Hubspot Sales

JUNE 8, 2022

How to Bounce Back From a Summer Slump, According to Sales Leaders. Collaborate on new marketing collateral. When business is slow, take time to consult with colleagues in Marketing about new collateral. The data is clear — businesses experienced more deal closings, but less traffic last summer than in pre-pandemic years.

Data 123

Data How To Call-back Collateral 123

Allego

AUGUST 2, 2022

How do you know? What if you could find out exactly how to kick productivity up to a new level? Which learning content or external collateral pieces are moving the needle? These analytics help you identify strengths and weaknesses and make a better business case for when, why, and how to adapt. Learn More.

Lead Rank 118

Lead Rank Lead Scoring Sales Enablement ROI 118

SBI

MAY 17, 2018

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 managers can have the data they need to help coach other sellers on how to better use content.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

Allego

JANUARY 12, 2023

Allego and B2B DecisionLabs wanted to find out how to solve this problem. They conducted two real-world behavioral studies to learn what increases sellers’ willingness to use a new piece of marketing collateral. Demonstrate How to Use the Content in a Buyer Conversation. “The data is clear.

Collateral 106

Collateral Marketing Report Motivation 106

Janek Performance Group

OCTOBER 18, 2021

Maybe it’s more targeted prospecting, better use of collateral, or a late-game value offer, like an unexpected trick play, but coaching can motivate reps to push themselves. This is a great way to have an experienced closer jump in on a call with a newer team member and offer tips for how to move the deal.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Highspot

FEBRUARY 29, 2024

Content Marketing and Communications Specialist Responsibilities: Creates compelling content for marketing materials, sales collateral, and communication channels. The post How to Build An All-Star Go-to-Market Team appeared first on Highspot. Ensures consistent messaging across all touchpoints. Request a demo today !

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

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. Competitive advantage — Review information gathered from your latest competitive analysis research.

Ideal Customer Profile 113

Ideal Customer Profile Marketing Qualified Lead Marketing Buyer Persona 113

Hubspot Sales

MAY 10, 2023

If you have specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them. Once you have a pulse on their concerns, you can acknowledge that your solution costs more, but that the extra cost is more than compensated for by long-term ROI.

Decision Maker 117

Decision Maker Scale How To Hiring 117

Allego

JANUARY 12, 2022

Here’s a look at some more sales leader resolutions, plus advice on how to achieve them: Improve Virtual Selling. Look for a platform that allows them to access key information, personalize outreach to buyers, and share collateral – and do it while they are on the go. And remember to train your reps on how to use the tools.

How To 116

How To Selling Skills Collateral Microsoft 116

Allego

FEBRUARY 13, 2020

Have you ever noticed how people at sales meetings congregate around their successful colleagues to soak up the stories or learn about the process these practitioners employ? What we found is that our client-facing people liked to see how it was done in real time so they could replicate it. We distributed these broadly.

Face-to-face 115

Face-to-face Channels How To Collateral 115

Allego

JULY 26, 2023

One primary culprit: sales representatives don’t know enough about available assets or how to leverage them. So how can managers motivate their reps to use sales marketing content? Recruiting a successful seller to present new collateral to other sales reps increases use by 61% compared to a product specialist’s presentation.

B2B 62

B2B Collateral Case Study Marketing 62

PandaDoc

APRIL 24, 2023

Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. A successful leader also has excellent people skills and emotional intelligence, meaning they know how to get the best out of their sales teams. You’ve come to the right place!

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Sales Hacker

DECEMBER 14, 2022

I’m Mayte Vera, operations manager at TigerLRM, and I leverage my experience in sales enablement management to help users focus on strategic approaches to sales enablement practices and how to define and implement successful sales processes. How to power up your sales meeting. Collateral. Why sales enablement matters.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

No More Cold Calling

NOVEMBER 3, 2011

Here’s how to set up and tell the sales story. 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. Read, “ How to Attract Sales Prospects in a Tech-Focused World ”.). Give your prospects real insight to your sales results.

Case Study 240

Case Study Collateral How To Face-to-face 240

The Digital Sales Institute

SEPTEMBER 6, 2022

How to sell and engage buyers in the digital, remote, and noisy world is definitely a challenge we all face. How to sell and engage buyers. Buyers whether B2B or a consumer are re-evaluating how they buy, how they want to be dealt with, the experience they want when purchasing and the values of the salespeople they communicate with.

Buyer 59

Buyer How To Ideal Customer Profile Face-to-face 59

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. Unfortunately, sales is often unable to find this information or misunderstands when and how to use it.

Top of Funnel 62

Top of Funnel Sales Enablement Revenue Marketing 62

MTD Sales Training

JUNE 25, 2018

How am I setting myself up as an ‘expert’ in my industry or sector, so people approach me, rather than me having to do all the hard work? Have I got more collateral than just my website to show prospective customers what I can do for them? The post How To Effectively Implement Your Sales Process appeared first on MTD Sales Training.

Sales Process 120

Sales Process How To Collateral Webinar Metrics 120

Allego

NOVEMBER 11, 2021

It’s not enough to simply make new assets available, sellers must know how to use these resources. You can activate sales collateral with messaging, talk tracks, and win stories in an engaging video format to highlight the best use of the content, and recommend deal-specific content based on sales stage, competitors, and other factors.

Revenue 128

Revenue Scale Collateral Harvest 128

Highspot

JANUARY 18, 2024

For example, with the Content Scorecard in Highspot, you can see which assets are getting used and influencing business results, allowing you to keep the most impactful content, update outdated materials, and retire ineffective sales collateral.

Data 52

Data Government Collateral Analytics 52

Highspot

JANUARY 28, 2024

This underscores the influence of sales collateral, ranging from traditional brochures to dynamic digital content like blogs and videos, in steering potential customers through their buying journey. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Sales and Marketing Management

JULY 13, 2020

Rethink Sales Collateral. If you choose to mail out swatches, designate one person in the office to interact with these hard to clean items to keep both the physical collateral and shipping materials free from contaminants. In these areas, containment is key. Enhance Your Tech.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Hubspot Sales

JUNE 14, 2021

One kind of prospect that fits that bill is known as a hand-raiser — and it pays to know how to handle them properly. Here, we'll take a closer look at what hand-raisers are, review the most effective ways to attract them, and get a feel for how to sell to them effectively. How to Sell to Hand-Raisers. Through Paid Advertising.

Sales Qualified Lead 85

Sales Qualified Lead How To Advertising Advertising 85

DocSend

MAY 17, 2022

At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. A lot of what a sales enablement tool does is teach reps how to sell or store information they need to sell. When do you need sales enablement?

Negotiation 98

Negotiation Tools Collateral Hiring 98

Sales Hacker

JUNE 1, 2022

The takeaway: Reps need to give the buyer the information they request, but how they deliver the information is the new way to build rapport. Read: How to Build Rapport with Customers: A Step-by-Step Guide for Sales Reps. Read: How to Personalize Your Prospecting Email and Get More Opens (Templates Inside!).

Buyer 93

Buyer Collateral Case Study Follow-up 93

Allego

MARCH 27, 2023

Read on to see why we’re “drinking our own champagne” and how agile content can help sellers improve everything from social selling to prospecting to digital sales rooms and more. Seller to Seller Learning Traditional learning content and sales collateral takes weeks or months to create.

Collateral 118

Collateral Sales Enablement Social Selling Quota 118

DocSend

JUNE 3, 2020

Your sales collateral may be forwarded and viewed by multiple stakeholders and decision-makers, and there may be discussions about your shared slide deck that you don’t have any insight into. How to go beyond email opens to measure prospect engagement. You can see who views which pages and how long they spend on each one.

Collateral 90

Collateral Prospecting Decision Maker Follow-up 90

DiscoverOrg Sales

JUNE 19, 2018

Together with your customer support team – who service and glean feedback from current customers – your sales team has the most important role in the company for sharing information that can give your company an edge over the competition, add relevancy to your marketing collateral, and set you apart as an industry leader.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

Allego

MARCH 21, 2023

Or if they do, sellers don’t know where to find it, when to use it, or how to use it. These tools promote better alignment between marketing and sales, ensuring marketers create content that sellers want to use and that sales reps know how to use it properly during conversations with buyers. The solution?

System 118

System Tools Collateral Video 118

Sales Hacker

SEPTEMBER 23, 2021

How to deal with your channel partner. Create marketing and sales collateral for their team: Write the partnership announcement with them and give them sales scripts, case studies, and any other marketing materials they need. Talk to their reps and coach them: Pick a few top sales reps from their team and observe how they sell.

Channels 101

Channels Scale How To Commission 101

Allego

OCTOBER 16, 2020

The model for how people should learn at work is based upon academia; on a 500-year-old university model that suggests that it takes twelve years to get a basic education. When are you most interested in watching a YouTube video on how to fix a flat tire? But today, learning happens at the moment of need. Learn More.

Sales Enablement 133

Sales Enablement Scale How To Churn 133

Sales Hacker

AUGUST 12, 2021

So how can your team identify those decision-makers? How to prep and empower your team. Essential collateral: buyer personas, deal milestone timelines. If you aren’t coaching reps on how to get it done, you could be losing a significant percentage of deals that would otherwise be won. How to prep and empower your team.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

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. How to sell: This includes the organization’s sales playbook , sales methodology, and sales learning materials. They are the orchestrators.

Buyer 62

Buyer Collateral Scale Survey 62

Hubspot Sales

JUNE 15, 2020

If your organization is wasting a limited budget on sales collateral that isn’t going to be utilized by sales reps, you are hindering your ability to close deals. How do you identify what content will bring your business the highest ROI, and when?

How To 96

How To Face-to-face ROI Video 96

LeadFuze

MAY 24, 2021

You need to train your sales reps on how to use the content that your company has readily available along with why it’s so important to do so, and the best way to do that is by incorporating these pieces of content into your onboarding process so that your trainees are better familiarized with it. Click To Tweet.

Sales Enablement 91

Sales Enablement How To Case Study Sales Qualified Lead 91

DocSend

JUNE 21, 2022

Imagine this scenario: your prospect says they’re the main decision-maker, but then forwards your collateral to their boss, the real decision-maker. DocSend lets you know when prospects engage with your collateral, and with whom they share it. See exactly which collateral helps close deals. The best part?

Scale 88

Scale Closing Collateral Top of Funnel 88

Allego

MARCH 31, 2022

On the sales side, sellers couldn’t find collateral in the content management system. On the marketing side, Tripadvisor’s product marketing team devoted considerable time and effort to creating sales collateral. Sellers Facing New Demands of Virtual Selling. Aligning Sales and Marketing with Allego. Allego fit the bill, Hurley said.

Collateral 62

Collateral Marketing Tourism Travel 62

Sales Hacker

MARCH 31, 2021

How to overcome: This challenge often comes down to leadership at the highest levels within an organization. How to overcome: With the TAM shrinking, your meeting velocity will reduce, and that never looks good for any sales development team. How to overcome: Create a “battle card” for the SDR team and leave no stone unturned.

Account Based Marketing 103

Account Based Marketing Lead Rank Demand Generation Targets Sales Qualified Lead 103