SBI

FEBRUARY 26, 2013

Use a content delivery tool that makes it possible to send electronic product collateral within seconds of entering the prospect’s information, automatically. Then there is this… product collateral requests are objective evidence of prospect interactions and appointments. Managers also benefit greatly from the insight they can get.

Collateral 115

Collateral Revelation Trends CRM 115

Mindtickle

SEPTEMBER 13, 2023

They may have also shared generic collateral with you covering information you already uncovered on your own. For example, organizations need sales training software to ensure their reps have the training required to be consultative sellers. But remember: one-size-fits all sales presentations and collateral won’t cut it.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

The ROI Guy

FEBRUARY 2, 2011

Nancy Cooper, finance chief of software developer CA Technologies, based in Islandia, N.Y., CFOs don’t want a dog and pony show, so the typical product PPT just won’t cut it – Product Selling to executives doesn’t work at all. now finds herself at marketing meetings.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

Gong.io

SEPTEMBER 19, 2018

Selling software-as-a-service? An excellent read for sales and marketing leaders alike, CMM teaches business leaders how to work backwards from the vantage point of the customer, understand their roles, goals, and pain points, and make them the foundation for powerful positioning, messaging, and sales collateral. Read this book.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Tony Hughes

MARCH 13, 2018

Build one-pagers, white papers, brand collateral and an array of enticing sales material. If you're selling software and there are already twenty five groups on mobile marketing applications, still launch your own group. Old school meets new school techniques = Advanced Strategic Social Selling 3.0.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63