Highspot

JANUARY 4, 2024

Record these sessions for later analysis and provide structured feedback on language use, persuasion techniques, and handling objections. Use clear, jargon-free language and practical examples. Here’s an example of a sales training strategy for a new product launch: 1. Provide constructive feedback to refine messaging.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Mindtickle

JULY 10, 2020

For example, a CEO’s concerns will be different than that of an HR manager. Field requirements for collateral. Field reps need different content and collateral at each stage of the sales cycle. For example, should FAQs and objection handling guides be pushed out as spreadsheets or in a weekly digest or daily notification?

Collateral 71

Collateral Face-to-face Sales Enablement Objections 71

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 94

Buyer Collateral Case Study Follow-up 94

Janek Performance Group

OCTOBER 17, 2023

Sellers may do and say things counter to their organization’s objectives. For example: Listen for tone, meaning, and feeling Understand body language Demonstrate empathy Ask the right questions More than the words they speak, prospects can reveal more in how they say them. Next is the sales collateral you provide.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Zoominfo

JULY 12, 2021

Reduce onboarding ramp time As your sales reps jump into a selling space and tackle stakeholders’ questions and objections, the better prepared they are, the more likely they are to lead a successful call. They’ll also know how sales addressed the customer’s questions and objections throughout the buying process.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

Allego

MAY 7, 2024

Alignment requires shared goals and strategies that allow both teams to work cohesively towards a common objective. For example, marketing can leverage sales data to better understand customer needs and tailor campaigns accordingly. Share specific objectives and KPIs that both teams can work towards collaboratively.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Marketing Lead Rank 62

Mindtickle

JULY 10, 2020

For example, a CEO’s concerns will be different than that of an HR manager. Field requirements for collateral. Field reps need different content and collateral at each stage of the sales cycle. For example, should FAQs and objection handling guides be pushed out as spreadsheets or in a weekly digest or daily notification?

Collateral 52

Collateral Face-to-face Sales Enablement Objections 52

Mindtickle

AUGUST 28, 2023

Furthermore, with compliance requirements changing regularly, pharmaceutical companies must ensure their field team has the most up-to-date versions of collateral. By setting parameters and giving examples of top pitches, reps can hone their messaging and pitches virtually, before they are in front of HCPs.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Allego

MARCH 7, 2023

They monitor go-to-market programs, develop product strategies , research competitors, keep analysts informed, document the buying process, craft sales collateral, train sales on how to sell products, and much more. You’ll be able to hear how product messaging is resonating (or not) and hear first-hand buyer objections and pains.

Marketing 115

Marketing Sales Enablement Collateral Microsoft 115

Allego

MARCH 17, 2023

But traditional learning content and sales collateral can take weeks or months to create. Agile content differs from formal collateral produced by marketing. Step 2: Create a Brand Branding your agile content program with a name (like “Amplify Success,” for example), can create stickiness with sellers. Sales teams move quickly.

Collateral 62

Collateral Exercises Video Channels 62

Allego

AUGUST 2, 2022

Once you’ve identified an underperforming team, for example, analytics lets you take a deeper dive and establish whether the underperformance is due to factors within the market itself or to a particular seller’s approach. Which learning content or external collateral pieces are moving the needle? What is likely to happen next?

Lead Rank 118

Lead Rank Lead Scoring Sales Enablement ROI 118

Janek Performance Group

MARCH 26, 2024

For example, “Can you describe your initial impression of our company?” This should include demographic information, such as roles, goals, preferred communication channels, challenges, and common objections. This should include their experience at different levels of the sales funnel. And “How did our products/services meet your needs?”

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Hubspot Sales

NOVEMBER 28, 2023

Let’s take a closer look with some examples: Product datasheets. A management–frontline sales team or a senior leadership–middle management relationship are great examples of sales collaborations. For example, the sales team collaborates with the product team to understand new features.

Lead Rank 106

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

Mindtickle

MAY 2, 2023

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. This can include training on product features and benefits, objection handling, and sales techniques.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

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. Essential collateral: email templates, marketing content, buyer personas, sales tech. Essential collateral: buyer personas and UVP. The average deal now has 5.8

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Keith Rosen

MAY 26, 2013

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 a brochure does not overcome any objection. The irony is, the act of sending out material to a prospect actually creates an objection.

Collateral 133

Collateral Cold Calling Analysis Call-back 133

Allego

NOVEMBER 2, 2021

Marketers develop a specific piece of content to communicate a certain point or overcome a particular objection: a video, thought leadership piece, or best practice example,” says Miller. For example, connect content adoption metrics and content usage to pipeline acceleration and revenue goals.

Closing 125

Closing Strategy Video Collateral 125

Janek Performance Group

SEPTEMBER 12, 2022

And we have distilled this knowledge into six pillars: Strategy and Go-to-Market : Establishes the goals, objectives, target markets, and delivery methods for your sales reps. For example, new markets and technology provide opportunity. We have published countless blogs, case studies, white papers, and other collateral.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

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

Allego

FEBRUARY 13, 2020

The videos showed the salesperson talking about how the sale evolved, how he or she moved the client to a decision of ‘Yes’, any helpful collateral, and how they used the competitive landscape in our favor. Handling Objections. Another way video improved our team’s performance was by preparing them to handle objections.

Face-to-face 115

Face-to-face Channels How To Collateral 115

Mindtickle

DECEMBER 8, 2022

Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. Managers can, for example, analyze all the calls within deals that are due to close this quarter. Being a sales rep is tough but rewarding.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

Janek Performance Group

JULY 19, 2023

Fortunately, there are several ways that marketing teams can support salespeople and help them to achieve the company’s sales objectives. Marketing collateral is fine for generating interest and highlighting the benefits of the product or service. However, to achieve their goals, both teams must work collaboratively.

Quota 62

Quota Ideal Customer Profile Marketing Collateral 62

SBI Growth

MAY 21, 2013

As sales ops leaders, you value these outcomes because they directly support your objectives. Average deal size, closing rates and revenue per rep are examples. You and your sales ops team might become collateral damage too. For example, let’s say you think you know why your top reps leave. Help sales make their quota.

Hiring 300

Hiring Collateral Comparison Territories 300

Hubspot Sales

MAY 5, 2020

If all your reps are struggling to keep pace with your target average sales cycle length, then it's probably time to take an objective look at your operations. Marketing collateral usage. Hopefully, your marketing team is creating collateral that helps your reps move their prospects through the sales process. Image Source.

Analysis 118

Analysis Report Churn Collateral 118

Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation? You should have clear goals and objectives laid out before the call.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Highspot

DECEMBER 19, 2023

The sales development playbook ensures all sales interactions, including objection handling and closing techniques, are standardized and maintains a uniform customer experience throughout the buyer’s journey. Sales Development Tools Where can SDRs find collateral, more information, support, and track interactions?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Zoominfo

AUGUST 15, 2018

They’re invested in the company’s future, so be transparent about all corporate objectives, future projects, decisions, and changes. Messaging should be built into every sales call, every piece of marketing collateral, every new hire orientation, and so on. Employees who have a role model will often rise up to match their example.

B2B 157

B2B Social Media Hiring Collateral 157

Mindtickle

JUNE 8, 2016

While the channel partner manager received leads, product marketing might help with product training , and the sales engineer provides tactical support in how to deal with specific objections. Provide well-defined objectives. Providing your channel partner with objectives that suit your business model is critical.

Channels 52

Channels Collateral Sales Qualified Lead Objections 52

Mindtickle

JUNE 7, 2016

While the channel partner manager received leads, product marketing might help with product training , and the sales engineer provides tactical support in how to deal with specific objections. Provide well-defined objectives. Providing your channel partner with objectives that suit your business model is critical.

Channels 52

Channels Collateral Sales Qualified Lead Objections 52

BuzzBoard

MAY 23, 2024

To promote your services, these case studies can be used in presentations, pitch decks and sales collateral. Rise Cafe, a local coffee shop, is a prime example of this success. These businesses are just a few examples of the numerous local firms who have successfully leveraged tailored content and niche-specific strategies.

Case Study 52

Case Study Study Social Media Small Business 52

HeavyHitter Sales

SEPTEMBER 25, 2010

The Three Critical Win-Loss Objectives. With this in mind, here are the three critical objectives of true win-loss analysis. The primary objective of win-loss analysis is to classify sales cycle types into winnable (higher likelihood of winning), competitive (possible win), and un-winnable models (extremely low likelihood of winning).

Objections 104

Objections Hiring Vendor Sales Cycle 104

Hubspot Sales

JULY 2, 2020

Some special characters (for example: # % { } [ ] and others) cause errors when they're included in the query string at the end of the URL. Define your video campaign objective. The broader category of your campaign objective is going to reflect a stage in the buyer's journey: awareness, consideration, or decision.

LinkedIn 113

LinkedIn Video Cost Per Click Campaigns 113

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. This is done to understand your buyers goals and objectives. Example – Companywide Communications Program. User buyer examples: Sales reps by vertical. Sales enablement tools can’t get a cursory review.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Janek Performance Group

MARCH 8, 2024

As such, they publish blogs, white papers, case studies, and other collateral. Instead, sellers must anticipate objections. Instead of generic examples, the training can include real-world situations, using your sales team’s specific language. Successful companies not only share results. They are leaders in their fields.

Training 62

Training Face-to-face Education Negotiation 62

Allego

AUGUST 18, 2022

Or they can pull up a key piece of collateral to use, accompanied by an explainer from an expert on how to use it properly. They can help define and execute a communication plan that gets everybody on the same page as far as priorities and objectives.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

Hubspot Sales

MARCH 22, 2022

When you apply for a loan, you'll also need to put something on the line for collateral. Collateral is something pledged as security for repayment, such as a mortgage or savings account. One way to feel more confident as you approach investors is to create a list of their potential objections or questions.

Scale 85

Scale Small Business Small Business Collateral 85

Allego

DECEMBER 21, 2022

It involves communicating with the stakeholders before the meeting to surface questions and objections they may have. Winning content is the collateral that helps close deals—moving buyers through the pipeline from first touch to contract. Preparation takes several forms. In most cases, sellers must write clearly and concisely.

Strategy 62

Strategy Collateral Case Study Video 62