BrainShark

OCTOBER 25, 2022

Product marketing professionals (sometimes called solutions marketing) have a broad set of responsibilities, ranging from product launches and persona research to product messaging, go-to-market strategies, and more. See also: 5 Projects to improve your sales and marketing alignment with sales enablement.

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Top of Funnel Sales Enablement Revenue Marketing 62

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. And that’s not what your prospect is looking for. The first is making the problem real and vivid in the prospect’s mind. Let’s talk about what value is – and what value isn’t. 300,000 minus $30,000). That’s not value.

B2B 100

B2B Prospecting Case Study Scale 100

Sales Hacker

AUGUST 12, 2021

Essential collateral: buyer personas, deal milestone timelines. Start by making sure that your team has access to robust buyer personas built out by sales enablement and marketing, using data from historical deals. Essential collateral: plays or scripts with qualifying questions that round out the buying team.

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Decision Maker Buyer Persona Collateral Case Study 119

Hubspot Sales

MAY 5, 2020

Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Marketing collateral usage. Knowledge is power. Image Source. Typical conversion rates.

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Analysis Report Churn Collateral 117

Sales Hacker

MARCH 24, 2021

The key to unlocking a stronger opportunity pipeline and an increase in qualified leads is a unified, cohesive marketing and sales team. Alignment between sales and marketing is how you’ll build a system rooted in strategy, data and targeted initiatives to better reach prospective clients.

Marketing 107

Marketing Lead Rank Lead Scoring Sales Qualified Lead 107

SBI

SEPTEMBER 23, 2021

Filip : Undoubtedly, the pandemic has inspired creativity and ingenuity in sales and marketing teams across the globe. Perfectly organized collateral has become more important than before. More often than not, understanding what exactly can encourage your prospect to move forward is an art that requires great communication skills.

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Sales Hacker

JANUARY 30, 2023

I’ve spent the last year working to find product-market fit for my startup, Dock. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. But finding product-market fit is harder than it sounds. But it made finding product-market fit difficult.

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Ideal Customer Profile Conversion Marketing Hiring 91

Hubspot Sales

AUGUST 18, 2020

This same report found 95% of sales reps want access to content and collateral that can help them sell more. Sales reps have a lot on their plate, so having to hunt down information or search through messy tools can be a major barrier to connecting with prospects. Some common document categories include: Product Marketing Materials.

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Sales Process Hubspot Collateral CRM 129

Costello

NOVEMBER 15, 2018

For Eric Pratt, more than thirteen years in the sales and marketing industry taught him a few things about how these teams can work together. This understanding led him to found Revenue River in 2009, a digital marketing and sales innovation agency. How can sales enablement complement inbound marketing efforts?

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Top of Funnel Inbound Outsourcing Services Conversion 63

Allego

MAY 17, 2022

They’re responsible for moving prospects through the sales pipeline in order to convert them into customers. While what they do is essential, there’s another team that plays an instrumental role in closing deals: marketing. The Misalignment Between Sales and Marketing. When it comes to sales, reps are often at the forefront.

Top of Funnel 62

Top of Funnel Conversion Closing Collateral 62

Allego

JULY 31, 2023

They need access to multiple things related to their job, such as how to use sales tools, sales collateral, product information, presentation decks, HR documents, and training materials. Buyers receive outdated sales collateral. Through no fault of their own, sellers are caught in the content chaos at their company.

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Buyer Collateral Scale Survey 62

Allego

JANUARY 24, 2023

While the exact number ranges between 27% and 36%, depending on the survey, the message is clear: Sales reps spend the bulk of their day on activities that don’t directly generate revenue for your company. How do you change that? How do you help your sellers get out into the field and sell more?

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Webinar Metrics Strategy Collateral Coaching 117

Mindtickle

OCTOBER 18, 2023

Find what you need, fast Copilot’s AI Search When searches require exact spelling or phrasing, it can become frustrating and a waste of time sifting through irrelevant search results. Ensure teams are successful in every prospect or customer interaction by getting them timely answers to their questions using Copilot’s generative AI.

Scale 52

Scale Microsoft Collateral Face-to-face 52

Janek Performance Group

AUGUST 23, 2023

Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making. But prospect theory states people are more motivated by what they stand to lose than what they might gain.

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B2B Case Study Collateral ACT 62

Allego

AUGUST 2, 2022

Once you’ve identified an underperforming team, for example, analytics lets you take a deeper dive and establish whether the underperformance is due to factors within the market itself or to a particular seller’s approach. Which learning content or external collateral pieces are moving the needle? How do you know?

Lead Rank 118

Lead Rank Lead Scoring Sales Enablement ROI 118

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. In other words, a strategic sales plan helps your sales reps avoid firing aimlessly into the market and missing more often than they hit. What is a strategic sales plan?

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

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Vendor Twitter InsideView InsideSales 139

Gong.io

JULY 5, 2022

A B2B sales funnel is a stage-by-stage model that depicts how B2B prospects move through the buying process. B2B sales teams use the funnel model to determine how best to engage with a given prospective customer, and to understand what types of questions to ask and information to provide in order to progress that buyer through the funnel.

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Top of Funnel Funnel Examples B2B 133

Keith Rosen

MAY 26, 2013

Are you spending a lot of time following up with prospects to see if they have received the information you sent them? Learn why the hasty and untimely use of brochures and other marketing material can easily spoil even the best prospecting efforts. Prospects Wanting More Info Isn’t Always a Good Thing.

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Collateral Cold Calling Analysis Call-back 133

Mindtickle

DECEMBER 8, 2022

Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. These kinds of insights help plan the allocation of prospects to various team members based on their historical performance and skills.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

Chorus.ai

JUNE 7, 2019

One growing trend we’ve observed is that marketing teams at forward-thinking companies like Guru , Bugcrowd , and Mavrck are using Chorus.ai, and the AI-based insights it provides, directly in their processes. So, here’s a look at 10 specific ways that marketing teams — including product marketing teams — can use the Chorus.ai

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Conversion Customer Marketing Top of Funnel 48

SBI

JUNE 23, 2020

Sellers also face additional barriers to productivity when there’s less contact with prospects, colleagues, and their industry. When sellers don’t have the luxury of brainstorming with colleagues in the office or getting quick tips as they head out to meet with a prospect, you need to beef up opportunities for collaboration in other ways.

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Hiring Scale Face-to-face Collateral 143

SalesLoft

MARCH 31, 2022

If I’m fortunate enough to get some time with a prospect during a sales cycle, I need to be sure I can add real value and that they will remember this interaction. Prospects will value that. It was encouraging to hear a renewed interest in alignment between sales and marketing. Focusing on the champion.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

DocSend

DECEMBER 20, 2019

If you can’t tell prospects why your product matters, then you haven’t convinced them to pick you. Do an audit of your sales pitch deck and other sales collateral. Early this year, we decided to take stock of our sales collateral by doing a quarterly content audit. And only 17.5% stuck around to see what was on the last page.

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Closing Collateral Scale Film 72

Mindtickle

MAY 2, 2023

This helps to ensure consistency in messaging across the organization, which can build trust with prospects and customers. Personalization : Sales content management tools enable sales reps to customize content for individual prospects or customers, based on their specific needs and interests.

Top of Funnel 52

Top of Funnel Scale Case Study Distribution 52

Hubspot Sales

SEPTEMBER 20, 2023

Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. Conversational AI can generate better emails and content that you can use to nurture and send to your prospects. Thankfully, there’s AI for that. to summarize her calls.

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Conversion Hubspot Lead Nurturing Ideal Customer Profile 111

Showpad

SEPTEMBER 28, 2017

As sales and marketing technology develops at disruptive speed, B2B marketing agencies need to step up their game to stay relevant and empower their clients. Merely focussing on brand awareness, lead generation, and marketing campaigns doesn’t meet your customer’s expectations anymore. What is sales enablement?

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Top of Funnel Ideal Customer Profile Sales Enablement B2B 40

Showpad

OCTOBER 21, 2019

Sales and Marketing teams are realizing significant advantages thanks to cutting-edge systems that can shorten the sales cycle and automate menial processes that save precious time and capital resources. . Far from creating an entirely robotic sales force, though, AI and ML can empower your Sales and Marketing staff to achieve more.

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Sales Automation Top of Funnel Lead Rank Lead Scoring 53

DocSend

APRIL 13, 2019

Getting prospects into your sales funnel is good. But you shouldn’t stop there because there is another step—you’ve got to keep the prospects in your sales funnel. However, you can’t expect to retain every prospective customer in your sales funnel. Well, the guys at Google are smart marketers.

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Top of Funnel Funnel Lead Rank Customer 40

Openview

DECEMBER 21, 2017

At the top of the funnel, marketers obsess over attracting, capturing, and handing off qualified leads. The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome. Driving prospects to purchase has never been harder. But what about the middle of the funnel?

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Top of Funnel Data Case Study Funnel 95

SBI

AUGUST 20, 2013

None-the-less, buyers are grappling with a barrage of marketing messages that all look like the same vanilla sundae minus the satisfaction of eating the ooey gooey delight. KnowledgeTree’s current messaging on their home page says this: “KnowledgeTree helps companies discover and use the best collateral for any sales situation.

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Collateral Software Software Benefit 127

Showpad

DECEMBER 4, 2020

An example of this is the ability to readily engage with prospective or existing buyers who have been established through effective communication, adept relationship management and enlightening content that keeps customers interested. The latter highlights just how important the relationship between the sales and marketing departments is.

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Data How To Lead Rank Sales Enablement 64

LeadFuze

MAY 24, 2021

They’ll also be able to answer any question their prospect throws at them, all while guiding them to the end goal (a sale!). 2 Not aligned sales and marketing team. Make sure to settle any beefs between your sales and marketing teams, then sit them all down to discuss your new plan of action. All the materials and tools.

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Sales Enablement How To Case Study Sales Qualified Lead 91

DocSend

AUGUST 23, 2017

When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. And, if you can’t tell prospects why your product matters, then you haven’t convinced them to pick you. Earlier this year, we decided to take stock of our sales collateral by doing a quarterly content audit. A powerful story.

Scale 75

Scale Collateral Film Prospecting 75

Sales Hacker

FEBRUARY 6, 2019

Collateral that should be given to the customer. Build sales collateral. For instance, rather than listing “Procurement” as a stage that can often lead reps to get happy ears and list a prospect in this stage who has simply asked for pricing or a contract, use a stage like “Legal Redlining Contract.”

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Sales Process Top of Funnel Sales Management Sales Methodology 82

Pipeliner

MAY 4, 2018

Picture this: you’re meeting with your dream prospect. As the conversation progresses and the prospect shares more about what he needs, you start to develop an uneasy feeling that what you have to offer is not the perfect fit. An empty pipeline which makes each prospect that much more important to close. What do you do?

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Collateral Decision Maker Cancellation Referrals 63

Nutshell

OCTOBER 24, 2018

You’re not selling to a market or a customer persona or a homogenous mass of people who are as hypothetically excited about the same things as you. Problems start when you trick a prospect into believing she’s chatting with a human when she is not. Removing ambiguity allows the prospect to feel comfortable and (dare I say?)

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Sales Qualified Lead Leads Marketing Qualified Lead How To 113