Allego

JULY 26, 2023

This article originally appeared on Selling Power. Recruiting a successful seller to present new collateral to other sales reps increases use by 61% compared to a product specialist’s presentation. Engage new or lower-performing sellers in visualizing what they might lose by not using collateral.

B2B 62

B2B Collateral Case Study Marketing 62

SBI

DECEMBER 16, 2014

Sales and marketing teams start by uploading sales collateral to ClearSlide in a variety of formats. In essence, we’re bringing science to the art of selling. Meaningful data can help improve and change how you sell and how you refine products and services. are back-office tracking and reporting solutions.

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 130

SBI

MAY 14, 2014

The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities. With our applications, reps are able to have the right conversations at the right time using prescribed collateral that has been proven to be effective.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

Sales and Marketing Management

APRIL 1, 2020

For a successful campaign or product launch, you’ll want the right content and up-to-date information at the fingertips of your sales reps. Learning management: Incorporating learning management solutions and sales enablement tools are essential for optimizing your launch and selling sales process. Effective:?

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Sales and Marketing Management

NOVEMBER 17, 2019

Their reading of John Doe’s sales skills isn’t going to be influenced by his amazing resume or his recent break-up; it’s a cut-and-dried look at John’s core selling skills: where he excels, and where he’s falling behind. . This is a great way to reinforce learning without taking up too much time or budget.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

DocSend

MAY 17, 2022

At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. A lot of what a sales enablement tool does is teach reps how to sell or store information they need to sell. When do you need sales enablement?

Negotiation 98

Negotiation Tools Collateral Hiring 98

DocSend

JUNE 3, 2020

We’ve all done it before: We’ve followed up with a prospect after they open our email, maybe even several times. Your sales collateral may be forwarded and viewed by multiple stakeholders and decision-makers, and there may be discussions about your shared slide deck that you don’t have any insight into.

Collateral 90

Collateral Prospecting Decision Maker Follow-up 90

Sales Hacker

AUGUST 12, 2021

When the selling is good, it’s all about scaling, but when there’s less margin for error, it’s easier to pinpoint where your organization isn’t up to snuff and make improvements. Essential collateral: buyer personas, deal milestone timelines. Essential collateral: email templates, marketing content, buyer personas, sales tech.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

DocSend

JUNE 21, 2022

Our recent research highlighted that virtual selling is here to stay. As sales tech stacks across companies continue to grow, it’s easy to get caught up in the allure of the hot new tool. This is a slippery slope to reps spending more time managing tech than crafting a strategic follow-up. . Favorite Zaps: .

Scale 88

Scale Closing Collateral Top of Funnel 88

Allego

MARCH 31, 2022

The company also sells advertising, listing placements, subscription services, and travel insurance in partnership with Alianz Global. Sellers Facing New Demands of Virtual Selling. On the sales side, sellers couldn’t find collateral in the content management system. Selling is complex. Allego fit the bill, Hurley said.

Collateral 62

Collateral Marketing Tourism Travel 62

Allego

JANUARY 24, 2023

Most salespeople spend only a third of their time selling. Two-thirds of your sellers’ time is spent doing manual tasks, including record keeping, data entry, lead management, searching for sales collateral and content, and tool management. How do you help your sellers get out into the field and sell more?

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Allego

AUGUST 24, 2021

Sales enablement is an emerging function that serves as the glue to unite previously siloed activities including sales content management, onboarding and training, product launches, coaching, and virtual selling. 5 Virtual Selling. The final essential capability of modern sales enablement is virtual selling. 2 Seller Training.

Sales Enablement 171

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

SBI

SEPTEMBER 23, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Allego

JULY 31, 2023

Sales reps say they spend 51% of their time on non-core selling activity, according to the Forrester Sales Enablement Society 2022 survey. They need access to multiple things related to their job, such as how to use sales tools, sales collateral, product information, presentation decks, HR documents, and training materials.

Buyer 62

Buyer Collateral Scale Survey 62

Hubspot Sales

MAY 23, 2023

If you're in sales, you know that non-selling activities are a huge time sink. For example, you might be stuck entering data into your CRM, scheduling (and then re-scheduling) meetings, and writing sales collateral. While these tasks are important, they often pull salespeople away from what they do best — selling.

Data 109

Data Lead Rank Lead Scoring Hubspot 109

SBI

APRIL 22, 2015

So we recognize firsthand the challenges of selling complex solutions through indirect channels. Usually these portals are very large, hard to navigate sites that become a dumping ground of collateral and assets not linked to buyer pain points. As Founders, we have a combined 70+ years running global sales and marketing teams.

Up-Sell 50

Up-Sell Revenue Channels Collateral 50

Janek Performance Group

OCTOBER 17, 2023

Sellers get so caught up making friends they skimp the process or lose sight of goals. Consider the following: Social selling LinkedIn Referrals The ultimate objective of social selling is to leverage social media to find future customers. Sales professionals who use social selling close 40-50 percent more new business.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Sales and Marketing Management

OCTOBER 1, 2020

In order to do that, salespeople need to be aware of how selling has changed and what they need to focus on when approaching clients. Have marketing materials prepared, an engaging sales deck and any other collateral to help convey your message and show the most value to your clients. Here are three important factors to consider: .

Webinar Metrics 177

Webinar Metrics Strategy Face-to-face Skype 177

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. Whether your chosen methodology is consultative, Challenger, Sandler, or something else, it’s all about finding a framework that resonates with your sales team and enhances their natural selling style.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Mindtickle

AUGUST 28, 2023

Onboarding and ramping up new sales representatives quickly and effectively, ensuring they have a comprehensive understanding of the product portfolio, can be a big challenge. Furthermore, with compliance requirements changing regularly, pharmaceutical companies must ensure their field team has the most up-to-date versions of collateral.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Hubspot Sales

JUNE 8, 2022

It's summertime, and the living is easy — but the selling is hard. According to Colleen Francis, founder and president of Engage Selling , the secret to beating quota month after month is to maintain a consistently full pipeline. Set up Google alerts for your prospects' companies to keep abreast of any major announcements.

Data 126

Data How To Call-back Collateral 126

Pipeliner

MARCH 17, 2023

Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. By providing the sales team with marketing collateral and content that is relevant and useful, the sales team can effectively communicate the value of the company’s products or services to potential customers.

Sales Enablement 97

Sales Enablement Buyer Persona Collateral Resources 97

Janek Performance Group

JUNE 10, 2024

Because sales is more complex than ever, professionals in the field have to keep in mind they face the very real possibility that they’ll be selling to a group of decision-makers, rather than a single final decider. Key Elements of Multiparty Selling Every department will have different needs and consequently see your solution differently.

Decision Maker 62

Decision Maker Face-to-face Influencer Motivation 62

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Lead Rank 112

Lead Rank Lead Scoring Ideal Customer Profile Customer 112

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. In fact, sales reps spend up to 15% of their time on administrative tasks including responding to emails and looking for resources and documents. So what’s the problem? Managing Documents in HubSpot.

Sales Process 129

Sales Process Hubspot Collateral CRM 129

Sales and Marketing Management

MARCH 11, 2019

The marketing team created leads and engagement opportunities, while the sales team built relationships and set up accounts. Your marketing teams can use all of that to identify and target look-alike audiences, match email addresses to acquisition channels, and create collateral that is more likely to influence prospective customers.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Janek Performance Group

JULY 19, 2023

They are given a broad audience to sell into, like enterprise IT directors at software firms. Marketing collateral is fine for generating interest and highlighting the benefits of the product or service. This leads to the content being forgotten in the content library with all the other disregarded marketing collateral.

Quota 62

Quota Ideal Customer Profile Marketing Collateral 62

Hubspot Sales

JANUARY 2, 2020

Today’s modern salesperson doesn’t sell in a vacuum, and reaching a new level of success in sales often requires some help from marketing. In successful companies in 2020 and beyond, marketing needs to help sell and sales needs to provide support to the marketing function. What are some of the marketing team’s goals for the year?".

Ideal Customer Profile 115

Ideal Customer Profile Marketing Qualified Lead Buyer Persona Marketing 115

Zoominfo

JULY 18, 2022

Social selling is a sales technique that leverages social networking services to identify prospects, build relationships, and close more deals. It essentially means, “being genuinely helpful online and maybe selling eventually.” In social selling, sales professionals are playing the long game instead of eyeing immediate returns.

Social Selling 100

Social Selling Tools Social Media Lead Rank 100

Janek Performance Group

AUGUST 23, 2023

Of course, B2B selling is different. Instead, they are multifaceted and affect team members down the hall and, more importantly, up the stairs. In B2B selling, the personal and professional are often intwined. Collateral stays with buyers when meetings and calls end. Of course, avoid the hard sell. It’s the budget.

B2B 62

B2B Case Study Collateral ACT 62

Allego

DECEMBER 21, 2022

Virtual selling. The reality is virtual selling involves much more than conducting Zoom meetings. With 92% of buyers preferring virtual sales interactions, according to Bain and Company, it’s imperative that your sellers perfect their virtual selling skills. This is when your sellers’ frontstage selling skills come into play.

Strategy 62

Strategy Collateral Case Study Video 62

Customer Centric Selling

SEPTEMBER 9, 2021

Customer Centric Selling Podcast – Show Notes – Episode 9. Are salespeople prepared to call up high to get the decision-maker? Missionary Selling [13:52]. The post It’s Not About Where to show up, it’s About What to Say When You Get There – Episode 009 appeared first on CustomerCentric Selling®.

Collateral 52

Collateral Decision Maker Course Channels 52

SBI

MAY 13, 2014

The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities. With our applications, reps are able to have the right conversations at the right time using prescribed collateral that has been proven to be effective.

Up-Sell 54

Up-Sell Revenue Collateral Closing 54

SBI

JUNE 23, 2020

Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask. Virtual selling—working a deal remotely when you can’t be there in person—is the new normal. Virtual selling—working a deal remotely when you can’t be there in person—is the new normal. But the rapid shift to virtual selling has not been uniform.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Allego

AUGUST 25, 2020

Some of you are trying out virtual selling for the first time. How Video Beats 6 Virtual Selling Challenges. You need up-to-the minute information to win deals—market conditions, customer insights, competitive intelligence, win / loss stories to name just a few. Virtual selling isn’t as personal as in person.

Video 93

Video Face-to-face Collateral Call-back 93

Allego

SEPTEMBER 1, 2022

I think we can all agree that the best use of a salesperson’s time is not creating collateral. They can’t find the content they need, so they create their own—and cut into valuable selling time. As a result, sales teams end up with a disjointed content “system,” with content located in multiple locations.

Collateral 62

Collateral SME System Video 62

Keith Rosen

MAY 26, 2013

Are you spending a lot of time following up with prospects to see if they have received the information you sent them? The conversation was going great and the prospect was responsive up until the point where Marty was going to conduct his needs analysis to determine if there’s a fit. Rather it multiplies them.

Collateral 133

Collateral Cold Calling Analysis Call-back 133