Everything You Need to Know About Sales Collateral

Hubspot Sales

As a sales leader, you've probably wondered what impacts your prospects and potential customers. By creating and equipping your sales team with sales collateral content and materials. Not only does this enrich your prospect’s experience with your company, but it makes your sales reps’ jobs easier. Sales collateral is part of sales enablement , which is the process of providing your sales team the resources they need to close deals.

Make More Effective Sales Collateral This Summer

Sales Result

The most effective prospect-facing collateral is the result of collaborative sales and marketing teams. While the marketing team is responsible for the development and design of sales collateral, it is marginally effective if it doesn’t incorporate the needs and goals of the sales team. Sales Team Enablement Marketing Strategy Sales Tools Summertime Sales


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3 Types of Product Marketing Collateral That Boost Sales Win Rate


Product marketers are the go-to resource for providing messaging guidance, product training, competitive intelligence, and other tools to their sales teams. When created and delivered properly, sales collateral produced by product marketing is highly visible, widely adopted, and produces quantifiable results in the form of win rate increases. Key sources of intel that inform your battlecards generally come from both online sources and your sales team.

What Could Go Wrong? 3 Reasons Salespeople Should NEVER Create Their Own Collateral

Mobile Locker

It’s every marketer’s nightmare: A piece of sales collateral is created by a sales rep. 3 Reasons Salespeople Should NEVER Create Their Own Collateral appeared first on Mobile Locker. Sales EnablementIt could have been done on the fly. Or it’s something they plotted and planned for a long time. And it’s horrifying. Maybe it includes a company logo that hasn’t been used in years. Or it features clip art — […]. The post What Could Go Wrong?

How to Align Your Sales Collateral with the Modern Buyer’s Journey


The best sellers use tailored sales collateral — materials developed by their business to support the sales process — to engage prospects at the right time with the right information to close deals faster. Today’s most effective collateral bears little resemblance to the jargon-heavy brochures of years past. In fact, modern sales collateral pivots away from the vendor’s perspective and instead incorporates insight from credible third parties.

How Does Your Buyer Strategy Change When Applying It to Customers vs. Prospects?

Sales Benchmark Index

It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.

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How to Generate Larger Deals and Shortened Sales Cycles

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? John: Seismic is an enterprise-grade sales and marketing enablement solution. Seismic levels the playing field for sales. Seismic generates larger deals and shortened sales cycles.

Sales and Marketing, Stop Blaming, Start Partnering


Sales and marketing do get along—in organizations that foster collaboration. By Ginger Conlon, editor-in-chief, Direct Marketing News. Is it really marketing’s fault that sales can’t close deals? Is it the sales team’s fault that marketing collateral goes unused? B2B Marketing Marketing & Sales Alignment B2B Sales

Sales Tech Game Changers: How to Convert Prospects Into Customers Faster

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jill Carpenter , VP of Marketing for Cirrus Insight. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Sales organizations are sophisticated consumers of operational tech.

Align Your Sales and Marketing Teams in 5 Easy Steps

Sales and Marketing Management

Author: Steve Randazzo Any marketer worth his or her salt knows you have to understand your audience members before you can engage them. But the most important audience you have isn’t potential partners or customers – it’s the folks on your sales team. If your sales team doesn’t buy into your marketing, its members will struggle to sell, and business will falter. So how can you create that genuine bond between sales and marketing teams?

3 Ways Sales Can Help the Marketing Team (and Help Themselves)

DiscoverOrg Sales

Let’s agree that the goal of your marketing team should be to help your sales team. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? To improve quality of marketing leads, here are three key pieces of information sales must share with the marketing team: Raw feedback from customers and prospects.

The Top Marketing Tools Guide of 2018

Smart Selling Tools

If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. What Every Marketer Wants to Know About SalesTech but is Afraid to Ask. Because it is perfectly timed with our annual Top Marketing Tools Guide. Our Top Marketing Tools Guide has just 17. We wanted to find a good mix of solutions that are at the intersection of marketing and sales. Don’t have time to read through a bunch of collateral?

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Best practices for sales and marketing alignment


In many organizations, sales and marketing teams operate in silos, working independently of each other toward disparate goals. . In order to maximize success, sales and marketing must work in tandem toward a common goal. Why sales and marketing alignment is important.

Mediafly Acquires Presentify to Transform Marketing and Sales Content

Smart Selling Tools

Mediafly Acquires Presentify to Transform Marketing and Sales Content. To get the most out of a sales enablement platform, sales and marketing teams must transform ordinary content that is static and boring to extraordinary stories that visually stand-out.

4 Marketing Trends to Expect for a Post-COVID-19 World

Sales and Marketing Management

It can make it hard to predict what B2B marketing and sales will look like when we enter the post-COVID-19 era. . With that in mind, here are four things you can expect to occur in B2B markets as things reopen. Marketing spends will be lower.

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Sales Enablement: Marketing and Sales Alignment by Design

Smart Selling Tools

Sales Enablement: Marketing and Sales Alignment by Design. Marketing and sales both work to drive demand and grow revenues. They do so in silos, guided by a linear process that dictates marketing works on the first part and sales works on the second. Only 12% of marketers agree they have a successful process from lead to deal. Marketing can be instrumental in helping to get reps invited to the conversation earlier—when it makes a difference.

Just Ask: Voice of the Market Conversations Amplify Understanding of Customer Needs

Sales and Marketing Management

Author: Ron Carson Just about every marketer today has been told to listen to the voice of the customer to inform marketing strategy. First, marketing teams only receive this information second-hand – through sales, product management, etc. Let the market tell you.

10 Ways Marketers Can Create Sales Content That Actually Gets Used


If you’re a marketer supporting a sales team, you’ve got a lot on your plate. Sales enablement has never been more important than it is today. Today’s competitive economy—and the new requirements of virtual selling —have increased demands on marketers.

What B2B Marketers Can Learn from B2C

Sales and Marketing Management

There is an opportunity for sellers to serve as trusted advisors and to engage buyers earlier in the sales journey. The current state of market pulse insights. From focus groups to user surveys, marketing turns to the audience to hear firsthand what is resonating and what is not?—?and After all, sellers have a pulse on the market, so this must be sales’ responsibility. Yet this means sales becomes the single voice of the buyer?—?and

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Deploy the Marketing Team: How ABM Can Take Sales to the Next Level

Sales Hacker

“ Deploy the marketers! If only sales and marketing were that swashbuckling in real life, right? First of all, this pirate ship is built on account-based marketing (ABM). Secondly, did you notice that marketing was sales’ secret weapon?

Hey Marketing, That’s Not How You Tie Content to Revenue…

Accent Technologies

A common struggle for marketing teams is gathering analytics on how collateral affects revenue. In fact, the practice has become so common, there are countless blogs declaring it a best practice for measuring “most effective” collateral. Marketing Sales & Marketing Content content effectiveness marketing visibilityIf content effectiveness is measured by deals won, what happens to good content when a deal is lost for other reasons?

What is Sales enablement marketing?


Sales and Marketing go together like two peas in a pod … at least that’s the ideal companies dream of. The right sales enablement platform, however, could be used to unify Marketing and Sales in a single digital ecosystem, providing team members with a robust solution for collaboration, coordination, and communication. What is Sales enablement? First things first: defining “Sales enablement.” What is Sales enablement marketing?

How to Ask Marketing for What You Need

Hubspot Sales

Chances are, your sales team is currently focused on making functional changes for significant improvement. Let's add one more thing to the list — creating a spirit of cooperation between your sales and marketing organization. Today’s modern salesperson doesn’t sell in a vacuum, and reaching a new level of success in sales often requires some help from marketing. Today, "smarketing" — alignment between sales and marketing teams — rules the day.

Align or Be Left Behind: Why Sales and Marketing Alignment Is Essential


More than promoting a healthy and collaborative culture, research has shown that companies with strong alignment perform better , reporting 36% higher customer retention rates and 38% higher sales win rates. But the path to sales and marketing alignment is not always smooth and straightforward. Read on to learn more about what you stand to gain from aligning your sellers and marketers and how you can overcome common obstacles in the journey to achieve better alignment.

The complete guide to writing much better marketing emails


Email marketing is the dominant channel for marketing communications when measured by ROI, reach, cost, etc., Basically every lead-generation strategy from events to discounts was just considered “marketing.”. Skip ahead: What is email marketing? What is email marketing?

Using Your Marketing Automation for To-Partner Marketing


Using Your Marketing Automation For To-Partner Marketing. Most companies today have adopted some form of marketing whether it’s digital, email, social or content in order to increase brand awareness and generate leads. Why not replicate some of your email marketing initiatives to your partners so they can be equipped to sell your brand successfully? What is to-partner marketing? The Steps to a Succesful To-Partner Marketing Strategy. ?

Trade Show Marketing Tips for Sales and Marketing Leaders in 2019

Sales Hacker

Below you’ll find 6 trade show success tips for sales and marketing leaders to implement at your next event: 1. You have finagled and negotiated pricing with vendors and fought upper management for more budget; however, you and your marketing team have not defined what success actually looks like. Work with marketing to identify target accounts that will be attending and account management or client success to know what current clients are going to be there.

7 Marketing KPIs to Keep in Mind When Aligning With Your Marketing Team

Hubspot Sales

Smarketing — the practice of integrating your sales and marketing efforts to foster closer collaboration between the departments that carry them out. Here are some key marketing metrics to know for smarketing efforts. A sales qualified lead (SQL) is a potential customer who's been vetted by your marketing team and identified as being worthy of follow-up from sales. SQL quantity is a KPI that covers shared responsibility between marketing and sales.

Sales and Marketing Alignment Engagement Platforms: Sales Enablement Defined


Sales engagement platforms are no longer “nice to have;” they are a requirement for mature sales organizations that provide personal experiences for their buyers. With new sales engagement platforms designed to streamline sales processes being constantly introduced into the market, it can be overwhelming for sales enablement teams to decipher one from the other to determine which to select for their organization. What is a sales engagement platform?

The Pipeline ? How Marketing Can Help Sales After the Handoff

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. Marketing automation software generates the data marketers need to provide new levels of support to sales.

Sales enablement ROI for the product marketing director


Identifying what drives return on investment is just as crucial as increasing it for product marketing leaders. 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.

A Conversation With Eric Pratt: Why Sales Playbooks are a Necessary Complement to Inbound Marketing Plans


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. When we became a Hubspot partner in 2012, our focus shifted from being an outsourced sales agency to a digital marketing agency,” Eric said. How can sales enablement complement inbound marketing efforts?

Solving the SDR Debate: Sales or Marketing?


It’s an age-old question: should SDRs report to sales or marketing ? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing. Let’s get right to the crux of the issue: Do SDRs belong with marketing or sales? This where the overlay of marketing and sales really happens.

Creating a Cohesive Content Marketing Strategy


A key factor of success for your channel is a cohesive marketing strategy. In order to effectively market through your channel partners, you’ll have to create a cooperative marketing strategy. These include: – An independent sales rep partnering with you to sell your products. Even if you decide to write the majority of the marketing content for your partners, it is your partner who will be doing most of the outreach. Create shared marketing goals.

Augmented Reality for Sales & Marketing: Sales Enablement Defined


While its first appearance was in mobile video games like Pokemon Go, B2B and B2C businesses alike are discovering the opportunities augmented reality creates for enhancing selling and marketing experiences. As part of our “Sales Enablement Defined” series, we discuss how augmented reality provides better buying experiences and aligns sales and marketing for improved sales enablement. Benefits of augmented reality in sales & marketing.

What are the 5 stages of sales and marketing alignment?


In fact, the experiences buyers have with your company — both while doing their own research and interacting with one of your reps — have the power to make or break a sale. While many elements factor into the experiences a customer has with your company, experiences are primarily driven by your marketing and sales organizations. Sales and Marketing Alignment. We call this sales and marketing alignment, or sales-marketing alignment.

How Product Launch Execution Can Make or Break Your Forecast

Sales Benchmark Index

The Marketing function has created the necessary collateral to. All hard work has been completed. Your organization is ready to launch your brand new product going into the new year. The Product organization has done all the pre-launch planning correctly.

Why Marketing Strategies are Crucial to Partner Success


Why Marketing Strategies are Crucial to Partner Success. That requires finding and engaging distributors who connect with target audiences, increasing both awareness and sales. Companies who successfully leverage partner marketing help their partners to flourish by continually providing new marketing resources, encouraging them through incentive programs, and communicating consistently. Effective Partner Marketing: Help them to help you.

Bolster New Product Launches by Aligning Sales Enablement & Marketing

Sales Benchmark Index

Recently I had a conversation with a Sales Enablement leader. He mentioned the obstacles he faces in creating compelling sales training for new products. One of his biggest hurdles was the lack of alignment between training and marketing. Sales was telling one story while the marketing content said something else. The Sales Enablement leader can bridge the gap between sales training and marketing.

PODCAST 100: Succeeding as the First Marketing Hire w/ Nicole Wojno Smith

Sales Hacker

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle, Nicole was the CMO at UserIQ, where she built the marketing department from scratch. She has 15 years of experience in building brands, implementing inbound marketing programs, and championing team and revenue growth.