Janek Performance Group

MARCH 16, 2022

They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close. Sales leaders do not want their sales reps wasting their time calling low likelihood prospects.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

The Center for Sales Strategy

OCTOBER 20, 2020

Whether it’s price objections, the prospect isn’t interested, or “now isn’t a good time,” sellers often encounter the same types of questions and objections during the sales process. Sales enablement resources help them anticipate and overcome these objections.

Sales Process 133

Sales Process Collateral Face-to-face Objections 133

DiscoverOrg Sales

JUNE 19, 2018

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. Sales professionals have access – in between your cold calls and rejections – to priceless data that other teams do not: raw feedback from real life prospects.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ In this article, we will explore why prospects go silent, ways to handle it, and most importantly, solutions to help prevent being on the receiving end of the silent treatment. . Why Prospects Go Silent.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

Pipeliner

MARCH 17, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. Improved Sales Performance: Sales enablement equips sales teams with the necessary skills, knowledge, and resources to improve their sales performance.

Sales Enablement 97

Sales Enablement Buyer Persona Collateral Resources 97

Allego

AUGUST 24, 2021

But it’s not enough to simply make assets available, sellers must know how and when to use these resources to deliver maximum impact to their prospects. When you know what content is working—and what’s not—you can make sales collateral even more effective and stop wasting time on activities that don’t get results. #2

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Sales Hacker

DECEMBER 14, 2022

It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. Collateral. Make sure your team has all the collateral that they need in one place. Why sales enablement matters. Selling has historically been an inefficient activity.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

SBI

SEPTEMBER 23, 2021

This shift in process has in turn led to our clients stacking resources for meeting presentation, content creation, and content organization. Perfectly organized collateral has become more important than before. These sales teams also share much more collateral than before.

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Highspot

NOVEMBER 9, 2023

A digital sales room, often referred to as a virtual sales room, buyer microsite, or a sales enablement platform , is a technology-driven solution that combines various digital tools and resources to streamline and enhance the sales process. This allows sales professionals to present the latest information and updates to prospects.

Collateral 59

Collateral Case Study Objections Analytics 59

Sales Hacker

AUGUST 12, 2021

Essential collateral: buyer personas, deal milestone timelines. Essential collateral: plays or scripts with qualifying questions that round out the buying team. Email velocity (measuring the rate of messages sent between prospects and your sales reps) is an especially potent leading indicator. How to prep and empower your team.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

SalesHandy

MAY 1, 2020

While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. From the famous quote “ Sales prospecting is where the salesperson makes their money. ”, you can easily understand how essential it is for any salesperson to learn the best sales prospecting techniques.

Ideal Customer Profile 87

Ideal Customer Profile Prospecting Top of Funnel Decision Maker 87

Highspot

DECEMBER 19, 2023

To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios. This results in a more powerful go-to market strategy.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Hubspot Sales

MARCH 3, 2022

Sales and marketing automation tools obviously suit sales and marketing teams, respectively — but that doesn't mean that the utility of those kinds of resources is siloed by department. The value of sales and marketing automation rests on your resources' ability to provide mutually beneficial intel between departments. Let's jump in.

Benefit 88

Benefit Lead Rank Lead Scoring Top of Funnel 88

Janek Performance Group

MARCH 26, 2024

These team members best know your prospects and clients, so seek their feedback often. Develop educational resources and thought leadership content that resonates with their interests and challenges. Equip your sales team with the insights and resources they need to engage with prospects in a meaningful way.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Mindtickle

APRIL 7, 2023

This includes activities such as providing sales training and coaching, developing sales collateral and tools, and ensuring that sales teams have access to the right information and resources to close deals. Revenue enablement, on the other hand, encompasses a broader range of activities that go beyond just supporting sales teams.

Revenue 52

Revenue Face-to-face Collateral Lead Rank 52

Allego

JUNE 16, 2021

Allego Digital Sales Rooms offer sales professionals and prospective buyers a secure and collaborative approach to buying and selling. Prospective buyers have to track down valuable information, including vendor communications, meeting notes, and key documents in order to inform their decisions,” said Allego Chief Product Officer Andre Black.

Collateral 87

Collateral Face-to-face Video Buyer 87

BuzzBoard

FEBRUARY 5, 2024

When applied to sales, generative AI becomes a powerful tool for personalization, enabling salespeople to create highly tailored and relevant content for their outreach and engagement with prospects. Tools can generate hundreds of relevant emails and cadences, social messages, and conversation starters tailored to each prospect.

Competition 52

Competition Scale Social Media Trends 52

Allbound

DECEMBER 10, 2019

Let’s face it – marketing is of utmost importance, but it can be a real time suck getting effective collateral to each and every partner. An automated marketing solution is a tech stack win-win: it’s going to take the weight off your shoulders, while consistently providing partners the impactful collateral and know-how they need.

Collateral 95

Collateral Channels Face-to-face CRM 95

Mindtickle

SEPTEMBER 30, 2020

Part of the problem was the company’s content repository: Halcyon Knights relied exclusively on Microsoft’s Sharepoint to store and share marketing collateral and learning materials. We need to show them where the fact sheets and other collateral is located and have training videos on how to negotiate deals.

Collateral 98

Collateral Face-to-face Ideal Customer Profile Scale 98

Sales and Marketing Management

OCTOBER 26, 2020

If a specialist cannot answer a customer’s question, he or she no long resorts to broad email blasts, but instead can locate the best resource quickly. For a major new prospective account, or a complex sales cycle with multiple influencers a, it may still make sense to hold a collaborative workshop on site.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Zoominfo

AUGUST 24, 2021

It’s the very thing you need between your sales team and future prospects. It’s also the point of contact where a visitor takes a leap between staying a visitor or converting into a qualified prospect. . Your demand engine should be a well-oiled machine that continuously pulls in new prospects and retains existing ones.

Demand Generation 130

Demand Generation Demand Generation Targets Engineering Top of Funnel 130

SBI Growth

NOVEMBER 19, 2013

Doing so will assist your reps to spot where their prospects are in their buyers journey. They can then locate the right marketing collateral needed assist in the buying process. Build Buying Process Maps (BPM): Buying Process Map’s plot the Prospects decision-making process used to purchase a product or service.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

Allego

NOVEMBER 2, 2021

They strive to provide salespeople with the resources they need to keep prospects moving through each stage of the process. Conversely, product marketers can access recorded videos of sellers practicing and seeking feedback on new messaging, as well as footage of real-life prospect interactions. Learn More.

Closing 125

Closing Strategy Video Collateral 125

Showpad

NOVEMBER 11, 2020

If your organization is aiming to improve sales effectiveness, leverage marketing collateral and win deals faster than ever before, a sales enablement program is a productive place to start. Prospect interest. What is sales enablement? A sales enablement platform, for instance, is the glue holding the two departments together.

Sales Enablement 72

Sales Enablement Benefit Top of Funnel Hiring 72

Janek Performance Group

AUGUST 23, 2023

Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making. But prospect theory states people are more motivated by what they stand to lose than what they might gain.

B2B 62

B2B Case Study Collateral ACT 62

SBI

JULY 14, 2019

It helps them capture more leads and customers, create compelling content, communicate product differentiation, compare collateral effectiveness, and close more business. Modus Resources. Resources All Case Studies eBook ebooks & Guides Interview Video Video Reviews Webinars. Prospect Engagement. Field Sales.

Video 93

Video Case Study eBook Field Sales 93

Hubspot Sales

FEBRUARY 22, 2023

It's not a sales strategy needing improvement, but a salesperson that needs to execute their job duties as usual — for example, holding fewer calls with prospects, taking advantage of fewer opportunities, or failing to show up. If salespeople are withdrawn and unmotivated, prospects will be forgotten in the sales pipeline or lose interest.

Motivation 87

Motivation Quota Collateral Call-back 87

Smooth Sale

APRIL 8, 2024

Stock up on essential marketing collateral such as business cards, brochures, and promotional items. Send personalized follow-up emails or make phone calls to nurture relationships, answer any questions, and move prospects further down the sales funnel. Prepare marketing materials. During the Show: Showcase your products/services.

Trade Show 88

Trade Show Maximizer Direct Mail Networking 88

SBI

JULY 7, 2020

So if we want to build long-term value and relationships with our target prospects(and who doesn’t?) Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Then ask yourself: what impression would this make on me if I was sent it as a prospective customer?

Collateral 139

Collateral Consumer Research Exact 139

Mindtickle

DECEMBER 14, 2023

Members of the revenue team can share this sales enablement content with prospects as a way to convey or reinforce information about their products or services. For example, a sales rep might share a case study with a prospect to help them understand how a similar company overcame challenges by using a specific product or service.

Top of Funnel 52

Top of Funnel Sales Enablement Strategy Case Study 52

Mindtickle

MAY 2, 2023

Here’s how to make the most of limited resources and get every seller on track to hit their quotas. Sales enablement is a strategic approach that aims to empower sales teams with the tools , information, and resources they need to engage with prospects and close deals effectively.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Highspot

JANUARY 22, 2024

Efficient Resource Utilization Optimizes the allocation of resources such as time, budget, and manpower. Sales Enablement: Provide sales teams with the necessary tools, resources, and training to effectively sell your product. Tailors marketing and sales efforts to address specific customer needs and preferences.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

Efficient Resource Utilization Optimizes the allocation of resources such as time, budget, and manpower. Sales Enablement: Provide sales teams with the necessary tools, resources, and training to effectively sell your product. Tailors marketing and sales efforts to address specific customer needs and preferences.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Chili Piper

FEBRUARY 15, 2021

This can double as a video for your customers as well, which is why we post these on our YouTube page and resources center. They can then use this messaging when speaking to other prospects about similar pain points, and how Chili Piper can help. Have a shared drive for collateral. Here’s one we recently did for a UI update.

Collateral 52

Collateral Marketing Face-to-face Case Study 52

Hubspot Sales

AUGUST 18, 2020

This same report found 95% of sales reps want access to content and collateral that can help them sell more. Sales reps have a lot on their plate, so having to hunt down information or search through messy tools can be a major barrier to connecting with prospects. So what’s the problem? Managing Documents in HubSpot.

Sales Process 125

Sales Process Hubspot Collateral CRM 125

Hubspot Sales

OCTOBER 4, 2019

Sales enablement is the process of providing your company’s sales team with the resources they need to be successful. Common sales enablement resources include tools, automation, content, and information that prepares your reps to close new business. If you don’t know how to answer that question, don’t stress.

Pivotal 77

Pivotal Collateral Sales Enablement Scale 77