The Center for Sales Strategy

JANUARY 14, 2020

Historically, the term sales collateral referred to one-sheets and brochures that often hung on a wall, and when the sales team met with a client or prospect, they would grab a one-sheet to help build their case—and it worked great! In the 21st Century, you need more.

Collateral 79

Collateral Video Prospecting Sales 79

Janek Performance Group

APRIL 17, 2019

It often comes down to quality sales content and collateral that can be shared to give you a strategic advantage. Perhaps they're evaluating alternative options and providers, or maybe they're pulling the team together for a consensus decision. This is a critical time to keep the momentum going.

Collateral 95

Collateral Pipeline Opportunity Sales 95

Veelo

MAY 24, 2019

Understanding Sales Collateral Tailored to Your Buyers Journey Sales asset management and content are part of every sales enablement strategy – and should be designed to support the salesperson at each stage of the buyer’s journey. The post What is Sales Collateral? appeared first on Sales Enablement Software | Veelo.

Collateral 40

Collateral Lead Generation Sales Enablement Software 40

Accent Technologies

FEBRUARY 15, 2021

The post The Art of Sales Enablement Collateral appeared first on Accent Technologies.

Collateral 52

Collateral Sales Enablement Sales 52

Close

MAY 19, 2021

Sales collateral enables you to create content and resources that connect your prospects with your brand and help speed up the sales process. In today’s competitive market, you need to rely on a variety of approaches to ensure you have a competitive edge.

Collateral 52

Collateral Competition Resources Sales Process 52

Highspot

APRIL 17, 2020

When created and delivered properly, sales collateral produced by product marketing is highly visible, widely adopted, and produces quantifiable results in the form of win rate increases. Three types of collateral in particular are especially valuable in helping salespeople improve their odds of winning deals. Save your spot.

Collateral 52

Collateral Case Study Marketing Guidelines 52

Bigtincan

APRIL 7, 2019

Marketers spend a ton of time, money, and effort creating digital sales collateral for their sales teams. In fact, I would argue it has never been easier or more cost effective to generate videos, images, PDF brochures, mini-apps, etc.

Collateral 52

Collateral Marketing Video System 52

Mobile Locker

JUNE 3, 2019

It’s every marketer’s nightmare: A piece of sales collateral is created by a sales rep. 3 Reasons Salespeople Should NEVER Create Their Own Collateral appeared first on Mobile Locker. 3 Reasons Salespeople Should NEVER Create Their Own Collateral appeared first on Mobile Locker. It could have been done on the fly.

Collateral 59

Collateral Company Sales Sales Enablement 59

Sales Result

AUGUST 17, 2017

The most effective prospect-facing collateral is the result of collaborative sales and marketing teams. While the marketing team is responsible for the development and design of sales collateral, it is marginally effective if it doesn’t incorporate the needs and goals of the sales team.

Collateral 45

Collateral Margin Sales Marketing 45

GTM Buddy Blog | Sales Enablement Resources

JUNE 16, 2023

Why should you invest in interactive product tours as your sales enabler? Read to find more!

Collateral 52

Collateral Sales Enablement Sales 52

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. Sellers split into nine groups and watched a recorded video of a sales manager, a product marketer, or a high-performing seller introducing a new piece of marketing collateral.

Collateral 106

Collateral Marketing Report Motivation 106

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. As a result, most organizations’ collateral is aimed at that Active Buyer, boldly traversing 57% of their journey before succumbing to a salesperson. By Tibor Shanto. For many, you will find one piece or set aimed at your market.

Buyer 277

Buyer Collateral Harvest Demographics 277

The Science and Art of Selling

JULY 7, 2014

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. Articles Headline'

Collateral 59

Collateral Analytics Prospecting Proposal 59

G2Crowd - Sales Blog

OCTOBER 12, 2020

What do you have sitting in your sales arsenal?

Collateral 105

Collateral Sales 105

SBI Growth

JANUARY 7, 2019

The Marketing function has created the necessary collateral to. Your organization is ready to launch your brand new product going into the new year. The Product organization has done all the pre-launch planning correctly.

Forecasting 180

Forecasting Collateral Marketing System 180

Allego

JULY 26, 2023

Recruiting a successful seller to present new collateral to other sales reps increases use by 61% compared to a product specialist’s presentation. Engage new or lower-performing sellers in visualizing what they might lose by not using collateral. These results line up with the decision science concept of loss aversion.

B2B 62

B2B Collateral Case Study Marketing 62

Allego

NOVEMBER 11, 2021

You can activate sales collateral with messaging, talk tracks, and win stories in an engaging video format to highlight the best use of the content, and recommend deal-specific content based on sales stage, competitors, and other factors. Activate Content. Make It Mobile.

Revenue 128

Revenue Scale Collateral Harvest 128

Highspot

JANUARY 18, 2024

For example, with the Content Scorecard in Highspot, you can see which assets are getting used and influencing business results, allowing you to keep the most impactful content, update outdated materials, and retire ineffective sales collateral.

Data 52

Data Government Collateral Analytics 52

Sales 2.0

APRIL 23, 2020

Adapting your sales collateral/marketing pieces to the specialized needs of large accounts. Adapting your products/services to the specialized needs of large accounts. Managing your pipeline to the longer decision-making timelines of large accounts. Adapting sales compensation plans to the realities of selling to large accounts.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

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. Why sales enablement matters. Selling has historically been an inefficient activity.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Zoominfo

MARCH 1, 2022

Instead, they can build on marketing collateral and expanded messaging to close deals. For example, send emails touting your new large international customers that are based in the UK. This campaign removes the need for sales reps to explicitly handle misperceptions.

Campaigns 100

Campaigns Collateral Face-to-face Examples 100

SBI

MAY 23, 2021

Sharing information like sales collateral, pricing, and proposals is something you do all day every day. Flipdeck tackles two hassles salespeople deal with every day, gathering the information to send each prospect and adding attachments and links to an email one-by-one. You have the content you need.

Video 129

Video Prospecting Collateral Proposal 129

Allego

DECEMBER 6, 2023

Simulated conversations and case studies demonstrate how and when collateral can be used to give reps confidence in their sales strategies. This relationship of trust and shared experience makes peers effective at motivating others to use collateral. Sales, marketing, and leadership want collateral used.

Motivation 71

Motivation Marketing Collateral Case Study 71

Sales and Marketing Management

JULY 13, 2020

Rethink Sales Collateral. If you choose to mail out swatches, designate one person in the office to interact with these hard to clean items to keep both the physical collateral and shipping materials free from contaminants. In these areas, containment is key. Enhance Your Tech.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

G2Crowd - Sales Blog

JANUARY 14, 2020

That's how your salespeople need to be to win a sale.

Collateral 87

Collateral Sales 87

The Center for Sales Strategy

OCTOBER 20, 2020

Creating talk tracks and related sales collateral material helps enable sellers to respond quickly — allowing them to move the sales process forward and close business sooner. Sales enablement resources help them anticipate and overcome these objections.

Sales Process 133

Sales Process Collateral Face-to-face Objections 133

DocSend

JUNE 3, 2020

Your sales collateral may be forwarded and viewed by multiple stakeholders and decision-makers, and there may be discussions about your shared slide deck that you don’t have any insight into. You would’ve been notified when your collateral was forwarded and opened by the manager, who is likely the real decision-maker.

Collateral 90

Collateral Prospecting Decision Maker Follow-up 90

DocSend

MAY 17, 2022

Tools like these are most effective when the sales process doesn’t vary much and reps simply need a place to keep all selling collateral up-to-date and organized. With page-by-page analytics you are able to know ahead of any conversation, what questions your prospect might have based on how they’ve engaged with your sales collateral.

Negotiation 98

Negotiation Tools Collateral Hiring 98

Sales Hacker

JUNE 1, 2022

Make the most of your sales collateral. After securing a meeting with a qualified prospect, use your sales collateral to make the case for your solution. A visual brand identity managed consistently across multiple pieces of sales collateral demonstrates professionalism and will make your engagements with the buyer more memorable.

Buyer 93

Buyer Collateral Case Study Follow-up 93

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

The Center for Sales Strategy

FEBRUARY 15, 2023

Together, Dani and Emily give their take on some top questions that arise from the report, like: What would you tell those sellers and sales managers who feel as though their sales collateral pieces are lacking? How would you suggest building a better bridge of communication between marketing and sales?

Report 90

Report Media Sales Enablement Collateral 90

Tenbound

SEPTEMBER 7, 2022

It’s like the sales leader who is asking for more marketing-sponsored webinars and events, while the marketing team is more focused on traditional collateral like one pagers, Google ads, and pitch decks. The CEO has a vision and OKRs for the company, yet John on the Customer Success team doesn’t know how it matters to his role.

Collateral 75

Collateral Revenue Webinar Metrics Google 75

DiscoverOrg Sales

JUNE 19, 2018

Together with your customer support team – who service and glean feedback from current customers – your sales team has the most important role in the company for sharing information that can give your company an edge over the competition, add relevancy to your marketing collateral, and set you apart as an industry leader.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

Allego

MARCH 27, 2023

Seller to Seller Learning Traditional learning content and sales collateral takes weeks or months to create. Read on to see why we’re “drinking our own champagne” and how agile content can help sellers improve everything from social selling to prospecting to digital sales rooms and more.

Collateral 118

Collateral Sales Enablement Social Selling Quota 118

Allego

SEPTEMBER 17, 2020

The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects. Content creation can be an obstacle for rep success unless they’re empowered to create and curate just-in-time content alongside formal marketing and product collateral.

Collateral 147

Collateral How To Video Face-to-face 147

SBI

SEPTEMBER 23, 2021

Perfectly organized collateral has become more important than before. As an example, file views metric allows content curators to understand which collateral is consumed by the sales team during the sales conversations as well as pre-call planning sessions. These sales teams also share much more collateral than before.

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Sales and Marketing Management

NOVEMBER 17, 2019

Review your sales collateral. That doesn’t mean you have to miss out when it comes to sales collateral. The difference between an integrated technology stack and one that requires you to continually re-input data and come in and out of tools that require different logins or even different devices is huge. How are your team dynamics?

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230