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.

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?

Trending Sources

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 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?

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.

6 steps to get sales and marketing working on the same team


Have they downloaded any marketing collateral ebooks, whitepapers etc? What’s more, a report by the CMO Council concluded an average salesperson will spend 40% of their time either looking for collateral created by marketing or creating their own because they can’t find content that is fit for purpose. Take time to evaluate the quality and accessibility of all collateral already published within the organisation. Centralize & categorize sales collateral.

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.

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Want to sell more? Do This, Not That!

Smart Selling Tools

KnowledgeTree’s current messaging on their home page says this: “KnowledgeTree helps companies discover and use the best collateral for any sales situation. KnowledgeTree helps salespeople discover and use the best collateral for any sales situation.

Is Your Sales Process Full of ^@#%!

Smart Selling Tools

Do salespeople waste motion searching—for the right contact, the right collateral, the right email, etc? Are they still carrying around loads of product collateral? To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive.

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 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.

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.

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.

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.

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 89

CMO: Enable Reps with the Right Content at the Right Time

Sales Benchmark Index

They can then locate the right marketing collateral needed assist in the buying process. Sales reps want solid materials to support them in sales campaigns. Today this means having the right content 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.

Top 10 Best Practices from a Fortune 500 CMO

Sales Benchmark Index

Review your collateral and ensure you are arming the sales team with the right tools. Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes.

Guest Post: Are You Tired Of Hiring Bad Salespeople?

Jonathan Farrington

Our marketing collateral is not good.” . “If She spends time and money on search engine optimization, revamping pricing strategies, and updating marketing collateral. You may have seen this movie before.

How to make sales calls [The Ultimate Guide] – Part 2


Incorporate this language into your content and marketing collateral. The ultimate guide to planning, conducting and tracking your outbound sales calls. Jump ahead to: Part 1 – Before the call – Catch up here. Part 2 – Making the call.

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The Greatest Sales Pitch I’ve Seen All Year. It’s Drift’s and it’s brilliant. Here’s why.


His entire team seems maniacally focused on getting customers to the Promised Land  –  through sales conversations, customer interactions, marketing collateral, success stories, events, and podcasts. Editor’s Note: This article was first published on Medium here.

The Top Sales Tool for 2014

Sales Benchmark Index

They stopped handing out collateral on all the bells and whistles. As a Sales Operations leader, you have 3 major challenges heading into 2014. Identifying which of the ever-evolving stream of data points will help determine success.

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The "Help" You're Giving Your Reps May Be Dropping Their Close Rates by 12%

Hubspot Sales

If reps struggle with product knowledge or solutions integration, we add sales engineers and additional marketing collateral. How much of today’s well-intended sales “enablement” actually enables seller productivity? The answer is both surprising and frustrating.

The 6 Worst Decisions Sales Leaders Make

Sales Benchmark Index

When the decision is made at the top, the collateral damage is multiplied. “With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge.

The Sales Playbook Guide – What, When, Why and How

Sales Benchmark Index

The content is sales collateral aimed at the customer. “ Getting the right information into the hands of the right sellers at the right time, place and format , to move a sales opportunity forward.” That is Sales Enablement as defined by IDC (International Data Corporation).

International Innovation: Five proven apps worthy of consideration for your sales team in 2015

Smart Selling Tools

Salespeople can present all their sales materials on any device and their powerful search functionality and easy navigation means salespeople will spend less time looking for sales collateral and have more time to make that sale.

Six Mobile Apps for Igniting Sales

Smart Selling Tools

Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. Then there is this… product collateral requests are objective evidence of prospect interactions and appointments.

How to Create More “Selling Time” with IT Tools

Cincom Smart Selling

Assembled 50 collateral packs and attached my business card to each. Assembled 50 collateral packs – Marketing automation tools provide for PDF-based collateral that can be selected and distributed with email or posted to a specific web address. Unique combinations of collateral can be matched to specific prospects and customers. Most people guard their time jealously. Any IT tools that can free up a few minutes or a few hours for folks will be greatly appreciated.

8 Quintessential Ingredients for Outbound Sales Success

Sales Hacker

Look here and learn which sales collaterals can help you in which buyer journey phase. I run a European based sales agency for software and technology companies.

Sales Tips: "Just Do It!"

Customer Centric Selling

Sellers should build a process by: Defining a series of touches (phone calls; voicemails; emails; collateral). If the seller gets voicemail they reference a business issue and commit to send an email with some relevant collateral to the issues stated.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

Keeping key collateral and processes in the system will get them used to the platform. I spent last week at a Sales Management training event with a client. The conference was unlike any I’d attended before. Both the content and the attendee engagement around the content were refreshing.

CMO: Are you going to have a job in 2014

Sales Benchmark Index

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program.

Eloqua 101

Smart Selling Visions: Up-Close with Top Revenue Leader Al Lieb, CEO of @ClearSlide

Smart Selling Tools

Sales and marketing teams start by uploading sales collateral to ClearSlide in a variety of formats. This post is part of a series of Executive Interviews of top sales and marketing solutions company executives.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

KnowledgeTree surfaces the best presentations, datasheets, and other collateral for every sales situation. That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common?

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Read Your CSO's Mind and Increase Sales Ops Value

Sales Benchmark Index

You and your sales ops team might become collateral damage too. Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Making the revenue number consistently is what your boss wants.

Your 2012 Sales Plan

Your Sales Management Guru

Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? 12.1.2 Marketing support: Collateral, lead generation, PR events, trade shows, Press releases. Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.

Sales Prospecting: Is Cold Calling Dead?

Customer Centric Selling

Provide a series of scripts (phone and voicemail) and relevant collateral. Sales Prospecting: Is Cold Calling Dead? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Pakorn at

How to Seal the Sales Deal with Real-Life Results

No More Cold Calling

Case studies have their place: they’re collateral on your website, you may include them in a proposal, or leave them behind after a presentation. Give your prospects real insight to your sales results. Here’s how to set up and tell the sales story. Whether you’re in inside or outside sales, you sell. You don’t have time to wait until marketing creates case studies. And, for the most part, you don’t need them.

Win Themes – Where Your Offerings Meet Customer Wants

Sales Benchmark Index

marketing collateral, proposals, executive summaries, letters, emails, presentations, etc). First of all, what is a win theme? A win theme is your value proposition compacted into a manageable sound bite. It is an efficient and memorable way to convey your offerings.