16 Sales Collateral Your Team Needs (With Examples)
LevelJump
DECEMBER 15, 2020
Sales collateral is necessary at all points of the purchase journey. And particularly beyond the Awareness stage, they can be a salesperson’s best friend.
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LevelJump
DECEMBER 15, 2020
Sales collateral is necessary at all points of the purchase journey. And particularly beyond the Awareness stage, they can be a salesperson’s best friend.
Hubspot Sales
JUNE 8, 2020
As a sales leader, you've probably wondered what impacts your prospects and potential customers. By creating and equipping your sales team with sales collateral content and materials. Not only does this enrich your prospect’s experience with your company, but it makes your sales reps’ jobs easier. It’s a win-win.
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Gong.io
JULY 5, 2022
It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. Then, we‘ll discuss how you‘d actually go about using it in practice, and share a few helpful examples to illustrate.
Zoominfo
SEPTEMBER 25, 2019
As we said earlier, not every outreach campaign is a winner — and our next example is one that didn’t pan out as well as we hoped. The idea was simple enough: we sent 100 branded cookies featuring pictures of our office dog to 100 sales prospects. This last example was by far our most expensive campaign — but also our most lucrative.
Highspot
APRIL 17, 2020
Product marketers are the go-to resource for providing messaging guidance, product training, competitive intelligence, and other tools to their sales teams. 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.
Janek Performance Group
AUGUST 21, 2024
At the midpoint of the year, sales organizations face a critical juncture. In the transition from Q2 to Q3, sales leaders have a good idea of their progress. Here, we will explore strategies to maintain midyear sales momentum and ensure continued success. By Q3, much has changed from the beginning of the year.
Sales Hacker
MARCH 21, 2019
Creating a winning sales pitch has never been more challenging. In a recent report, sales expert Marc Wayshak found that only 24.3% of 400 surveyed sales reps exceeded quotas last year, and that 61% consider selling harder than it was five years ago. Prospects expect sales pitches to be highly personalized, too.
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.
Hubspot Sales
JUNE 29, 2020
While there are some common techniques that are used and adopted by successful salespeople, there is truly no one-size-fits-all approach to mastering sales. Take a moment to reflect on your sales process, and some of the recent deals you’ve closed. Missionary Selling Examples. Textbook Sales. That’s highly unlikely.
Zoominfo
SEPTEMBER 25, 2019
Cookies As we said earlier, not every outreach campaign is a winner — and our next example is one that didn’t pan out as well as we hoped. The idea was simple enough: we sent 100 branded cookies featuring pictures of our office dog to 100 sales prospects. A great return! Maybe they didn’t taste great (we never sampled them!)
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.
Sales and Marketing Management
JULY 13, 2020
Wherever they are, your sales force is a dynamic team that's unique to you. There's a few common scenarios that occur in partially onsite outside sales teams: Benching: Situated side-by-side in wide-open rows, benching is an efficient way to provide a home base for employees on the go. Rethink Sales Collateral.
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.
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. . The basics: What is sales enablement?
Zoominfo
AUGUST 8, 2024
To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.
Pipeliner
OCTOBER 30, 2024
In today’s digital landscape, businesses are increasingly turning to innovative strategies to enhance sales and build deeper relationships with their audience. One such strategy is leveraging AI in podcasting , creating a powerful synergy that transforms sales teams’ approaches.
Allego
MARCH 21, 2023
In fact, recent research highlights two critical problems with traditional sales content management systems: Conventional technologies reinforce the divide between those who create and manage sales content (marketing and sales enablement) and those who use it (sales reps). Modern sales content management platforms.
Allego
JULY 26, 2023
About 65% of sales marketing content is never used. One primary culprit: sales representatives don’t know enough about available assets or how to leverage them. Sales executives recognize the problem — 84% report content search and utilization as the top productivity improvement area. Try these three tips.
Sales Hacker
MAY 24, 2020
Cold calling is (and will always be) a foundational skill in sales. If you want to learn how to cold call — or just improve your skills — your best approach is to watch what experienced sales reps do, listen to recordings , and of course, study cold calling examples. But it can be daunting if you’re new to it. Quick Pitch.
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. “It’s a common problem: The marketing team creates content for sales, but sellers don’t use it. It’s a tale as old as time.
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. Allego research found sales teams have 5-13 tools in their technology stack.
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.
The Science and Art of Selling
JULY 7, 2014
With that set of unfavorable qualities, how does a sales person even know if the prospect is even engaged from the get-go and figure out where they are in the sales process? But now, owing to increasingly sophisticated tracking technology for email and sales collateral, sales people can now readily control and monitor buyer behavior.
DocSend
MAY 17, 2022
What is sales enablement? At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. A lot of what a sales enablement tool does is teach reps how to sell or store information they need to sell.
Sales Hacker
JUNE 1, 2022
Sales professionals have been selling over the phone and video for years. So why does it feel like we’ve entered a new age of sales? But the reality is traditional rapport in sales began to shift even before the pandemic began , with reports showing buyers only spent about 17% of their time meeting with potential suppliers.
Zoominfo
MARCH 1, 2022
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. Instead, they can build on marketing collateral and expanded messaging to close deals.
Hubspot Sales
MAY 23, 2023
Based on this stat alone, it's no surprise why so many sales teams are folding AI into their workflow — and saving time in the process. How Sales Professionals Are Using Artificial Intelligence 1. In fact, 31% of sales professionals already use AI for this purpose. Let's dive in. Writing prospecting messages.
Allego
JANUARY 19, 2023
Companies in the United States, for example, do business with suppliers in China. Sales reps selling to companies on that continent require specialized sales enablement technology , which can be difficult to find in one solution. “Connecting sales teams across countries should be straightforward.
Sales Hacker
AUGUST 12, 2021
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. As a sales leader, you may have the perfect view of what your ICP looks like, but you need to make sure that the same is true for your team.
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.
Highspot
JANUARY 4, 2024
A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.
Janek Performance Group
AUGUST 23, 2023
No one wants to miss a deal, and, in sales, time counts. For example: How often do you hit your weekly, monthly, and quarterly goals? For every stalled sale, there are a multitude of excuses. For example, framing a solution as loss prevention motivates buyers more than the benefits of fancy features. It’s the budget.
Zoominfo
JANUARY 27, 2022
To get the most out of their investment, sales and marketing operations leaders should ensure that any data they collect is normalized before it’s put into action. Here are three of the most important reasons to normalize your data, and some scenarios and examples that show the power of data normalization in action.
Hubspot Sales
MAY 26, 2020
The last thing you want to do is mislead someone during the sales process about your product, service, or capabilities, only to anger your newly acquired customer with poorly set expectations. Sales Battle Cards. Types of Sales Battle Cards. How to Create a Sales Battle Card. The solution? Download this Template.
Highspot
JANUARY 18, 2024
Keep Your Content Clean and Compelling Without insight into what content reps use regularly or how assets perform with buyers, sales enablement and marketing teams can’t maintain a healthy arsenal of on-brand, impactful materials. With the help of our research teams, we provide data-driven best practices for sales enablement.
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. Sales teams. Reduce onboarding ramp time.
SBI
SEPTEMBER 23, 2021
Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Here’s my interview with Filip Witkowski of Crescendo a sales enablement solution that delivers easy content management.
Allego
SEPTEMBER 1, 2022
I think we can all agree that the best use of a salesperson’s time is not creating collateral. Yet that’s what many sales reps do—especially those working at manufacturing and industrial companies. As a result, sales teams end up with a disjointed content “system,” with content located in multiple locations.
Sales and Marketing Management
APRIL 1, 2020
In order to resonate with customers, your announcement must be seen, messaging absorbed and content leveraged with the sales team. For a successful campaign or product launch, you’ll want the right content and up-to-date information at the fingertips of your sales reps. A failure to launch. Customized workspaces :?You
Hubspot Sales
FEBRUARY 22, 2023
And if so, what does it look like to sales professionals? In this post, we're going to discuss what it means to quiet quit in sales, what it looks like, and what sales managers can do when they think it's happening in their teams. Sales rely on won deals. Am I providing adequate training and support to the team?
Janek Performance Group
OCTOBER 17, 2023
While likability can be a huge plus in sales, it’s not the only reason buyers buy. Further, those with the weakest sales records were more likely to believe making friends is their greatest asset. This places the sale over the prospect’s needs and leads to distrust. Most people want to be liked. Salespeople are no different.
Mindtickle
JUNE 28, 2024
In medical device sales, staying ahead requires more than constant product innovation—it requires a flexible and adaptive approach to enabling your reps to sell your rapidly evolving product line. Before Mindtickle, their sales enablement efforts were manual and analog. Let’s dive in.
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. DocSend’s document analytics allow you to do just that — and develop a strategic, confident sales cadence from intro to closing call.
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.
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