying process. Sales reps want solid materials to support them in sales campaigns. Today this means having the right content at the right time. Having the right content enables the sales rep to have the best chance to make a sale. How does this happen? 5 Steps to Enable Reps with the Right Content at the Right Time.

International Innovation: Five proven apps worthy of consideration for your sales team in 2015

Smart Selling Tools

Salespeople can present all their sales materials on any device and their powerful search functionality and easy navigation means salespeople will spend less time looking for sales collateral and have more time to make that sale. Today’s sales leaders are fortunate to have a wide array of sales acceleration solutions to choose from. Membrain – Sweden. Showell – Finland. iSEEit – Austria.

Top 10 Best Practices from a Fortune 500 CMO

Sales Benchmark Index

Review your collateral and ensure you are arming the sales team with the right tools. Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? Background.

Sales Ops: Defend your Turf

Sales Benchmark Index

I was recently told by Sales Ops that marketing created collateral for sales reps to deliver to buyers. They would create job aids and collateral to help sales reps pull buyers through their journey. Over the last 18-24 months Sales Operations leaders have experienced Diminishing Authority. Diminishing Authority is easy to spot. Sales Ops has lost some of its credibility. Ouch.

Guest Post: Are You Tired Of Hiring Bad Salespeople?

Jonathan Farrington

Our marketing collateral is not good.” . “If She spends time and money on search engine optimization, revamping pricing strategies, and updating marketing collateral. You may have seen this movie before. In fact, you might have landed the starring role in the film titled, ‘Bad Hire, Bad Life.’ The resume was good and the interview even better. If only….(feel

Smart Selling Visions: Up-Close with Top Revenue Leader Al Lieb, CEO of @ClearSlide

Smart Selling Tools

Sales and marketing teams start by uploading sales collateral to ClearSlide in a variety of formats. This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . Nancy: What does ClearSlide do?

Guest Article: “The Proven Best Way to Gain New Customers,” by Miles Austin

Sales and Management Blog

Collateral. The Proven Best Way To Gain New Customers. by Miles Austin. Looking for the proven best way to gain new customers & grow your business? Testimonials and recommendations are the answer. Testimonials and recommendations work. Many will argue that they are THE most successful way to attract new business. Entire business models like Yelp have emerged to leverage this truth. It is a recognized fact that our customers are active in the selection process before sales ever gets involved. If they are absent or hard to find, you might not ever have the opportunity to compete.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

KnowledgeTree surfaces the best presentations, datasheets, and other collateral for every sales situation. That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common? They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Act-On Software. ActonSoftware. Video. Video.

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The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

When the decision is made at the top, the collateral damage is multiplied. “With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift. Are you ahead of the curve?

The Top Sales Tool for 2014

Sales Benchmark Index

They stopped handing out collateral on all the bells and whistles. As a Sales Operations leader, you have 3 major challenges heading into 2014. Identifying which of the ever-evolving stream of data points will help determine success. Understanding how your customers are evolving and determining whether your sales team is keeping pace. This tool has been around for a few years now.

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The Sales Playbook Guide – What, When, Why and How

Sales Benchmark Index

The content is sales collateral aimed at the customer. “ Getting the right information into the hands of the right sellers at the right time, place and format , to move a sales opportunity forward.” That is Sales Enablement as defined by IDC (International Data Corporation). Why is that important to you? Because as the Sales Enablement leader, it’s incumbent upon you to make it happen.

Sales Tips: "Just Do It!"

Customer Centric Selling

Sellers should build a process by: Defining a series of touches (phone calls; voicemails; emails; collateral). If the seller gets voicemail they reference a business issue and commit to send an email with some relevant collateral to the issues stated. Sales Tips: Business Development - "Just Do It!". Image courtesy of Imagery Majestic at

Guest Article: “Help! I Can’t Close Sales: 5 Ideas to Increae Your Close Ration,” by Jill Konrath

Sales and Management Blog

You’re showing your stuff, sending collateral and giving pricing. Help! I Can’t Close Sales: 5 Ideas to Increase Your Close Ratio. by Jill Konrath. Recently I got an email from Ahmed that said, “Do you have anything on how to close sales? Getting into an account isn’t a problem for me. But I get stuck after submitting a proposal. “By this time, I’ve already sent them all our marketing materials and given them a demo. They seem interested. Then, after they get my proposal, nothing. What am I missing?” Your inability to close is a symptom.

Help! I Can't Close Sales: 5 Ideas to Increase Your Close Ratio

Jill Konrath's Fresh Sales Strategies Blog

You're showing your stuff, sending collateral and giving pricing. Recently I got an email from Ahmed that said, "Do you have anything on how to close sales? Getting into an account isn't a problem for me. But I get stuck after submitting a proposal. "By By this time, I've already sent them all our marketing materials and given them a demo. They seem interested. What am I missing?".

The Five Fundamentals of Effective Sales Management


Where Strategy and the Market Intersect – There has been a lot written recently about Sales and Marketing collaboration, much of it focused on how both groups can work together to produce better, more effective collateral and tools for the sales organization. by John Golden & Matt McDarby. Tom Landry, the legendary football coach, once remarked, “The secret to winning is constant, consistent management,” which is a perfect summation of what it takes not only to win Super Bowls but also to manage a winning sales team. Aligning Sales with Go-To-Market Strategy.

Your 2012 Sales Plan

Your Sales Management Guru

Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? 12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases. Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a plan. offerings in 2011? capability in 2011?

Are You Developing Managers Or Leaders?

The Pipeline

Promote one of these reps, as many do, and you not only face the issues presented above, but a bunch of collateral damage. By Tibor Shanto – . We have all witnessed situations where an outstanding sales rep is “rewarded” with a promotion to sales management, leading to two compounding problems. The answer is determined a lot earlier, at the time of hiring.

Read Your CSO's Mind and Increase Sales Ops Value

Sales Benchmark Index

You and your sales ops team might become collateral damage too. Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Making the revenue number consistently is what your boss wants. But what else does your CSO care about? What’s underneath making the number? What else causes their sleepless nights?

5 Takeaways from a Sales Management Training

Sales Benchmark Index

Keeping key collateral and processes in the system will get them used to the platform. I spent last week at a Sales Management training event with a client. The conference was unlike any I’d attended before. Both the content and the attendee engagement around the content were refreshing. Talent development is a key differentiator heading into 2014. Turn managers into leaders.

Approaching 2015 From a Sales Perspective

Understanding the Sales Force

Quickly create a page like this one that I built in Postwire for a professional, slick, and impressive way to share necessary documents, collateral and content instead of sending via email. Copyright: 123RF Stock Photo. You may have even set your goals for 2015. But what can you do to kick-off the New Year so that 2015 is your best sales year ever? You now have the activity required.

Sales Prospecting: Is Cold Calling Dead?

Customer Centric Selling

Provide a series of scripts (phone and voicemail) and relevant collateral. Sales Prospecting: Is Cold Calling Dead? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Pakorn at Many prospects that have answered cold calls probably hope the rumor is true and are actively trying to spread it. What to do?

CMO: Are you going to have a job in 2014

Sales Benchmark Index

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Poorly executing one of these major initiatives will cost you your job in 2014. Buyer insights. Summary.

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