Make More Effective Sales Collateral This Summer

Sales Result

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.

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 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.

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.

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.

Sales and Marketing, Stop Blaming, Start Partnering


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?

4 Sales Tips for a Successful Q2


Assess Sales Collateral. Consider which collateral was most instrumental in closing deals. Keep the momentum you created during the first quarter by reinforcing SKO, assessing sales collateral, revisiting goals and prioritizing sales training.

Simplify Your Selling: Tackling the 3 Major B2B Sales Hassles


Sales leaders have tried to give them what they want – providing their teams with industry experts, sales enablement professionals, training and marketing collateral. They’ve already seen it on your website and in the collateral they’ve downloaded, and don’t need it reiterated.

Are You Developing Managers Or Leaders?

The Pipeline

Promote one of these reps, as many do, and you not only face the issues presented above, but a bunch of collateral damage. By Tibor Shanto – .

Help your sales team succeed in 2018: Hire sales ops


Who’s making sure the reps have the right collateral? SaaStr founder Jason Lemkin recently discussed the reality a sales team faces on January 1: the closed/won deals start at $0. The commitment of new goals can be daunting, even for the most seasoned of sales teams.

The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

Think about all the hours involved in making and marketing B2B collateral with the hope of piquing a prospect’s interest. Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business.

How to Keep Sales Messaging Consistent From Product Marketing through Sales


While product marketing is churning out critical data and content that may include marketing collateral, competitive analysis, sales guides, pricing lists, demos, ebooks and or white papers, sales needs to get trained to accurately deliver the pitch.

Your Company’s Best Brochure is You

Keith Rosen

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? For the most part, collateral material doesn’t sell and overcome objections; salespeople do.

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.

The Two Types of Tech Companies and How Each Should Sell

Sales and Marketing

Sales processes should also be discrete, utilizing a clear playbook on actionable steps and marketing collateral that demonstrates success in head-to-head pitches. Author: Adam Boggs and Andrew Dornon Ironically, the engineering advantages that distinguish many technology firms in the marketplace can be one of the biggest detriments to selling.

Can the Alinean sales / marketing tool reports be customized to look like our typical white papers, proposals or presentations?

The ROI Guy

Matching the current style provides for continuity with existing marketing and sales collateral. Yes, the reports are based on standard Word and PPT templates, making it easy to exactly match the style and format you require. Developing a unique style makes the white papers and presentations the tool develops stand out for third-party positioning and enhanced credibility. Value Marketing Pisello Alinean Value Selling

How To Effectively Implement Your Sales Process

MTD Sales Training

Have I got more collateral than just my website to show prospective customers what I can do for them? One definition of ‘process’ is ‘ a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’. A good sales process will give you a good framework and template for you to follow and apply. So, what steps does a good process follow to give you a chance to be successful?


5 Ways to Supercharge Your Sales Enablement Efforts

DiscoverOrg Sales

Additionally, sales spends too much time on non-selling activities, which may include searching for relevant content, or even creating sales collateral themselves. Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling.

Making the “Mobile-First” Vision a Reality

Sales and Marketing

Organizations with a distributed workforce or mobile reps are increasingly turning to apps to host their collateral – pitch decks, competitive battle cards, and one page explainers – along with other sales resources. By creating an app for the field marketing team or for each of their specific initiatives, you can reduce reliance on traditional communications channels and massive collateral packages.

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

Create a PDF of the case study for sales collateral. Sales and marketing event season just ended. If you weren’t overwhelmed with the number of technology choices out there, you didn’t go to the same events I did!

5 Steps to a Precise Internal Sales Diagnostic

Sales and Marketing

From a higher level, how do prospect profiles and sales collateral make their way to the sales team, and do those tools help drive sales? Author: Matt Sunshine Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.

How to Recruit and Onboard Channel Partners


Marketing experts will be able to create a focused recruitment campaign with appropriate messaging to the appropriate audience throughout all channels – events, collateral, branding, social media, blogs, webinars and more. There are a few defining moments in the channel lifecycle.

Why sales people talk too much … and what to do about it

Sales Training Connection

He shares his experiences while nursing a sore throat and found he was able to help others and build relationships as effectively as he did when speaking – and with much less collateral damage. Pre-Call Planning.

How to Optimize Your Sales Force Before Making New Hires


New sales collateral. Achieving new sales goals doesn’t have to mean hiring new reps. There are likely several improvements you can make internally to optimize your current talent pool before even starting to think about additional reps.

Sales Ops: Defend your Turf

Sales Benchmark Index

I was recently told by Sales Ops that marketing created collateral for sales reps to deliver to buyers. They would create job aids and collateral to help sales reps pull buyers through their journey.

Data 205

B2B is Dead – Long Live B2P

DiscoverOrg Sales

Brand voice is especially key here, as this trickles down into nearly every piece of collateral produced for the company. B2B vs B2C vs B2P.

B2B 201

Salesforce Podcast – When to Fire Your Top Salesperson

Keith Rosen

Sure, you love that they’re crushing their quota, but are you being held hostage by them to the point where they’re causing more collateral damage than they’re worth? Would you consider firing a top performer?

Why sales people talk too much … and what to do about it – An STC Classic

Sales Training Connection

He shares his experiences while nursing a sore throat and found he was able to help others and build relationships as effectively as he did when speaking – and with much less collateral damage. A Classic – ’63 Corvette.

Trust in Selling is Becoming More Important Than Ever

Understanding the Sales Force

Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits. Understanding the Sales Force by Dave Kurlan I loved this short, but perfect post from Seth Godin''s Blog last week.

Let’s Do A Deal….

Bernadette McClelland

What does your website, your marketing collateral, your sense of humour, your levels of engagement, say about you? I don’t shop at Hugo Boss. But my 22 year old son, who has just landed his first B2B account management role, as of this weekend, now does!

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

Usually these portals are very large, hard to navigate sites that become a dumping ground of collateral and assets not linked to buyer pain points. From custom value propositions, relevant collateral, custom questions, reasons why, and even specific industry news.

Sales Enablement Is Here to Stay: Here Are 3 Irrefutable Reasons Why

Sales Hacker

Consider the time your reps spend looking for sales collateral, tracking prospect interest, and entering data into your CRM. The best sales enablement tools can get them just in time training and targeted sales collateral.

What is Wasted Selling Time Costing You?

The ROI Guy

Enrich the content to include key collateral and resources? There is a common complaint amongst sales reps: “We spent way too little of our time actually selling.” And the complaints are real.

Sales Tips: Handling Requests for Brochures

Customer Centric Selling

If and when you have a prospect early on ask for a brochure, my suggestion is to respond that you have several offerings and in order to send the most relevant material or collateral you’d like to have a further discussion. Sales Tips: Handling Requests for Brochures.

34 Million Data Points Show What Type of Sales Content Performs Best


From hosting demos to sending collateral, sales reps are building relationships with prospects across multiple digital touchpoints. At the top of the funnel, marketers obsess over attracting, capturing, and handing off qualified leads.

Data 97

9 Ways to Train Sales Rockstars During New Product Launches


Make sure your dev and marketing teams have worked WITH sales throughout the process to create standout examples of the following: Marketing collateral. Your sales team is critical to the delivery of new product launches within your organization.

3 Tips for Embarking on an Account-Based Selling Program

DiscoverOrg Sales

Once reps have a list of accounts, they’re better equipped to formulate an effective message using relevant examples, case studies, and collateral that address a particular account’s needs and pain points.

5 reasons why Sales Enablement is the next best thing for B2B marketing agencies


With collateral distribution, presentation, and analytics happening all in one place, agencies gain feedback on the customer journey and visibility into the bottom of the funnel, an area where they currently lack validation.

CPQ Unlocks the Power of Sales Portals

Cincom Smart Selling

They need product messaging, collateral, and ultimately pricing and availability information as well as the ability to engage with many back-office functions?sometimes In the old days, this was an area in the sales office that held collateral, order forms, price lists, specification libraries, territory maps, and other things that sales reps were likely to require during the prospecting and quote processes.

Nancy’s Sales App of the Week: @ChannelRocket

Smart Selling Tools

They’ll have fast access to the collateral they need along with key competitive differentiators, customer success examples, videos, and demos, all customized to each buyer persona. Get to know your sales tools in just 2 minutes a week.