Janek Performance Group

MARCH 26, 2024

Here are some key areas where buyer personas play a pivotal role: Lead generation Customer experience Content creation Sales enablement Marketing ROI Design targeted lead generation campaigns that speak directly to the concerns and objectives of your buyer personas.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Showpad

JANUARY 23, 2020

Predictions 2020: B2B Marketers Pivot from Products to Experience. 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. So, which metrics should you implement? This article will help you get started. .

Sales Enablement 45

Sales Enablement Collateral Case Study Pivotal 45

Sales 2.0

SEPTEMBER 14, 2014

It’s not our job to “pivot” the company when the market says it does not want our offering. It’s not our job to produce collateral that clearly communicates the message. It’s not our job to adapt the product to the market. It’s not our job to figure out the messaging for our product so the market understands how it helps them.

Scale 373

Scale Hiring Collateral Social Selling 373

Mereo

MARCH 1, 2023

website, collateral, marketing campaigns, sales prospecting scripts, discovery dialogues, proposal conversations, objection reframes), your salespeople make a stronger case to eliminate the “status quo” as a consideration, accelerate deal velocity, improve win-rates and enhance pricing power.

Lead Rank 41

Lead Rank Lead Scoring Sales Qualified Lead B2B 41

Janek Performance Group

OCTOBER 18, 2021

In football, winning the fourth quarter is pivotal. 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. Of course, the first three quarters count, but in many ways, they are setup for the final fifteen minutes.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Allego

SEPTEMBER 28, 2022

Although the world is gradually opening up to pre-pandemic levels, virtual selling will continue to play a pivotal role in sales organizations, whether they have fully remote, in-person or hybrid work environments. A learning library that aligns with the sales process allows reps to find the right collateral at their moment of need.

Sales Enablement 71

Sales Enablement Hiring Video Sales Cycle 71

DiscoverOrg Sales

NOVEMBER 13, 2017

It generally consists of massive Salesforce exports, pivot table exercises (*shudder*), and manually creating charts and PowerPoint slides to present the findings. Think about all the hours involved in making and marketing B2B collateral with the hope of piquing a prospect’s interest. ABM provides the “who?”

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Highspot

FEBRUARY 29, 2024

Content Marketing and Communications Specialist Responsibilities: Creates compelling content for marketing materials, sales collateral, and communication channels. Customer Success Team The customer success team plays a pivotal role in ensuring customer satisfaction, retention, and long-term value for a company.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

Allego

FEBRUARY 24, 2021

2020 proved to be a pivotal year for Allego. Now, we have one central location for our sellers to find approved customer-facing collateral, plus we have the engagement metrics to see how that content is being used in the field and how customers are engaging with it.

Revenue 62

Revenue Customer Pharmaceuticals Journal 62

Hubspot Sales

JULY 27, 2023

Use AI to pivot to new sales strategies faster. On top of the above, AI tools can also: Write personalized sales collateral, including emails and sales call pitches. Help you pivot to new sales strategies based on the latest data. You can build an entire knowledge base dedicated to salespeople. Predicting training needs.

Sales Enablement 68

Sales Enablement Lead Rank Lead Scoring Strategy 68

Highspot

JANUARY 22, 2024

One of the key components that play a pivotal role in executing a GTM strategy is sales enablement. This includes sales collateral, presentations, case studies, and other materials designed to resonate with target audiences. It’s a myriad of factors, but one of the most critical reasons being poor planning.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

One of the key components that play a pivotal role in executing a GTM strategy is sales enablement. This includes sales collateral, presentations, case studies, and other materials designed to resonate with target audiences. It’s a myriad of factors, but one of the most critical reasons being poor planning.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Miller Heiman Group

JANUARY 9, 2020

In each conversation, we discussed what was and wasn’t working, where we needed to pivot and what gaps existed. You’ll have to pivot. Although sales training is the core of sales enablement, it shouldn’t be so limited; other areas of the business should also be immersed in enablement.

Sales Enablement 63

Sales Enablement Hiring Sales Methodology Top of Funnel 63

Gong.io

DECEMBER 5, 2022

Equip your team with sales enablement collateral. Your strategic sales plan should include all of the sales collateral and resources sales reps have available to them. As a leading sales tool, Gong can play a pivotal role in planning, executing, and monitoring your strategic sales plan. Proposal slides. Case studies.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Hubspot Sales

JUNE 15, 2020

Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. 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 To 94

How To Face-to-face ROI Video 94

Hubspot Sales

JUNE 29, 2020

Knowing that you’ll need to pivot and be flexible in your approach to selling throughout your sales career, we wanted to provide another selling technique that can be useful for your professional toolkit — missionary selling. Missionary selling is a common practice in pharmaceutical sales.

Examples 77

Examples Pharmaceuticals Education Competition 77

Highspot

OCTOBER 11, 2023

Sales managers play a pivotal role in aligning the efforts of the sales organization with the broader goals of the business. Sales Collateral: Provide your sales team with the necessary sales collateral, such as brochures, case studies, and product guides, to assist in their sales efforts.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Showpad

DECEMBER 4, 2020

Sales training and coaching are also pivotal elements of enablement, because they quite literally enable agents to close deals with greater efficacy, honing these individuals’ strengths and mitigating (or, ideally, eliminating) their weaknesses.

Data 64

Data How To Lead Rank Sales Enablement 64

Hubspot Sales

JUNE 1, 2018

Be prepared to pivot. Here are a few examples: PandaDoc , which integrates with HubSpot, is a good tool for reps who send sales collateral and quotes. Be prepared to pivot. Prospects cancel all the time, so salespeople should always be prepared to pivot into other profitable activities. Eliminate administrative tasks.

Pivotal 111

Pivotal Call-back Follow-up Maximizer 111

Vendor Neutral

APRIL 30, 2021

While the ideal situation is an entire organization that works as one functioning unit, a pivotal place to start is with your marketing and sales teams. Marketing can use that inside information to tailor their messaging, branding, and content collateral. More than anything today, that engagement piece is pivotal.

Sales Enablement 52

Sales Enablement Lead Rank Lead Scoring Webinar Metrics 52

Showpad

NOVEMBER 24, 2020

Now’s the time to rip up old playbooks and either pivot aggressively or double down on existing differentiators. Content creation, management and optimization is meant for a seller audience, yet sellers may not be equipped to easily locate and share marketing collateral. Marketing alignment.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

PandaDoc

APRIL 24, 2023

Quicker deals With the best data insights, intuitive sales enablement tools, and instant access to marketing and sales collateral, sales reps can move through the deal process faster. This way, your sales reps have the opportunity to flexibly pivot conversations and be more personable. PandaDoc has you covered.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Vendor Neutral

MARCH 26, 2021

With the upheaval of 2020, many companies were forced to quickly and unexpectedly pivot to remote selling. In addition to the coaching and training programs, also make sure you’re enabled with the technology you need for reps to quickly and easily access all content—both client-facing collateral and just-in-time training material.

Sales Enablement 59

Sales Enablement Lead Rank Face-to-face Lead Scoring 59

Highspot

JANUARY 29, 2024

Negotiation is pivotal in sales by facilitating mutually beneficial agreements between buyers and sellers. Work with your enablement and marketing teams to ensure you have the right sales collateral to engage effectively. The aim is to find common ground that satisfies the needs and expectations of both the seller and the buyer.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

BrainShark

AUGUST 16, 2022

Marketers can design playbooks, pitch decks, and multimedia sales collateral and save them as templates, allowing users to quickly personalize content ahead of their next meeting. In our case, having Content Hub as a resource allowed us to react quickly and pivot according to events and conversations at the live SKO.

Sales Enablement 62

Sales Enablement Tools How To Follow-up 62

Sales Hacker Training

MAY 3, 2023

If something isn’t working after the second cohort, update the program or pivot to provide more value and achieve the results you’re looking for. Create short feedback loops Not all of your initiatives will work, and there’s no way to know until you test them. Because of that, you need to build short feedback loops into your workflow.

Sales Enablement 52

Sales Enablement Government Scale Face-to-face 52

Allego

JULY 21, 2022

Getting qualitative data on usage and quantitative feedback on whether collateral is succeeding. The ability to create, manage, and track sales and marketing collateral is the next pillar of sales enablement. It integrates platform dashboards and analytics from training, collateral, and calls for a single view into performance drivers.

Sales Enablement 117

Sales Enablement Company Collateral Hiring 117

DocSend

APRIL 26, 2019

From enterprise clients to longtail users, there’s tremendous value in tailoring follow-up to onboarding users who have or have not engaged with the collateral you’ve sent. You can even assess whether the collateral users do access is working, by tracking page-by-page bounce rate, time spent on page, and more.

Churn 49

Churn Customer Lead Rank Collateral 49

Highspot

APRIL 2, 2019

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.

Collateral 40

Collateral Case Study How To Buyer Persona 40

DocSend

MAY 6, 2019

Lastly, it’s best to accept the fact that your business development strategy is going to shift and you have to be prepared to pivot with it. Furthermore, it’s critical to track performance of the sales collateral that wins your deals. Test and Iterate on Your Business Development Strategy .

Account Based Marketing 61

Account Based Marketing Strategy Hiring Top of Funnel 61

DocSend

APRIL 26, 2019

From enterprise clients to longtail users, there’s tremendous value in tailoring follow-up to onboarding users who have or have not engaged with the collateral you’ve sent. You can even assess whether the collateral users do access is working, by tracking page-by-page bounce rate, time spent on page, and more.

Churn 40

Churn Customer Lead Rank Collateral 40

Allego

APRIL 21, 2020

This is a good example of how they had to pivot. The next best thing to meeting in person is sending a short video to maintain a connection with embedded collateral or product information. They’re going to be able to execute on this product certification in the next two weeks.

Cancellation 71

Cancellation Training Hiring Face-to-face 71

DocSend

DECEMBER 12, 2019

You can even assess whether the collateral users do access is working by tracking page-by-page bounce rate, time spent on page, and more. What’s most critical to remember at this stage is to solicit feedback at pivotal moments in the user journey. DocSend provides an affordable way for customer success professionals to do this.

Churn 52

Churn Lead Rank Report Collateral 52

Sales Hacker

DECEMBER 7, 2018

To that end, we advise creating a content hub that gives reps instant access to relevant case studies, videos, and other collateral to send to the prospect. Establishing a transparent system of record starts with tracking the most pivotal metrics to your business, i.e., the ones directly tied to revenue creation. Accessible.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

DocSend

MAY 6, 2019

Lastly, it’s best to accept the fact that your business development strategy is going to shift and you have to be prepared to pivot with it. Furthermore, it’s critical to track performance of the sales collateral that wins your deals. Test and Iterate on Your Business Development Strategy .

Account Based Marketing 40

Account Based Marketing Strategy Hiring Top of Funnel 40

Sales Hacker

DECEMBER 17, 2020

First, the rep establishes a previous relationship with the brand before pivoting to the ask. Sales reps can then easily track where prospects are in the sales funnel and use that information to create more personalized outreach and sales collateral. The “Short and Sweet” Template. RELATED: 3.5 Nurture leads with email drip campaigns.

Lead Rank 86

Lead Rank Lead Scoring Top of Funnel Campaigns 86

The ROI Guy

OCTOBER 13, 2010

Unlike traditional white papers, Alinean Interactive White Papers use profile information from a prospect to intelligently customize the collateral with more personalized, relevant and analytical content. Alinean Interactive White Papers help B2B marketers better attract and connect with today's overloaded, skeptical and frugal buyers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40