Sales and Marketing Management

JUNE 13, 2018

Whether companies operate as innovators in their respective technology fields who drive the marketplace (technology leaders) or focus and develop in a specific niche market (focused players), tech organizations can get bogged down by these advantages without having defined sales processes, leading to struggles with conversion.

Epicor 180

Epicor Company Scale Lead Rank 180

Highspot

APRIL 2, 2019

The best sellers use tailored sales collateral — materials developed by their business to support the sales process — to engage prospects at the right time with the right information to close deals faster. Today’s most effective collateral bears little resemblance to the jargon-heavy brochures of years past.

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Collateral Case Study How To Buyer Persona 40

Sales and Marketing Management

MAY 27, 2019

But the most important audience you have isn’t potential partners or customers – it’s the folks on your sales team. If your sales team doesn’t buy into your marketing, its members will struggle to sell, and business will falter. So how can you create that genuine bond between sales and marketing teams? It’s as simple as that.

Marketing 302

Marketing Collateral InsideView Competition 302

Sales 2.0

APRIL 23, 2020

It’s a really tough time for most companies to sell their products and services. Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. I define enterprise accounts as companies with over 1,000 employees, definitions vary). A time to plan.

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Enterprise Enterprise Penetration Gatekeeper 432

Sales and Marketing Management

JULY 13, 2020

Author: Dean Stier, CMO of National Business Furniture Sometimes they’re taking calls at company headquarters, sometimes they’re visiting with a client, sometimes they’re managing their workflow from home, and sometimes they’re somewhere else entirely. Wherever they are, your sales force is a dynamic team that's unique to you.

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Face-to-face Outbound Collateral Conference 257

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

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Lead Rank Quota Face-to-face Hiring 339

The Center for Sales Strategy

FEBRUARY 15, 2023

This season on Improving Sales Performance , we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.

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Report Media Sales Enablement Collateral 90

Allego

MARCH 14, 2024

Every sales pro knows that content is essential for forming strong customer relationships and building trust. This raises a couple challenges: How to educate sales reps about the content you have: New sales reps are unfamiliar with your content. They do not know what is in your vast collection of sales content.

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Strategy Collateral Distribution Analytics 62

Allego

AUGUST 11, 2021

McKinsey research shows that 80% of buyers now prefer virtual engagements, and companies that add the human touch to digital sales achieve twice the return to shareholders. Now they can get their wish, with digital sales rooms. The best news about this trend from a sales and marketing perspective?

Buyer 134

Buyer Top of Funnel Collateral B2C 134

DiscoverOrg Sales

JUNE 19, 2018

Let’s agree that the goal of your marketing team should be to help your sales team. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? Read it: 7 Quick Wins for Sales and Marketing Alignment.

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Buyer Persona Marketing Scale Collateral 214

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If The truth is that most sales meetings, online or in person, always were and often still are boring lectures. . Why sales enablement matters.

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Sales Meeting Meeting Collateral Ideal Customer Profile 89

Sales 2.0

MARCH 1, 2023

This is the third in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Regie helps sales, marketing, and success teams write engaging content faster using AI. Do you agree with that?

Opportunity 195

Opportunity Buyer Tools Collateral 195

Allego

JULY 26, 2023

About 65% of sales marketing content is never used. Many companies struggle with this issue, leading to wasted time and inconsistent product information and messaging. One primary culprit: sales representatives don’t know enough about available assets or how to leverage them. This article originally appeared on Selling Power.

B2B 62

B2B Collateral Case Study Marketing 62

Sales and Marketing Management

NOVEMBER 17, 2019

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. How can you inspire your sales team to go above and beyond? Even small sales teams need a sales toolkit.

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Collateral Sales Qualified Lead Guarantee Resources 230

Allego

JANUARY 12, 2023

Sales ignores the content. Sales reps create their own content, which is slightly incorrect or off message. Sales is annoyed, while marketing is frustrated—maybe even a little sad. Even the best companies fall into this unproductive cycle. It’s a tale as old as time. Marketing creates content. “The data is clear.

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Collateral Marketing Report Motivation 106

Allego

DECEMBER 6, 2023

Why don’t sales reps use all the marketing content your organization creates? Sales teams are often unaware that certain content exists, so they spend time making their own, leading to inaccurate product information or messaging. Marketing toiled over this content, so how can you motivate your sales team to use it?

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Motivation Marketing Collateral Case Study 71

Allego

JANUARY 19, 2023

Companies in the United States, for example, do business with suppliers in China. Companies in the United Kingdom contract with service providers in Australia. While international business is good for companies, allowing them to grow into new and larger markets, it’s also complicated and intricate. We live in a global economy.

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Sales Enablement Penetration Collateral Video 118

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. Others may reflect the size of the target company or a couple of other demographics. As a result, most organizations’ collateral is aimed at that Active Buyer, boldly traversing 57% of their journey before succumbing to a salesperson.

Buyer 277

Buyer Collateral Harvest Demographics 277

Allego

AUGUST 24, 2021

Tapping into the Power of Sales Enablement. As a CMO or product marketer, the ball is in your court for how well your company handles market pressures. Equipping sellers with the content, tools, knowledge, skills and coaching required to optimize buyer interactions—known as sales enablement —is essential. 2 Seller Training.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Allego

JANUARY 24, 2023

While the exact number ranges between 27% and 36%, depending on the survey, the message is clear: Sales reps spend the bulk of their day on activities that don’t directly generate revenue for your company. 4 Strategies to Increase Sales Rep Productivity 1. How do you change that?

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Webinar Metrics Strategy Collateral Coaching 117

Highspot

JULY 21, 2020

In the wake of change, company culture often becomes collateral damage. For company leaders, uniting employees under a shared vision during a fractured time presents a sizable challenge — but overcoming it has never been more paramount. Company culture is foundational to an employee’s work experience.

Company 84

Company Collateral Microsoft Face-to-face 84

Allego

DECEMBER 20, 2023

This presents a significant challenge for sales teams that struggle to adapt to these evolving expectations. To stand out and capture B2B buyers’ attention, sales reps need innovative technology that enables them to engage buyers in a meaningful way, provide personalized content, and track their progress throughout the buyer journey.

Software 125

Software Software Lead Rank Vendor 125

SBI

AUGUST 7, 2018

Nearly every week, we interview a different SalesTech company to learn why their solution should be considered to be a SalesTech Game-Changer. To qualify, they should help companies sell more, in less time, at the right price, while lowering costs – what we call the 4 Golden Goals. Where do salespeople mostly work?

Lead Rank 95

Lead Rank Company Collateral Lead Scoring 95

Crunchbase

APRIL 8, 2022

Sales enablement is where sales and marketing overlap. It can mean different things for different companies, but it often involves content including whitepapers, pitch decks, case studies and emails (aka anything that helps the sales team educate and nurture prospective clients). But good intentions aren’t enough.

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Sales Enablement Closing Case Study Collateral 105

Sales Hacker

AUGUST 12, 2021

Companies have been cautious with their budgets, and as a result, deals have lengthened. Do your sales reps know who they’re supposed to be targeting? Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Not involving the decision-maker.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Sales and Marketing Management

MARCH 1, 2021

Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. There are broader lessons in these companies’ practices.

SAP 177

SAP Face-to-face Hiring Exercises 177

Allego

MARCH 31, 2022

Tripadvisor found that out when its sales and marketing teams were significantly out of alignment. The online travel research company helps users plan the ideal trip. The company also sells advertising, listing placements, subscription services, and travel insurance in partnership with Alianz Global.

Collateral 62

Collateral Marketing Tourism Travel 62

SalesFuel

MARCH 20, 2024

As buying groups grow bigger, there’s even more chance of someone being able to sabotage your sale. 2 Types of Objectors Who Can Sabotage Your Sale One of the decision-makers that Frost highlights is the cost-conscious objector. SalesFuel’s Voice of the Sales Rep found that “your price is too high” is the top objection they hear.

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Hiring Decision Maker Vendor Collateral 52

DocSend

JUNE 21, 2022

Identifying warm leads, building meaningful prospect relationships , and managing sales processes can be a lot more challenging in virtual environments than in-person settings. This type of inefficiency is an absolute no-go for fast-moving sales teams. Email outreach is an essential component of any sales process.

Scale 88

Scale Closing Collateral Top of Funnel 88

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Reduce onboarding ramp time. Simplify coaching.

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Face-to-face Intent Data GoldMine Lead Rank 264

Sales and Marketing Management

FEBRUARY 22, 2019

Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Allego

APRIL 26, 2023

Frantically, she searched through the company’s sales content library, her computer files, and her email inbox, but to no avail. While the prospect waited, Kate from a competing company contacted them—with all sales materials, reports, and documents at her fingertips to share.

Top of Funnel 118

Top of Funnel Collateral System Report 118

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. When choosing a sales training partner, start small and work your way up. You can always upgrade later.

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Training Face-to-face Education Negotiation 62

A Sales Guy

DECEMBER 16, 2011

Sales people are gladiators. They are independent fighters for the company, expected to fight the fight with whatever tools they have. Like gladiators, sales people are expected to win. Sales people, like gladiators, are expected to just get it done. Sales people, like gladiators, are expected to just get it done.

Company 128

Company Commission Commence Collateral 128

Allego

SEPTEMBER 17, 2020

Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. There’s both a greater need and an opportunity to follow up after virtual sales calls with something that will differentiate your value proposition.

Collateral 147

Collateral How To Video Face-to-face 147

SBI

JUNE 26, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Jill: Cirrus has solutions for every size organization.

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Top of Funnel Collateral SalesForce Prospecting 123