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 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.

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.

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?

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.

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.

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.

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.

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.

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.

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.

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.

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

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.

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.

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.

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

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.

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.

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.

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?

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”.

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!

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 199

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.

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.

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?

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!

Selling on iPad


You get the same response from a grown adult when you put a piece of collateral in front of them that moves, that they can touch, that they can interact with. No matter who you are, you’ve got something to sell, whether it be your business plan or your own personal charm.

3 Ways to Achieve a Winning Sales Attitude

Hubspot Sales

They feel like everything is happening to them, i.e. “I don’t have good marketing collateral. In the competitive world of sales, everyone is seeking the magic bullet that will accelerate revenue. Companies run brainstorming sessions, hire consultants, and invest in expensive technology.

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.

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.