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.

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.

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.

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.

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.

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.

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?

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.

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?

The Top Marketing Tools Guide of 2018

Smart Selling Tools

Don’t have time to read through a bunch of collateral? Last week I was in my favorite city – Boston – for the ever popular MarTech East event. If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team.

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

DiscoverOrg Sales

This allows our marketing team to regularly review company messaging and collateral to ensure we’re always answering the right questions, in a way that makes sense to our prospects. Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome.

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.

7 Sales Triggers Guaranteed to Uncover New Sales Opportunities

Sales Hacker

Sales collateral engagement. Sales Collateral Engagement. Historically, it was difficult to track how prospects engaged with sales collateral—all of the case studies, presentations, and requirement docs you shared.

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.

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.

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 Slack’s Sales Team Uses Slack to Close More Deals


Tom recommends sales users have a Slack channel set aside for sharing sales-customized marketing collateral. “No, Marketing may not love that last tip, but they might appreciate this one: Use Slack to distribute new marketing collateral to sales.

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.

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.

Startup sales gigs-watch out for men bearing shades

Sales 2.0

It’s not our job to produce collateral that clearly communicates the message. “Dude, the future of this startup is so bright you better bring shades.”. Startups are super exciting but they can turn a “rockstar sales person” into a “loser”.

How a PRM Platform Can Help Streamline Communication and Collaboration


A PRM platform allows vendors to easily respond to partner requests for collateral, and it makes it easier for channel partners to find the right assets at the right time.

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.

The Plain-English Guide to a Business Line of Credit

Hubspot Sales

A secured line of business credit is backed by either a guarantee or collateral. Examples of collateral include: Inventory. An unsecured line of business credit is a line of credit that does not require collateral. So, you need some funds for your startup.

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

SalesTech Game-Changers Digital Magazine is Out: 8 Companies Answer an Important Question

Smart Selling Tools

Sifting through sales collateral can take up a lot of time. Seismic centralizes all sales collateral into one area and then automatically distributes the right piece of content to the seller based on a host of data AND distributes it to other tools where sellers spend most of their time, such as in their CRM, their email client, or their mobile device. game chang·ing. adjective.

Making the “Mobile-First” Vision a Reality

Sales and Marketing Management

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.

To Bridge the Gap between Travel and Work, Pack Allego for Your Next Road Trip


Unless you brought stacks of collateral to review on the plane or in your hotel room, you might not get the chance to make any last-minute needed refinements to your talking points, or refresh your memory on the latest features.

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!

Seasonal Sales Tactics: Fall

The Pipeline

For example, if a fashion trend watch says that people are looking for things that are jewel-toned this year, consider using these types of colors in your marketing collateral or your products. The Pipeline Guest Post - Megan Totka.

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.

The Two Types of Tech Companies and How Each Should Sell

Sales and Marketing Management

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.

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.

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

Early stage marketing collateral. Six months ago your company launched a new product. It didn’t produce the expected results. The buzz around the water cooler is that marketing botched it from the get-go. The sales team didn’t have a chance. And so the finger pointing begins.

5 Steps to a Precise Internal Sales Diagnostic

Sales and Marketing Management

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.

Approaching 2015 From a Sales Perspective

Understanding the Sales Force

Quickly create a page like this one that I built in Postwire for a professional, slick, and impressive way to share necessary documents, collateral and content instead of sending via email. Copyright: 123RF Stock Photo.

Bolster New Product Launches by Aligning Sales Enablement & Marketing

Sales Benchmark Index

With this alignment, marketing collateral supports the sales efforts with one consistent message. At the same time, marketing collateral communicates the same benefits to this buyer audience. Recently I had a conversation with a Sales Enablement leader.

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Mark O’Connell of @SAVO_Group

Smart Selling Tools

The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities. Welcome to our biweekly blog feature.

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Personalization: The Modern Buyer’s Prerogative

Smart Selling Tools

The line between consumer buying behavior and business buying behavior isn’t blurred. It’s now nonexistent. Consumer-oriented companies such as Amazon and Airbnb have set a high bar for more informed, highly-personalized buying experiences.

Buyer 104