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. Case studies. Why sales enablement matters. Motivations. Objections.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Outbound Works

APRIL 19, 2018

Case studies are among the most effective VBRs (viable business reasons) out there. Maybe that’s why they’re among the most sought-after sales collateral types. Case studies are a vital […]. Case studies are a vital […]. Source Only presentations and flyers/spec sheets come in ahead.

Case Study 40

Case Study Study Construction Collateral 40

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, 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.

Revenue 128

Revenue Scale Collateral Harvest 128

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations. .

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales Hacker

JUNE 1, 2022

Host a discovery call, then add customized post-meeting notes to a case study and send it as meeting follow-up. Bonus: Study “ first principles thinking ” to learn how to get to the root of a prospect’s pain points without taking any of their time to ask about it. Make the most of your sales collateral. Use pre-meeting agendas.

Buyer 93

Buyer Collateral Case Study Follow-up 93

DocSend

JUNE 21, 2022

Imagine this scenario: your prospect says they’re the main decision-maker, but then forwards your collateral to their boss, the real decision-maker. DocSend lets you know when prospects engage with your collateral, and with whom they share it. See exactly which collateral helps close deals. The best part?

Scale 88

Scale Closing Collateral Top of Funnel 88

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. Essential collateral: email templates, marketing content, buyer personas, sales tech. Essential collateral: buyer personas and UVP. The average deal now has 5.8

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

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

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. This means highlighting solutions that solve problems and alleviate stress. It must inspire action.

B2B 62

B2B Case Study Collateral ACT 62

Sales and Marketing Management

NOVEMBER 16, 2020

It goes beyond the friendly, but unfortunately biased, conversations marketers may have for the purposes of customer case studies or testimonials. Currently he is chief marketing officer for Terra Dotta , the leader in higher education travel, study abroad and international program management solutions. Those people are already fans).

Conversion 177

Conversion Marketing Customer Trade Show 177

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.” It’s time to show the value you can bring to their business, as well as current clients’ ROI. Additionally, make sure to emphasize the stellar customer experience you deliver.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

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

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

No More Cold Calling

NOVEMBER 3, 2011

You don’t have time to wait until marketing creates case studies. Case studies have their place: they’re collateral on your website, you may include them in a proposal, or leave them behind after a presentation. Let marketing work on the case study. Here’s how to set up and tell the sales story.

Case Study 240

Case Study Collateral How To Face-to-face 240

Janek Performance Group

OCTOBER 17, 2023

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. It’s a deep knowledge of their organization and industry.

Collateral 62

Collateral Social Media Referrals Social Selling 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. Resources All Case Studies eBook ebooks & Guides Interview Video Video Reviews Webinars. Case Studies. Nancy Nardin, Smart Selling Tools. Modus Resources.

Video 93

Video Case Study eBook Field Sales 93

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. Sales enablement refers to the strategies, processes, and technologies that support and empower sales teams to sell more effectively.

Revenue 52

Revenue Face-to-face Collateral Lead Rank 52

Sales and Marketing Management

FEBRUARY 22, 2019

A Forrester Consulting study commissioned by Mediafly reports that the B2B companies surveyed work with an average of 176 partner companies. While 68 percent of B2B companies provide presentation templates to direct sellers, only 48 percent provide the same collateral to their indirect or partner sellers.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

SBI

OCTOBER 27, 2019

With iPresent, you can organize your existing collateral in a way that’s intuitive for your salespeople (think Netflix). Resources All Blog Article Case Studies ebooks & Guides Funding & Acquisitions Guide Industry News Interview Video Video Reviews Webinars. Case Studies. Case Studies. More Mediafly Resources.

Video 59

Video Cost Per Thousand Case Study Collateral 59

SBI

MAY 17, 2018

Seismic centralizing all sales collateral into one area, and then automatically distributes it to other tools where sellers spend most of their time, such as in their CRM, their email client, or their mobile device. Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today?

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

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

Hubspot Sales

MAY 26, 2020

Additionally, some battle cards may be predominantly utilized internally for sales rep reference, while others are beneficial as prospect-facing collateral as comparison sheets. These are still sales collateral pieces, and while it’s important to be truthful, make sure your battle card doesn’t create more harm than good in the sales cycle.

Sales Process 112

Sales Process Collateral Comparison How To 112

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. . This often comes in the form of customer case studies and testimonials that specifically showcase results. That’s why podcasts are the perfect solution to your problem. .

Buyer 136

Buyer B2B Account Based Marketing Collateral 136

Understanding the Sales Force

FEBRUARY 26, 2014

Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits. I conducted a study and we got some incredible, eye-popping data, that shows who trusts whom, by industry, and exactly when and why salespeople are distrusted.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

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 105

Lead Rank Lead Scoring Ideal Customer Profile Customer 105

Showpad

MARCH 31, 2020

We just received a definitive answer as part of a Forrester Consulting Total Economic Impact ™ study commissioned by Showpad. The Forrester study showed the platform improves marketing team productivity by 25%. But what kind of bottom-line impact does it provide? And it’s big. And that’s just the start.

Hiring 72

Hiring Collateral Licensing Commission 72

Allego

DECEMBER 21, 2022

Winning content is the collateral that helps close deals—moving buyers through the pipeline from first touch to contract. Types of content to share include supplemental assets that help the buyer understand your solution and how it can solve the buyer’s problems—case studies, solution briefs, customer testimonials.

Strategy 62

Strategy Collateral Case Study Video 62

Janek Performance Group

SEPTEMBER 12, 2022

We have published countless blogs, case studies, white papers, and other collateral. But despite unforeseen trials and tribulations, these pillars have held for as long as sellers have sold. Over the years, Janek has developed an extensive, award-winning catalog of training and coaching programs.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Highspot

DECEMBER 19, 2023

Case Studies Case studies demonstrate real-world applications and successes, providing sales teams with concrete examples to illustrate value to potential clients. Marketing Collateral Including marketing collateral like brochures and presentations aids sales professionals in showcasing products or services.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Allego

NOVEMBER 3, 2022

You have a sales content library full of collateral, videos, reports, eBooks and more. From the first eBook a prospect downloads to the last case study they read, deal content tracking shows how and when your sales material influences the deal and contributes to actual dollars. But do you know how effective that content is?

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

Allego

AUGUST 2, 2022

In its recent State of Sales Analytics study, Gartner reported that “only 55% of sales teams standardize metrics across all business units, regions, and teams within the sales function itself.” Which learning content or external collateral pieces are moving the needle? Key Sales Enablement Intelligence Metrics.

Lead Rank 118

Lead Rank Lead Scoring Sales Enablement ROI 118

Allego

MAY 17, 2022

From case studies to solution briefs to presentation decks, marketers provide the content and resources sales reps need to navigate buyer interactions successfully. CI zeroes in on the best practices, trends, and talk tracks top performers use during sales calls, letting marketers create collateral that captures their invaluable insights.

Top of Funnel 62

Top of Funnel Conversion Closing Collateral 62

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

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

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. Develop educational resources and thought leadership content that resonates with their interests and challenges.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Zoominfo

AUGUST 15, 2018

Messaging should be built into every sales call, every piece of marketing collateral, every new hire orientation, and so on. A recent study shows social media posts shared by employees reach 561% more people than the posts shared by the company’s page ( source ). This goes beyond a yearly email or company meeting.

B2B 157

B2B Social Media Hiring Collateral 157

Showpad

JANUARY 23, 2020

Learn more about how they’ve found success in our partnership in this case study. 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. Why Your Hot Prospect Has Stopped Talking to You.

Sales Enablement 45

Sales Enablement Collateral Case Study Pivotal 45