The Center for Sales Strategy

OCTOBER 20, 2020

Salespeople in different industries encounter different questions and objections, right? Creating talk tracks and related sales collateral material helps enable sellers to respond quickly — allowing them to move the sales process forward and close business sooner.

Sales Process 133

Sales Process Collateral Face-to-face Objections 133

Janek Performance Group

OCTOBER 17, 2023

In fact, over 90 percent of survey respondents say that buyers completely or somewhat trust peers in their industry. Here are ways to become one: Know their business and industry Leverage sales collateral Employ testimonials Form strategic partnerships For sales reps, being a thought leader starts with knowing your prospects.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Sales Hacker

AUGUST 12, 2021

Some industries have had to do a lot of belt-tightening recently, and it shows. Essential collateral: buyer personas, deal milestone timelines. Essential collateral: plays or scripts with qualifying questions that round out the buying team. Essential collateral: email templates, marketing content, buyer personas, sales tech.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Zoominfo

NOVEMBER 20, 2023

The rapid rise of generative AI has become the most captivating trend in the tech industry today. Prompted by predictions of massive economic impact and the disruption of multiple industries, professionals in many fields are assessing how this new breed of AI tools will complement and complicate their working lives.

Data 130

Data Scale Lead Rank Marketing 130

Zoominfo

JULY 12, 2021

We’re solving that problem with our acquisition of Chorus.ai, an industry leader in conversation intelligence. For example, with ZoomInfo + Chorus, if a customer mentions a new use case, product marketing teams will dig deeper into intent data to inform a product update and the supporting marketing collateral. Customer success teams.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

SBI

SEPTEMBER 23, 2021

Perfectly organized collateral has become more important than before. As an example, file views metric allows content curators to understand which collateral is consumed by the sales team during the sales conversations as well as pre-call planning sessions. These sales teams also share much more collateral than before.

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Pipeliner

FEBRUARY 6, 2024

Uniting science and artistry, the outcome conveys brand voice and transforms collateral into powerful relationship-building tools – not mere paper brochures but compelling manifestations of values and vision. These intricately designed customized folders make lasting, tactile impressions in a technology-driven world.

Ideal Customer Profile 52

Ideal Customer Profile Customer Commence Collateral 52

Sales and Marketing Management

APRIL 1, 2020

By optimizing messaging, collateral and communication through effective sales enablement, sellers can better communicate the differentiating value of your new solution, showcase marketplace positioning and properly advise prospects. For example, a playbook could be based on industries, roles and stages of the prospect.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Allego

JANUARY 24, 2023

Two-thirds of your sellers’ time is spent doing manual tasks, including record keeping, data entry, lead management, searching for sales collateral and content, and tool management. The more they know about your products and services, buyers, and industry the more adept they will be. How do you change that?

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Hubspot Sales

JUNE 8, 2022

Industries with the most significant growth include Leisure and Hospitality (+44.7%), Manufacturing (+13.65%), and Trade, Transportation, and Utilities (+10.62%). Industries with the slowest growth were Construction and Financial Activities. Last summer, global traffic dipped across almost all industries and segments.

Data 122

Data How To Call-back Collateral 122

Mindtickle

AUGUST 28, 2023

Hard to ramp new reps with breadth and depth of offerings The pharmaceutical industry offers a wide range of products, each with its own unique features, indications, and benefits. New collateral Have marketing set-up a role-play to test pitches of new collateral to see how comfortable reps are pitching updated or new marketing materials.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

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. Seismic’s dynamic content assembly technology is unique in the industry.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

SBI

OCTOBER 29, 2019

. – October 29, 2019: Allego and Seismic today announced a strategic partnership to help sales and marketing organizations improve performance by providing a central resource for all of their personalized sales collateral, customer engagement videos, and relevant just-in-time learning material.

Collateral 50

Collateral Hiring SAP Sales Enablement 50

Allego

DECEMBER 11, 2020

Are you keeping your ears open to industry trends and one eye on the company roadmap to anticipate content needs and fill in any gaps? Use a mobile platform so that formal sales collateral and informal learning is available from anywhere at any time. 10 Ways to Activate Content and Accelerate Sales. 1 Activate With Information.

Collateral 83

Collateral Marketing Harvest Scale 83

Smooth Sale

APRIL 8, 2024

Stock up on essential marketing collateral such as business cards, brochures, and promotional items. Take advantage of networking options like social events, lounges, or industry meet-ups. Prepare marketing materials. These materials should unmistakably communicate your key messages and leave a lasting impression on attendees.

Trade Show 88

Trade Show Maximizer Direct Mail Networking 88

Sales and Marketing Management

DECEMBER 14, 2020

However, constantly spinning your wheels to create the latest and greatest marketing collateral to share with your sales team can be an incredibly exhausting task. . Because the first goal of your show is to offer value to your audience, your brand’s show is packed with valuable insights and industry expertise.

Buyer 136

Buyer B2B Account Based Marketing Collateral 136

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. What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96

Zoominfo

JANUARY 27, 2022

Improve marketing segmentation Normalizing your data will help marketing teams more accurately segment leads, particularly using job titles, which can vary greatly among companies and industries. Data normalization can apply common tags or labels across a large list of these values to help segment and prioritize outreach.

Data 130

Data Segment Sales Qualified Lead Collateral 130

Allego

JANUARY 19, 2023

You need language translation, virtual selling tools, tech to enable content compliance, and anytime-access to sales content and collateral. Usually that means showing you understand your buyer’s industry, needs, and challenges. “Connecting sales teams across countries should be straightforward.

Sales Enablement 118

Sales Enablement Penetration Collateral Video 118

Sales and Marketing Management

JUNE 13, 2018

In determining their companies’ definitions, leaders should ask themselves two questions: Does the brand have an obvious technology advantage, and are there specific industries and markets where the solution is strongly preferred? The technology industry, given its volatility and scale, certainly comes with inherent selling challenges.

Epicor 180

Epicor Company Scale Lead Rank 180

DiscoverOrg Sales

NOVEMBER 13, 2017

For most of the companies I’ve worked at, the Ideal Customer Profile (ICP) is has been anecdotal at best … meaning that if you ask sales leader who we sell to, they’ll offer a few key titles, maybe a couple of industries. Think about all the hours involved in making and marketing B2B collateral with the hope of piquing a prospect’s interest.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Emissary

NOVEMBER 4, 2021

The first step in vertical marketing is deciding which industries to target. Cast a broader net to look at propensity to buy in new industries where you might not have a foothold today. As you review your analysis, be careful of sorting exclusively to exceptionally large industries. If you market to verticals, sell to them too.

Marketing 52

Marketing Strategy Collateral Case Study 52

Sales 2.0

MARCH 1, 2023

Nigel: Some industry experts now were talking about “sales tech stack bloat.” Where is the full transparency of what’s going on and where does collateral live? Regie can help the salesperson with figuring all of this, as if they had an assistant. The AI does not replace the salesperson, but it makes the work less burdensome.

Opportunity 195

Opportunity Buyer Tools Collateral 195

Janek Performance Group

MARCH 8, 2024

Check they have succeeded with similar-sized companies in comparable industries that faced your challenges. As such, they publish blogs, white papers, case studies, and other collateral. This demonstrates their commitment to studying, understanding, and expanding the accumulated knowledge of their industry.

Training 62

Training Face-to-face Education Negotiation 62

Pipeliner

JULY 20, 2023

Let’s explore how these loans impact the small business industry in long-term growth and pave the way for new opportunities through their innovative business models. Alternative Loan Requirements Most brick-and-mortar or traditional banks and lenders rely on metrics like credit scores or collaterals to offer a sizable loan.

Small Business 52

Small Business Small Business Promotion Banking 52

SBI

OCTOBER 27, 2019

With iPresent, you can organize your existing collateral in a way that’s intuitive for your salespeople (think Netflix). Resources All Blog Article Case Studies ebooks & Guides Funding & Acquisitions Guide Industry News Interview Video Video Reviews Webinars. Industry News. Industry News. Industry News.

Video 59

Video Cost Per Thousand Case Study Collateral 59

Bigtincan

MAY 30, 2019

Historically, it has been challenging for sales and marketing teams in the Life Sciences industry to capture KPI and ROI metrics against sales presentations and marketing collateral. Marketing surveys and advisory boards have been employed to provide guidance but are no substitute for robust field data.

ROI 52

ROI Collateral Meeting Survey 52

Janek Performance Group

AUGUST 23, 2023

Establish Credibility Through Case Studies and Testimonials Effective sales collateral starts with the collaboration of your sales and marketing teams. Collateral stays with buyers when meetings and calls end. Product sheets, blogs, and white papers are effective tools, especially when strategically deployed in the sales process.

B2B 62

B2B Case Study Collateral ACT 62

Understanding the Sales Force

FEBRUARY 26, 2014

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. I conducted a study and we got some incredible, eye-popping data, that shows who trusts whom, by industry, and exactly when and why salespeople are distrusted.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Janek Performance Group

SEPTEMBER 12, 2022

We have 17-years’ experience working with thousands of sales organizations in numerous industries and verticals. We have published countless blogs, case studies, white papers, and other collateral. Janek Performance Group is an award-winning global leader in sales training and coaching.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Allego

SEPTEMBER 1, 2022

I think we can all agree that the best use of a salesperson’s time is not creating collateral. Yet that’s what many sales reps do—especially those working at manufacturing and industrial companies. Externally, you can provide buyers with the story behind the collateral and highlight key takeaways.

Collateral 62

Collateral SME System Video 62

Allego

DECEMBER 2, 2021

As the year winds down, companies in all industries are reviewing the impact of this dramatic shift on their businesses. Bersin, a globally known industry analyst, educator, and thought leader in HR leadership and technology, says that learning and development practices were improved by moving online.

Sales Enablement 139

Sales Enablement Positioning Coaching Collateral 139

Zoominfo

JULY 12, 2021

We’re solving that problem with our acquisition of Chorus.ai, an industry leader in conversation intelligence. For example, with ZoomInfo + Chorus, if a customer mentions a new use case, product marketing teams will dig deeper into intent data to inform a product update and the supporting marketing collateral.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

Allego

OCTOBER 29, 2019

Allego and Seismic have entered a strategic partnership to help sales and marketing organizations improve performance by providing a central resource for timely, personalized sales training content and marketing collateral. Rowe Price.

Collateral 48

Collateral Harvest Face-to-face Video 48

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. Hard to ramp new reps with breadth and depth of offerings The financial services industry offers a wide range of products, each with its unique features and benefits. What’s next for your org?

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Janek Performance Group

MARCH 26, 2024

This should combine both quantitative and qualitative research methods and encompasses the following: Market research Customer surveys and interviews Data analysis Persona development Validation and iteration Start by gathering demographic data, industry trends, and market insights relevant to your target market.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Showpad

JANUARY 23, 2020

Sprout Social is the industry-leading social media management platform. 5 Types of Sales Collateral Your Team Needs to be Successful. Make sure your Sales reps are equipped with the essential collateral that will win over buyers. How Sprout Social Uncovers Insights, Boosts Performance with Showpad. You meet with a buyer.

Sales Enablement 45

Sales Enablement Collateral Case Study Pivotal 45