Everything You Need to Know About Sales Collateral

Hubspot Sales

By creating and equipping your sales team with sales collateral content and materials. Sales collateral is part of sales enablement , which is the process of providing your sales team the resources they need to close deals. So, you could say that sales collateral is also sales enablement content. The bottom line is that sales collateral content is critical when arming your sales team with the resources they need to build relationships, convert customers, and generate revenue.

What is Sales Collateral?

Veelo

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? Sales Content sales collateral

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4 Essential Pieces of Sales Collateral for the 21st Century [VIDEO]

The Center for Sales Strategy

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! sales process prospecting sales collateral

9 Tips to Get Your Sales Collateral Under Control

Mobile Locker

Is your sales collateral system a complete and total mess? The post 9 Tips to Get Your Sales Collateral Under Control appeared first on Mobile Locker. You’re not alone! See how you can get it under control once and for all.

Legendary Presentations: eLearning, Sales Collateral, and Defeating Death-by-PowerPoint

Speaker: Richard Goring, Director, BrightCarbon

And once that’s finished, we’ll look at how you can take this engaging eLearning content and easily repurpose it to create sales collateral for your teams to use with clients.

Don't Underestimate the Power of Good Sales Content and Collateral

Janek Performance Group

It often comes down to quality sales content and collateral that can be shared to give you a strategic advantage. The middle of the pipeline can sometimes be an awkward purgatory – you’ve captured their interest, qualified, and are working the opportunity, but the prospect isn’t quite ready to make a decision. 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.

What Could Go Wrong? 3 Reasons Salespeople Should NEVER Create Their Own Collateral

Mobile Locker

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. It could have been done on the fly. Or it’s something they plotted and planned for a long time. And it’s horrifying. Maybe it includes a company logo that hasn’t been used in years. Or it features clip art — […]. The post What Could Go Wrong?

3 Types of Product Marketing Collateral That Boost Sales Win Rate

Highspot

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. Creating sales-focused collateral can be one of the most valuable, quantifiable uses of a product marketers time.

How to Align Your Sales Collateral with the Modern Buyer’s Journey

Highspot

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. In fact, modern sales collateral pivots away from the vendor’s perspective and instead incorporates insight from credible third parties.

How Does Your Buyer Strategy Change When Applying It to Customers vs. Prospects?

Sales Benchmark Index

It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.

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Keeping Your Company’s Brand Consistent and Accurate When It Counts

Sales Benchmark Index

What is your company’s Brand Image? If we asked everyone in marketing would we get the same answer? What kind of answers would we get from the sales team? Most importantly, what answer would we get from your customer? These.

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. The post Sales Acceleration: Email Tracking and Sales Collateral Analytics Answer the Prospect Engagement Question appeared first on The Missing Piece to Sales Success - sales blog by Alen Mayer.

How to Generate Larger Deals and Shortened Sales Cycles

Smart Selling Tools

Seismic centralizing all sales collateral into one area, and then automatically distributes it to other tools where sellers spend most of their time, such as in their CRM, their email client, or their mobile device. Sales Tech Game Changers John Raguin Marketing Enablement Sales Collateral Sales Enablement Seismic Shortened Sales CyclesIn this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way.

Sales Tech Game Changers: How to Convert Prospects Into Customers Faster

Smart Selling Tools

Share and Track Sales Collateral: Use attachment tracking to determine high performing pieces of content and know when prospects read high converting pages. Expense Reduction: Improved tracking of Sales collateral reduces the excessive creation of unused content. 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.

How to Create a Compelling Sell Sheet That Gets Results

Hubspot Sales

Sales CollateralImagine you need to relay information about the most compelling benefits of a product to a prospect with a waning attention span within a fixed amount of time. Those circumstances might seem familiar. They generally surround one of the most fundamental concepts in sales — the elevator pitch. But that's not what I'm talking about here. I'm going to add an extra caveat to that scenario. In this case, the pitch can't be delivered verbally.

9 BETTER Reasons for Actively Managing Your Sales Content

Mobile Locker

Think preventing messes is the ONLY reason to actively manage your collateral? Find out 9 BETTER ones. The post 9 BETTER Reasons for Actively Managing Your Sales Content appeared first on Mobile Locker. Sales Enablement

Talk Tracks to Speed Up the Sales Process

The Center for Sales Strategy

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. Salespeople in different industries encounter different questions and objections, right? Wrong.

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 and Marketing, Stop Blaming, Start Partnering

Pointclear

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? B2B Marketing Marketing & Sales Alignment B2B Sales

Hey Marketing, That’s Not How You Tie Content to Revenue…

Accent Technologies

A common struggle for marketing teams is gathering analytics on how collateral affects revenue. In fact, the practice has become so common, there are countless blogs declaring it a best practice for measuring “most effective” collateral. If content effectiveness is measured by deals won, what happens to good content when a deal is lost for other reasons? Is this really a best practice? Conclusions about effective content are often based on deals won.

8 Things You Can Do to Make Your Sales Content BETTER Than Best

Mobile Locker

With the emergence of countless new types of media and distribution methods, the appetite for blog posts, videos, podcasts, collateral and more to support sales has been insatiable. With the pace of change increasing, the demand for new — and better — marketing content will continue to grow in the years ahead. It will be […]. The post 8 Things You Can Do to Make Your Sales Content BETTER Than Best appeared first on Mobile Locker. Content and Sales Presentations Improving Sales

How Product Launch Execution Can Make or Break Your Forecast

Sales Benchmark Index

The Marketing function has created the necessary collateral to. All hard work has been completed. 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.

11 Ways to Enable Your Sales Team to Succeed

Sales Result

Examples of sales enablement include playbooks, processes, collateral, CRM system, success metrics, and sales portals. Sales enablement is the process, practices, technologies and tools that improves the productivity and performance of the sales organization and sales team. Sales Success Sales Playbook Sales Training Sales Team Enablement Sales Tools

Ignoring The Buyers’ State of Readiness

The Pipeline

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. When you looked at collateral earlier, did it speak to anyone that is not intent on buying? Few companies arm their salespeople with collateral aligned to milestones that occur before there is “product talk.”.

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The Buyer's Journey has Changed

Atlatl Software

Every question, every piece of information, and all product collateral was gate kept behind the doors of a store and its salespeople. In the analog economy, complex product purchases would require upwards of 17 visits to a brick and mortar retail location before making a purchase. Customers were forced to visit a physical location every time they wanted to investigate a product.

What the Top 1% of Sales Reps Do Differently

Fill the Funnel

And that includes sales collateral. For top-performing reps, it isn’t the resources they’re given that determines their success — it’s their resourcefulness. But who would choose a Hyundai over a Ferrari? We don’t love to admit it, but powerful sales tools can increase our chances success. Whether it’s content your company created, a report by […]. The post What the Top 1% of Sales Reps Do Differently appeared first on Fill the Funnel.

It’s a great time to start upgrading your clients

Sales 2.0

Adapting your sales collateral/marketing pieces to the specialized needs of large accounts. It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply. A time to plan.

2019 Media Sales Report - Get Back to the Basics With Sales Enablement

The Center for Sales Strategy

So, why did nearly 1 out of 4 sales managers feel that they don’t have the right sales collateral pieces to help their sellers in all stages of the sales process? Why is sales enablement important? Because buyers are more informed, and selling is more challenging than ever before. Our 2019 Media Sales Report found that some of the major challenges in sales today are that sales reps’ time is not actually spent selling and salespeople are simply not equipped with relevant materials.

How to Construct the Perfect Case Study for B2B Sales

Outbound Works

Maybe that’s why they’re among the most sought-after sales collateral types. Case studies are among the most effective VBRs (viable business reasons) out there. They combine real-world application with the power of storytelling, showing how your offering actually helped a customer. Source Only presentations and flyers/spec sheets come in ahead. Case studies are a vital […]. Account-Based Sales / Marketing

3 Ways Sales Can Help the Marketing Team (and Help Themselves)

DiscoverOrg Sales

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. Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome.

Email opens aren’t enough to measure prospect engagement

DocSend

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. DocSend’s page-by-page analytics are a powerful tool for understanding how stakeholders engage with your collateral.

Build a Sales Enablement Strategy You Can Be Proud Of

Allego

Get qualitative data on usage and quantitative feedback on whether collateral is succeeding. The ability to create, manage, and track sales and marketing collateral for reps to access and share on any device is the next pillar of modern sales enablement.

Align Your Sales and Marketing Teams in 5 Easy Steps

Sales and Marketing Management

It’s better to ask about their roadblocks and provide creative branded content and collateral that addresses those themes. Is the marketing collateral you create easy to find? Author: Steve Randazzo Any marketer worth his or her salt knows you have to understand your audience members before you can engage them. But the most important audience you have isn’t potential partners or customers – it’s the folks on your sales team.

How to Know if Your Team is Ready for Virtual Selling

Allego

The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects. Tracking activity on this collateral allows you to understand engagement and buying intent for every prospect.

How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

On-demand collateral – Sales content delivered by marketing and sales enablement groups shifts to more engaging content such as customer testimonial videos, easy-to-use demos and captivating virtual pitches.

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Why A Rising Win Rate Can Be a Bad Sign

Sales Benchmark Index

As the VP of Sales, it is your responsibility to ensure your organization has the collateral your customers demand. Building and reviewing sales collateral in conjunction with marketing. The software company’s VP of Sales boasted about his win rate. Over the last four years we’ve increased our close percentage in opportunities from 21% to 34%. Each year we’ve improved.”. The CEO was not impressed. During this four year period, his VP missed the target two times.

7 Tips to Skyrocket Performance In Small Sales Teams

Sales and Marketing Management

Review your sales collateral. That doesn’t mean you have to miss out when it comes to sales collateral. 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. But how can you go about that? How can you inspire your sales team to go above and beyond?

Just Ask: Voice of the Market Conversations Amplify Understanding of Customer Needs

Sales and Marketing Management

Instead of being the tactical and logistical arm of sales, tasked with planning trade shows and creating collateral, use VOM to empower your organizations to identify and meet the ever-evolving demands of today’s customers.

A Lack Of Transformational Leadership

The Pipeline

I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” By Tibor Shanto. “We We are living in interesting times, with multiple transformations triggers all present at the same time, all equally intense,” said Robert T. Vanderwerf, Transformation Strategy Leader, KPMG LLP., When four or five significant drivers are changing at the same time, the business environment becomes highly complex.”

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MindTickle-Highspot Solution Breathes New Life Into Halcyon Knights’ Enablement and Readiness Program

Mindtickle

Part of the problem was the company’s content repository: Halcyon Knights relied exclusively on Microsoft’s Sharepoint to store and share marketing collateral and learning materials.