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

SalesFuel

MARCH 20, 2024

She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.” Use this opportunity to directly address how they can benefit from your solution. It’s time to show the value you can bring to their business, as well as current clients’ ROI.

Hiring 52

Hiring Decision Maker Vendor Collateral 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. Therefore, if you wait for customers to announce readiness, you’ll lose opportunities. It must inspire action.

B2B 62

B2B Case Study Collateral ACT 62

Allego

NOVEMBER 3, 2022

You have a sales content library full of collateral, videos, reports, eBooks and more. You must connect assets to opportunities and track the right metrics to measure effectiveness. To do that, tag each opportunity and track the use of sales content by each sales rep. But do you know how effective that content is?

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

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. And it had to provide insight into content usage. Learn More.

Collateral 62

Collateral Marketing Tourism Travel 62

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. . One of the best things about using brand podcasts is that they give you the opportunity to shine a light on your best subject matter expert in every scenario.

Buyer 136

Buyer B2B Account Based Marketing Collateral 136

Allego

DECEMBER 11, 2020

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. Use a mobile platform so that formal sales collateral and informal learning is available from anywhere at any time. 2 Crowdsource Ideas.

Collateral 83

Collateral Marketing Harvest Scale 83

Sales and Marketing Management

JUNE 26, 2017

Product marketing can often create last-minute collateral to help close the gap on competitive pushback with specific deals. . For example, if the CFO of one of your in pipeline accounts visits your site, you may want to show them your ROI case study instead of your tips and tricks videos. Yet this is not enough.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. Finally, a deal desk decides on the supporting sales collateral needed to strengthen a sales offer , such as a presentation deck, a one-pager, a case study, and other materials.

Strategy 52

Strategy Decision Maker Proposal How To 52

Janek Performance Group

OCTOBER 17, 2023

This dichotomy is an opportunity. 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. Next is the sales collateral you provide.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Partners in Excellence

DECEMBER 5, 2011

They are equipped with PowerPoint decks, brochures, case studies to present the product Features, Functions, Feeds, and Speeds! It might start like this: “Our customers are missing the opportunity to… … increase revenues more than they anticipated.” We Have The Opportunity Of A Lifetime.

Opportunity 84

Opportunity Customer Penetration Collateral 84

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Janek Performance Group

SEPTEMBER 12, 2022

For example, new markets and technology provide opportunity. We have published countless blogs, case studies, white papers, and other collateral. Like sports cars, high-performing sales organizations are made of many interconnected moving parts working together. As a result, best practices change and develop.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Highspot

JANUARY 29, 2024

Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. Work with your enablement and marketing teams to ensure you have the right sales collateral to engage effectively. Offer strategies for turning objections into opportunities.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Zoominfo

AUGUST 15, 2018

In fact, strong brand awareness is often linked to increased financial performance, higher sales volume, higher quality employees, valuable partnership opportunities and more. Messaging should be built into every sales call, every piece of marketing collateral, every new hire orientation, and so on. Be a brand role model.

B2B 157

B2B Social Media Hiring Collateral 157

Janek Performance Group

MARCH 26, 2024

This should include blogs, case studies, and white papers. Provide them with persona-specific talking points, objection handling techniques, and collateral to guide their conversations and presentations. Doing so lets you unlock new opportunities for growth, enhance customer engagement, and drive sustainable results.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Hubspot Sales

MAY 10, 2023

This blocker will usually try to undermine you at every opportunity — sharing exclusive insights with the competition, making it hard for you to get meetings with key people, or even going so far as to give other decision-makers false information. Your competition might have some very enthusiastic advocates within the company.

Decision Maker 115

Decision Maker Scale How To Hiring 115

Janek Performance Group

MARCH 8, 2024

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. Check they have succeeded with similar-sized companies in comparable industries that faced your challenges.

Training 62

Training Face-to-face Education Negotiation 62

Partners in Excellence

FEBRUARY 28, 2024

However, I have developed a genuine deep interest in studying and understanding SALES in a systemic way. I then studied Electrical Engineering at the Swiss Federal Institute of Technology, specializing to the max. Also, the Academic World was largely ignorant about SALES as a topic worthwhile to be studied and taught.

Lead Rank 103

Lead Rank Lead Scoring Ideal Customer Profile Customer 103

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

LeveragePoint

FEBRUARY 20, 2018

It is the time when a sales rep is working to connect with a new prospect and to develop that prospect into a qualified opportunity. If a rep can’t combat the status quo in this early stage of the sales cycle, the sales opportunity never develops. Case studies answer the question “what do you do for your customer?”

Case Study 20

Case Study Sales Cycle Study Opportunity 20

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. Case studies Case studies are often at the core of a successful content marketing strategy.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Mindtickle

APRIL 10, 2024

These include sales presentations, sales collateral, whitepapers, case studies, videos, or any other type of content used throughout the sales cycle. Content analytics can also illuminate opportunities to freshen up existing content and boost its effectiveness. This content can be eliminated altogether.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Sales and Marketing Management

JULY 27, 2017

While CRM systems promise to provide information that can improve the sales process, the truth is that they can often slow the entire cycle by asking the rep to document numerous details about the opportunity in a way that helps the salesperson’s employer, but not the salesperson or the customer.

Discount 149

Discount CRM Collateral Case Study 149

Openview

DECEMBER 21, 2017

It’s also where those relationships have the potential to turn into sales opportunities and, eventually, into deals won. But it’s time that organizations recognized the middle of the funnel and its optimization as an opportunity for business growth. And it’s the tried and true case study. High-performing sales content.

Top of Funnel 95

Top of Funnel Data Case Study Funnel 95

DiscoverOrg Sales

NOVEMBER 13, 2017

Generally, the opportunity for account-based strategy arises once a company reaches a certain level of maturity. Think about all the hours involved in making and marketing B2B collateral with the hope of piquing a prospect’s interest. Read the study: 30 Ways to Get Inside the Mind of Your Target Buyer. When should I reach out?

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

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. Despite its direct impact on available resources, 28.1%

Top of Funnel 52

Top of Funnel ROI Sales Enablement Marketing 52

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. This is the opportune moment for sales teams to strike. Training webinars. Implement Real-Time Lead Notification Systems. “In

Lead Rank 99

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Loss analysis – how would the solution have helped avoid lost opportunities? Benefits (Social Business Communication case study) if executed correctly: Time or employee productivity (15%) – for sales this is huge.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

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. Commercial executives in professional services firms spend money to spur market growth opportunities. The output is fully new web pages, new collateral, and vertical case studies.

Marketing 52

Marketing Strategy Collateral Case Study 52

Eyeful Presentations

FEBRUARY 17, 2023

Take it as an opportunity to explain your thinking behind the changes, show the proven techniques that you’ve employed to maximise the presentation’s effectiveness, and share stories that demonstrate why the new strategies are important. #4 Also, keep track of what works (and what doesn’t) and share across the sales team. #5

Case Study 36

Case Study Face-to-face How To Collateral 36

Highspot

JANUARY 22, 2024

Faster Time-to-Market Accelerates the product’s entry into the market, capitalizing on timely opportunities. SWOT Analysis: Conduct a SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) to assess internal and external factors influencing your GTM strategy. Analyze competitor strategies and market gaps.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

Faster Time-to-Market Accelerates the product’s entry into the market, capitalizing on timely opportunities. SWOT Analysis: Conduct a SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) to assess internal and external factors influencing your GTM strategy. Analyze competitor strategies and market gaps.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Partners in Excellence

MARCH 25, 2023

Look for a platform that allows you to create and manage different types of content, such as sales decks, case studies, product brochures, and videos. It also includes case studies of companies that have used Highspot to drive sales effectiveness and revenue growth.

Lead Rank 62

Lead Rank Case Study Analytics Lead Scoring 62

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. To be continued….

Closing 72

Closing Collateral Scale Film 72

BuzzBoard

FEBRUARY 28, 2024

Leveraging predictive analytics, they personalized marketing collateral, leading to a significant increase in customer engagement and sales. Studies indicate that businesses using technology effectively are 28% more likely to attain growth. In conclusion, technology for small businesses poses both challenges and opportunities.

Small Business 52

Small Business Small Business Webinar Metrics Lead Rank 52

Hubspot Sales

JUNE 15, 2020

While video conferencing through platforms like Zoom are intended to make meetings feel more personal, studies show this isn’t necessarily the case. According to a study conducted by The Whole Brain Group , 95% of buyers purchase from sellers who offer relevant content at each step of the buying process. But is this enough?

How To 94

How To Face-to-face ROI Video 94