SBI Growth

FEBRUARY 11, 2013

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. With the right data, Sales Ops should be responsible for creating this content.

Collateral 334

Collateral Customer Service Data Buyer 334

The Pipeline

JULY 30, 2019

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. By Tibor Shanto. For many, you will find one piece or set aimed at your market.

Buyer 277

Buyer Collateral Harvest Quota 277

The Center for Sales Strategy

FEBRUARY 21, 2023

Across all industries, sales managers and account executives spend thousands of hours each year crafting collateral that will support them while they engage with their prospects. However, just as often, this sales collateral ends up in the prospect's recycling bin.

Collateral 88

Collateral Account Industry Prospecting 88

Sales and Marketing Management

MAY 27, 2019

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? Don’t assume you know what the sales team needs. Instead, just ask its members point-blank. Marie Kondo your marketing materials.

Marketing 302

Marketing Collateral InsideView Competition 302

SBI Growth

JANUARY 7, 2019

The Marketing function has created the necessary collateral to. 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.

Forecasting 180

Forecasting Collateral Marketing System 180

Understanding the Sales Force

FEBRUARY 26, 2014

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. Just one bad apple is all it takes to ruin it for everyone. The question of the day was, "Do potential clients trust us when they don''t really know us that well?".

Face-to-face 267

Face-to-face Ideal Customer Profile Hiring Collateral 267

Sales 2.0

SEPTEMBER 14, 2014

It’s not our job to produce collateral that clearly communicates the message. It’s not our job to “pivot” the company when the market says it does not want our offering. It’s not our job to figure out the messaging for our product so the market understands how it helps them.

Scale 373

Scale Hiring Collateral Social Selling 373

Sales and Marketing Management

JULY 13, 2020

Rethink Sales Collateral. If you choose to mail out swatches, designate one person in the office to interact with these hard to clean items to keep both the physical collateral and shipping materials free from contaminants. In these areas, containment is key. Enhance Your Tech.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

SBI Growth

NOVEMBER 19, 2013

They can then locate the right marketing collateral needed assist in the buying process. In this post, I’ll discuss 5 critical actions that need to take place to enable your sales force. Doing so will assist your reps to spot where their prospects are in their buyers journey. 5 Steps to Enable Reps with the Right Content at the Right Time.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

DiscoverOrg Sales

JUNE 19, 2018

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.

Buyer Persona 214

Buyer Persona Marketing Collateral Scale 214

SBI Growth

NOVEMBER 27, 2013

Early stage marketing collateral. Target Buyer Persona Profiles. Buying Process Maps for target personas. Pricing Guidelines. Channel Strategy & Sales Goals. Training material/courseware for sales team. Field Marketing Strategies & Demo Decks. STEP #3 – LAUNCH READINESS.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

Mindtickle

JANUARY 25, 2024

The right sales collateral is essential. In this post, we’ll explore what sales collateral is, why it’s important, and what the different types are. What is sales collateral and why is it important? First things first: what is sales collateral? First things first: what is sales collateral? But why is it important?

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59

SBI Growth

DECEMBER 24, 2012

When the decision is made at the top, the collateral damage is multiplied. Use it to compare your thought process to that of other executives. Are you ahead of the curve? Is it possible you have a problem? Bad decisions can cause your company to miss the number. Below are six of the worst decisions we’ve seen senior sales leaders make.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

SBI Growth

JULY 30, 2013

Review your collateral and ensure you are arming the sales team with the right tools. Consider sales associates as key customers. Treat them as you would key accounts. Include regular communication, sharing challenges and sharing successes. Focus on how you’re enabling your sales team. Get out into the field more often.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

G2Crowd - Sales Blog

OCTOBER 12, 2020

What do you have sitting in your sales arsenal?

Collateral 105

Collateral Sales 105

SBI Growth

FEBRUARY 13, 2014

The content is sales collateral aimed at the customer. The foundation to any effective Sales Playbook is a custom Sales Process. If the sales process is the foundation, the content is the structure. You can’t have one without the other. But more importantly. The content is also comprised of sales tools with sales as the audience.

Hiring 296

Hiring Collateral Ideal Customer Profile Sales Enablement 296

Sales and Marketing Management

NOVEMBER 17, 2019

Review your sales collateral. That doesn’t mean you have to miss out when it comes to sales collateral. The difference between an integrated technology stack and one that requires you to continually re-input data and come in and out of tools that require different logins or even different devices is huge. How are your team dynamics?

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

SBI Growth

MARCH 2, 2013

marketing collateral, proposals, executive summaries, letters, emails, presentations, etc). If you’re theme sticks out, customers are more likely to remember it. Socialized – Once you have your theme, you need to spread it. Make it known across various oral and written communication channels (e.g.,

Meeting 316

Meeting Customer Scale Collateral 316

Sales and Marketing Management

APRIL 1, 2020

By optimizing messaging, collateral and communication through effective sales enablement, sellers can better communicate the differentiating value of your new solution, showcase marketplace positioning and properly advise prospects.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

SBI Growth

AUGUST 28, 2013

Keeping key collateral and processes in the system will get them used to the platform. For those organizations that are still having trouble, there are tactics for improving adoption. Routing all messages and generated leads through the technology will force them on. However you do it, be sure it’s non-negotiable.

Training 300

Training Sales Management Hiring Social Selling 300

DiscoverOrg Sales

DECEMBER 4, 2017

Additionally, sales spends too much time on non-selling activities, which may include searching for relevant content, or even creating sales collateral themselves. Despite the vital role content serves in generating sales, the average salesperson doesn’t use most of what is created.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales 2.0

JANUARY 14, 2025

These salespeople are going to need support and certain collateral, such as one-pagers, web pages, scripts etc. The goal is to upsell other products in addition to the focus product that has been the only thing sold to these customers in the past. I am going to need to work with my clients salespeople to get this question asked.

Collateral 195

Collateral Account Territories Segment 195

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Poorly executing one of these major initiatives will cost you your job in 2014.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Sales and Marketing Management

MARCH 11, 2019

Your marketing teams can use all of that to identify and target look-alike audiences, match email addresses to acquisition channels, and create collateral that is more likely to influence prospective customers. Overcoming pain points: Sales also has data about what went wrong during a sale: the pain points, objections, and stalls.

CRM 289

CRM Lead Rank Lead Scoring Data 289

SBI Growth

SEPTEMBER 15, 2013

They stopped handing out collateral on all the bells and whistles. Instead they were eager to hear how the product would be delivered. Was this a trusted vendor and how could I be sure? The sales team quickly altered course. They put down their product pitches. Instead, they produced case studies from top clients.

Tools 300

Tools Sales Tools Collateral Vendor 300

SBI Growth

MAY 21, 2013

You and your sales ops team might become collateral damage too. Many of these are the questions the CEO is asking your sales leader. If your CSO doesn’t have these answers, they won’t survive to long. But, armed with the answers and the actions to take, the number is made. Happy and successful CSO’s make for happy CEO’s.

Hiring 300

Hiring Collateral Comparison Territories 300

The Pipeline

JUNE 25, 2020

I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” Same old complacency, the same old laziness, and deliberately blurring the line between transformation and transitioning. The same attitudes that limited and limit real transformation.

Sage 288

Sage Real Estate Skype Collateral 288

Understanding the Sales Force

DECEMBER 22, 2014

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. Follow my lead and conduct video conferences. Improve Your Sales Capability. Skills are only a part of what can make you effective.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

Zoominfo

JULY 12, 2021

For example, with ZoomInfo + Chorus, if a customer mentions a new use case, product marketing teams will dig deeper into intent data to inform a product update and the supporting marketing collateral. Customer success teams.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Sales and Marketing Management

SEPTEMBER 16, 2020

Information, reports, statistics and tutorials you used to deliver via an in-person meeting can instead be the focal points of blog posts, newsletter-delivered informational courses, video lessons and similar forms of marketing collateral.

Trends 333

Trends Marketing Lead Rank Conference 333

The Center for Sales Strategy

OCTOBER 20, 2020

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. Sales enablement resources help them anticipate and overcome these objections.

Sales Process 138

Sales Process Collateral Face-to-face Objections 138

Allego

AUGUST 11, 2021

What buyers don’t want is to comb through their inboxes looking for scattered bits and pieces of marketing collateral—or for multiple emails from sales reps or colleagues regarding prospective purchases. Or to try to remember where they saw a particular video or saved a webinar link. Selling should not be a one-way process. Convenience.

Buyer 134

Buyer Top of Funnel Collateral B2C 134

Allego

SEPTEMBER 17, 2020

The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects. Content creation can be an obstacle for rep success unless they’re empowered to create and curate just-in-time content alongside formal marketing and product collateral.

Collateral 147

Collateral How To Video Face-to-face 147

SBI

MAY 17, 2018

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. Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today?

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

Allego

NOVEMBER 11, 2021

You can activate sales collateral with messaging, talk tracks, and win stories in an engaging video format to highlight the best use of the content, and recommend deal-specific content based on sales stage, competitors, and other factors. Activate Content. Make It Mobile.

Revenue 128

Revenue Scale Collateral Harvest 128

SBI

MAY 23, 2021

Sharing information like sales collateral, pricing, and proposals is something you do all day every day. Flipdeck tackles two hassles salespeople deal with every day, gathering the information to send each prospect and adding attachments and links to an email one-by-one. You have the content you need.

Video 129

Video Prospecting Collateral Proposal 129