Sales Hacker

AUGUST 12, 2021

Essential collateral: buyer personas, deal milestone timelines. Essential collateral: plays or scripts with qualifying questions that round out the buying team. Email velocity (measuring the rate of messages sent between prospects and your sales reps) is an especially potent leading indicator. That’s exactly what we’ve done.

Decision Maker 119

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. And as a sales leader, you already know this.

Analysis 118

Analysis Report Churn Collateral 118

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. So what’s the problem? How to Create a Document Library in HubSpot.

Sales Process 130

Sales Process Hubspot Collateral CRM 130

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. Allego research found sales teams have 5-13 tools in their technology stack. You can then snip segments and share them with your sellers.

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Understanding the Sales Force

FEBRUARY 26, 2014

There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. 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.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

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 Buyers receive outdated sales collateral.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.

Buyer 62

Buyer Collateral Scale Survey 62

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.

B2B 62

B2B Case Study Collateral ACT 62

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

Allego

AUGUST 2, 2022

Which learning content or external collateral pieces are moving the needle? > Rep call performance: rep-to-prospect speech. > > Prospect engagement: pain point and objection patterns. Is your sales team operating at its best? How do you know? Why is sales enablement intelligence important? Sales Content Analytics. >

Lead Rank 118

Lead Rank Lead Scoring Sales Enablement ROI 118

Allego

MAY 17, 2022

They’re responsible for moving prospects through the sales pipeline in order to convert them into customers. Marketers need a way to hear the exact messaging from reps that can inform the content they produce. As prospects move further down the sales funnel, they’re one step closer to becoming a customer.

Top of Funnel 62

Top of Funnel Conversion Closing Collateral 62

Gong.io

DECEMBER 5, 2022

A strategic sales plan is a detailed strategy that outlines how you’ll target and sell to high-value prospective clients. That means taking time to understand a prospect’s pain point and personalizing your pitch to highlight how your product can solve it. A typical pipeline will have the following stages: Prospecting.

Ideal Customer Profile 62

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

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. Marty was well into his conversation with a prospect that he cold called minutes ago.

Collateral 133

Collateral Cold Calling Analysis Call-back 133

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. Whether your prospect says yes or no is up to them. Whether your prospect says yes or no is up to them. Your prospect is probably feeling as much stress as you.

Closing 109

Closing Proposal Call-back Vendor 109

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.

Hiring 143

Hiring Scale Face-to-face Collateral 143

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

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.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

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. Step 2: How do prospects win or lose in this new world?

Closing 72

Closing Collateral Scale Film 72

Hubspot Sales

JANUARY 2, 2020

Collateral — As the marketing team creates new collateral to attract prospects, the sales team should have access to these materials and should know how to access them. The first step to asking for help is to figure out what you need to succeed. To get to $1M in incremental revenue, how many customers do you need to sell to?

Ideal Customer Profile 116

Ideal Customer Profile Marketing Qualified Lead Marketing Buyer Persona 116

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.

Conversion 112

Conversion Hubspot Lead Nurturing Ideal Customer Profile 112

Costello

NOVEMBER 15, 2018

Sales enablement gives marketers, SDRs, and sales reps context into their prospects, their deals, and their engagements. The right training, collateral, and communication all act as tools for salespeople. Sale enablement and collateral are only becoming more important as the sales industry as a whole continues to shift and change.

Top of Funnel 63

Top of Funnel Inbound Outsourcing Services Conversion 63

BrainShark

OCTOBER 25, 2022

The difference is product marketing is responsible for creating sales collateral that enables sales to sell more, while sales enablement is responsible for ensuring sales reps understand how and when to effectively use that content. Bigtincan content analytics dashboard showing collateral usage by sales reps.

Top of Funnel 62

Top of Funnel Sales Enablement Revenue Marketing 62

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. What tools are available that you don’t yet have for your team, but will allow them to add value for prospects and make memorable interactions?

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

Sales Hacker

AUGUST 30, 2019

As a Sales Operations Manager in the digital document space, I’ve seen thousands of proposals, contracts, and pieces of sales collateral from hundreds of companies come across my desk — and the one thing I know for sure is that not all sales engagement content is created equal. Sales Enablement Content That Helps Close the Deal. Proof Points.

Sales Enablement 67

Sales Enablement Collateral How To Case Study 67

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

Allego

AUGUST 11, 2020

Sellers also have 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. Maintaining momentum can be challenging.

Hiring 71

Hiring Scale Video Collateral 71

Showpad

OCTOBER 21, 2019

In short, with Sales automation tools, your reps will spend more time closing deals and generating revenue than they do prospecting or talking to leads with no real purchasing intent. . Never misinterpret prospect intent or chase opportunities that may bear no fruit. What is Sales automation? Lead scoring: A use case.

Sales Automation 53

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. Are you losing customers in your sales funnel? Identify the problem.

Top of Funnel 40

Top of Funnel Funnel Lead Rank Customer 40

SBI

AUGUST 20, 2013

KnowledgeTree’s current messaging on their home page says this: “KnowledgeTree helps companies discover and use the best collateral for any sales situation. Sales people get relevant content that resonates with prospects and customers. KnowledgeTree helps salespeople discover and use the best collateral for any sales situation.

Collateral 127

Collateral Software Software Benefit 127

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.”

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

The Brooks Group

JUNE 24, 2019

Here are 4 things that high-performing sales reps do with every prospect or customer to avoid having to focus their attention on closing strategies. Effective salespeople know how to use their time wisely, and that means they don’t waste their day interacting with prospects who aren’t qualified to make a purchase.

Closing 74

Closing Strategy Sales Qualified Lead Lead Qualification 74

Hubspot Sales

JUNE 11, 2018

You can’t make a sale unless you’ve demonstrated value to a prospect. In turn, you can’t do that until you get your prospect to tell you what’s wrong. The root of sales success is the ability to gather and provide information in a way that makes your prospect want to do business with you. Sounds obvious, right?

Intent 111

Intent Follow-up Buyer Call-back 111

Openview

DECEMBER 21, 2017

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. From hosting demos to sending collateral, sales reps are building relationships with prospects across multiple digital touchpoints.

Top of Funnel 95

Top of Funnel Data Case Study Funnel 95

Pipeliner

OCTOBER 4, 2018

Be sure all sales collateral/support items add value in moving sales forward. Providing tested sales messaging for each situation will ensure sellers don’t misuse valuable air time with prospects and centers of influence. What if they could do better? Review each step to see if improved results are possible.

Hiring 68

Hiring Lead Nurturing Collateral Case Study 68

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?

Collateral 63

Collateral Decision Maker Cancellation Referrals 63

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

Chorus.ai

JUNE 7, 2019

During these calls, sales reps often have to dive deep to reveal exactly what the prospect needs and wants. Once they break through, they might learn, for example, that the prospect’s company is already working with a competitor, but users are frustrated by the vendor’s slow pace of innovation. Uncover Your Discovery Pitfalls.

Conversion 48

Conversion Customer Marketing Top of Funnel 48

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.

Data 64

Data How To Lead Rank Sales Enablement 64