Allego

MARCH 31, 2022

Gerry Hurley, senior director of enablement at Tripadvisor, realized both sales and marketing were facing new challenges and operating inefficiently—in separate silos—leading to significant wasted time and lost revenue. Sellers Facing New Demands of Virtual Selling. And those are two teams that must be on the same page.

Collateral 62

Collateral Marketing Tourism Travel 62

No More Cold Calling

NOVEMBER 3, 2011

You don’t have time to wait until marketing creates case studies. 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. Let marketing work on the case study. Give your prospects real insight to your sales results.

Case Study 240

Case Study Collateral How To Face-to-face 240

Mindtickle

JULY 31, 2023

In this blog post, we’ll outline the unique challenges faced in financial services sales training and provides practical solutions to excel in this critical area. In the highly competitive financial services industry, effective sales training is a game-changer. Let’s consider some stats.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Hubspot Sales

MAY 26, 2020

Additionally, some battle cards may be predominantly utilized internally for sales rep reference, while others are beneficial as prospect-facing collateral as comparison sheets. The solution? Sales Battle Cards. Types of Sales Battle Cards. Types of Sales Battle Cards. How to Create a Sales Battle Card. Use Battle Card Templates.

Sales Process 118

Sales Process Collateral Comparison How To 118

Allego

DECEMBER 11, 2020

Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help. If you’re like most marketers, you’ve got a full production calendar of solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. 1 Activate With Information.

Collateral 83

Collateral Marketing Harvest Scale 83

Allego

AUGUST 2, 2022

In its recent State of Sales Analytics study, Gartner reported that “only 55% of sales teams standardize metrics across all business units, regions, and teams within the sales function itself.” Do you face these common challenges? What if you could find out exactly how to kick productivity up to a new level?

Lead Rank 118

Lead Rank Lead Scoring Sales Enablement ROI 118

Hubspot Sales

MAY 10, 2023

To help you avoid that, we’ve outlined the four major types of blockers you’ll face, along with the strategies you’ll need to beat them. The more people involved in a buying decision, the less likely you are to close. If you let these opponents run roughshod over the deal, you’re nearly guaranteed to lose. Do some digging online as well.

Decision Maker 123

Decision Maker Scale How To Hiring 123

Highspot

JANUARY 29, 2024

There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. So what’s the secret to building lasting relationships and negotiating the deal? You’ll have to read on. Jump to whichever section fits your needs: What Is Sales Negotiation Why Is Sales Negotiation Important?

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. While it‘s still used widely, there are a handful of critics who believe it‘s a little outdated and perhaps even misguided.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Crunchbase

JANUARY 13, 2023

According to McKinsey , approximately three out of every four buyers say they now prefer digital self-serve and remote human engagement over face-to-face interactions. But simply uploading sales collateral to LinkedIn and waiting for the customers to roll in won’t cut it. Sale made, deal closed, customer acquired. Easy, right?

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Allego

MAY 17, 2022

From case studies to solution briefs to presentation decks, marketers provide the content and resources sales reps need to navigate buyer interactions successfully. From case studies to solution briefs to presentation decks, marketers provide the content and resources sales reps need to navigate buyer interactions successfully.

Top of Funnel 62

Top of Funnel Conversion Closing Collateral 62

Showpad

MAY 1, 2020

These professionals are not only responsible for creating content and ensuring customer-facing teams don’t share outdated, off-brand collateral, but understanding where and how content should be used in the buyer journey and its effectiveness in closing deals. Quantifiable sales enablement ROI for a product marketing director.

Top of Funnel 52

Top of Funnel ROI Sales Enablement Marketing 52

Allego

DECEMBER 22, 2020

This content falls into two types: 1) customer-facing collateral that sellers will share with buyers and 2) training assets, best practices, research, and tools that are for internal use. Great sales content drives conversations—and results. All this content needs to be easy to consume and reusable across the sales organization.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Hubspot Sales

JUNE 15, 2020

How do companies ensure sellers are as effective as if they were engaging with customers, prospects and colleagues face to face? How do companies ensure sellers are as effective as if they were engaging with customers, prospects and colleagues face to face? Embrace interactive presentations. But is this enough?

How To 102

How To Face-to-face ROI Video 102

HeavyHitter Sales

JUNE 19, 2012

Do You Never Forget a Face?    Some people can easily recognize a face they have seen only once before.    However, an MIT study found that this ability is an inherited specialized trait that is not linked to a person’s IQ in general. Do You Like to Doodle? Are You Optimistic?  Why Are You So Nice?

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Eyeful Presentations

FEBRUARY 17, 2023

Finally, don’t just accept everything at face value – question it against your core values and goals as a creator. After fine-tuning the story, polishing the content and a final flourish of the visuals, your brand new sales presentation is ready to share with the sales team. Why the caveat?

Case Study 36

Case Study Face-to-face How To Collateral 36

Allego

JUNE 23, 2022

Mastering virtual selling involves learning a set of tactics, processes, and technology solutions that equip sellers to successfully nurture prospects, share information, conduct demos, and host meetings without the benefit of being face to face. Plus, most sellers (79%) now agree virtual selling is effective. Prepare for the Meeting.

Face-to-face 62

Face-to-face Cold Calling Collateral Video 62

PandaDoc

APRIL 24, 2023

Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers. You’re probably here because you want to build a successful sales enablement strategy for your business. You’ve come to the right place!

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Showpad

APRIL 28, 2020

The TEI study commissioned by Showpad illustrated how a comprehensive sales enablement strategy augmented by a sales enablement platform may result in a 10% increase in productivity and active selling time for sales reps, generating a risk-adjusted total present value of $13.2 Run-of-the-mill sales strategies no longer cut it.

ROI 52

ROI Sales Enablement Hiring Commission 52

Mereo

JUNE 30, 2022

At a B2B selling organization, your value messaging is your flavor — while your buyer-facing professionals take the role of melting ice cubes. A CSO Insights study , too, found that almost 60% of companies say their brand message is diluted before reaching the buyer. This drink’s flavor has been brewed to perfection.

Buyer 36

Buyer Face-to-face Buyer Persona Lead Rank 36

DiscoverOrg Sales

NOVEMBER 13, 2017

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. They might have a company size in mind. What’s the real “power” of sales Intelligence? It’s not magic (sorry). In this the step, decision makers that fit the ICP are identified.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Showpad

OCTOBER 17, 2019

Such platforms are a place to store, manage, update, and deliver both internal and customer-facing content for improved Sales performance. With insights into a buyer’s history, salespeople can better relate to them and offer more compelling correspondence, whether in person, on the phone, through an email, or via product collateral. .

Sales Enablement 58

Sales Enablement CRM Face-to-face Software 58

BuzzBoard

FEBRUARY 28, 2024

However, the good news is that with groundbreaking technology at their disposal, these small firms can stand up against large companies. The first step to utilizing technology involves understanding the needs of your small business. AI-powered marketing has proven to be a game-changer for small agencies. Find out how to turn the game in your favor.

Small Business 52

Small Business Small Business Webinar Metrics Lead Rank 52

Zoominfo

APRIL 26, 2018

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. But, sadly, this isn’t often the case. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc. Training and onboarding.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Showpad

OCTOBER 29, 2019

From internal training and coaching content, to your website, to customer-facing presentations and collateral, your Sales team needs to be studying and handling this content daily. . Rich content like presentations, brochures, white papers, and case studies can all be used to develop and nurture leads.

Sales Enablement 40

Sales Enablement Tools Collateral Case Study 40

SBI

MARCH 25, 2020

Now that they’re safe, how do you ensure your sellers can be as productive and effective as they were while engaging customers, prospects, and colleagues face to face? While video conferencing is meant to make meetings feel more personal, studies show it does not deter people from multitasking, and in some cases, completely zoning out.

Face-to-face 101

Face-to-face Scale Sales Enablement Video 101

Hubspot Sales

NOVEMBER 28, 2023

Case studies. While marketing compiles success stories, sales teams provide real anecdotes and feedback from clients, which makes the case study more authentic and compelling. Marketing and sales teams rely heavily on one another to drive business. Let’s have a look at five key areas where these two departments should collaborate.

Lead Rank 107

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 107

Hubspot Sales

DECEMBER 8, 2017

Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. When faced with a tough challenge, optimistic salespeople don’t become depressed or play the blame game. When faced with a tough challenge, optimistic salespeople don’t become depressed or play the blame game.

Hiring 109

Hiring Insurance Insurance Lead Rank 109

Openview

DECEMBER 21, 2017

From hosting demos to sending collateral, sales reps are building relationships with prospects across multiple digital touchpoints. From hosting demos to sending collateral, sales reps are building relationships with prospects across multiple digital touchpoints. Despite this, we give the middle of the funnel very little attention.

Top of Funnel 95

Top of Funnel Data Case Study Funnel 95

Emissary

NOVEMBER 4, 2021

You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies. In a recent Emissary survey of executive-level tech buyers, 85% of recent, major tech purchases included a non-technical buyer with major influence over the final decision. The best tech marketers , however, go much deeper.

Marketing 52

Marketing Strategy Collateral Case Study 52

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. To accomplish these studies I have interviewed hundreds of C-level executives and countless mid-level managers and lower-level personnel.   Losing is always hard.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

SalesLoft

MARCH 31, 2022

We are all facing similar challenges and they gave me a lot to think about – from reducing time in the hiring process to how we can train managers differently. . These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. That means sales cycles are shrinking.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1. Among B2B companies, the use of inside sales reps has exploded in popularity. Familiarize yourself with the technology you’ll be using.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Pipeliner

OCTOBER 4, 2018

Be sure all sales collateral/support items add value in moving sales forward. Eliminate objections faced later in the sales process by changing earlier stage sales messaging. This article is not about whether it’s important to have a playbook…it’s important. Done correctly, it is likely your company’s most valuable asset.

Hiring 68

Hiring Lead Nurturing Collateral Case Study 68

Sales Hacker

FEBRUARY 6, 2019

Collateral that should be given to the customer. That’s because the sales processes leaders come up with are often not as clear, actionable, or repeatable as they’d hoped. I’ll be the first to admit that. Why aren’t you filling in the CRM?!” I’d nag when I hadn’t taken the time to get the right feedback on new changes I’d just implemented.

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

Highspot

OCTOBER 21, 2022

Revenue-facing teams can resolve cognitive dissonances by building and implementing a sales enablement plan. And, even more alarmingly, buyer needs and behaviors seem to be moving way ahead of the sales learning curve. 44% of millennial purchasers prefer not to deal with a seller throughout the entire buying process. Now for some good news.

Sales Enablement 75

Sales Enablement Top of Funnel Scale Face-to-face 75

DocSend

DECEMBER 20, 2019

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. We were throwing our prospects into decks with 16-20 slides and asking them to study our product’s features. And only 17.5% People love stories.

Closing 72

Closing Collateral Scale Film 72